VP, Sales & Account Management

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

Requirements:

• 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