Note: The job is a remote job and is open to candidates in USA. HealthCare.com is one of America’s fastest-growing insurtech companies, focusing on revolutionizing health insurance shopping. The VP, Sales & Account Management will lead broker sales and account management activities, build a high-performance team, and establish new business development disciplines.
Responsibilities
- Own the broker and consultant distribution sales strategy, with accountability for revenue targets across non-owned channels
- Transition the sales organization from a reactive account management model to a proactive hunter/farmer structure
- Recruit, onboard, and scale new broker and FMO relationships to expand Pivot's active distribution footprint
- Drive new business development with independent agents, general agents, and field marketing organizations (FMOs)
- Represent Pivot Health at industry events, carrier partner meetings, and key broker/consultant forums
- Lead and develop the Account Management team, ensuring existing broker relationships are nurtured, productive, and growing
- Establish SLAs, performance metrics, and accountability frameworks for the AM team
- Partner with internal operations and member services to resolve broker escalations and improve the end-to-end broker experience
- Develop and execute a tiered broker engagement model (key account vs. general book)
- Hire, coach, and develop a team of BDMs and Account Managers; establish clear roles, comp structures, and performance expectations
- Create a winning team culture grounded in accountability, collaboration, and results
- Work cross-functionally with marketing, operations, and product to align distribution strategy with company priorities
- Contribute to the company's Growth Roadmap and quarterly operating plan (Rocks) as a key member of the leadership team
- Provide regular pipeline, forecast, and performance reporting to the President
- Identify market trends, competitive dynamics, and channel opportunities to inform product and pricing decisions
Skills
- 10+ years of progressive sales and account management experience in the health insurance distribution space
- Deep, established relationships with brokers, general agents, and/or consultants in the individual and small group health market
- Demonstrated success building and leading sales teams in a growth-stage or entrepreneurial environment
- Track record of hitting and exceeding revenue targets in a quota-carrying or team leadership capacity
- Strong understanding of the U65 / non-ACA insurance market, distribution economics, and broker compensation structures
- Self-starter with the ability to hit the ground running — comfortable operating without a fully built infrastructure
- Excellent communicator, collaborator, and relationship builder across internal and external stakeholders
- Experience with Short-Term Medical (STM) products and distribution
- Background in ancillary health products: dental, vision, accident, critical illness, or fixed indemnity
- Familiarity with FMO/IMO recruiting and management
- Experience managing or transitioning TPA/carrier partner relationships
- Prior work in a start-up, scale-up, or private equity-backed health business
Benefits
- Opportunity to work from home
- Excellent work environment
- Medical, dental, and vision insurance
- Up to 15 days of paid time off
- 11 company observed holidays
- 8 weeks of paid parental leave
- 401k plan with company match
- Life insurance
- Professional growth opportunity
- Most importantly, an inclusive company culture established by an incredible team!
Company Overview