What You’ll Do Pipeline Development & New Business Build a new business pipeline from the ground up through proactive prospecting, relationship development, referrals, industry connections, and market outreach Develop and execute a territory and prospecting strategy across SMB, mid-market, and enterprise organizations throughout the U.S. Identify organizations where the company’s core platform or individual solutions can address a meaningful business need Personally own the sales cycle from initial outreach and discovery through solution development, executive presentation, negotiation, and close Develop relationships with senior decision-makers, including CEOs, CFOs, Chief Growth Officers, and other C-suite and executive-level stakeholders Maintain disciplined pipeline management and provide leadership with clear visibility into opportunity development, activity, timing, and revenue potential Create new opportunities rather than relying on an established book of business or inherited pipeline Solution & Marketplace Development Sell the organization’s core technology platform as well as individual solutions based on prospect needs Understand customer challenges and connect them to the appropriate combination of technology, PBM, and marketplace capabilities Develop compelling business cases that demonstrate commercial, operational, and strategic value Identify opportunities to expand relationships beyond an initial solution or entry point Develop new channels, partnerships, and market opportunities that can expand the reach of the organization’s solutions Bring market feedback to internal leadership to help shape product, positioning, pricing, and go-to-market strategy Healthcare & Executive Relationships Develop and maintain senior-level relationships across employers, PBMs, TPAs, benefits organizations, healthcare companies, and technology partners Engage directly with executive buyers and decision-makers throughout the sales process Leverage a strong understanding of the PBM and benefits landscape to establish credibility and identify relevant business opportunities Represent the organization at client meetings, industry conferences, trade shows, and executive forums Build long-term relationships that create opportunities for both new business and future expansion Commercial & Cross-Functional Execution Lead complex commercial discussions and negotiations through contract execution Partner with product, technology, clinical, operations, finance, and executive leadership to develop solutions that can be successfully delivered Coordinate internal resources around opportunities without relying on a dedicated sales support organization Evaluate opportunity economics, commercial structure, operational requirements, and potential risks Communicate market intelligence, competitive activity, prospect feedback, and emerging opportunities to leadership Help establish repeatable business development practices as the marketplace function continues to evolve Market & Commercial Strategy Identify opportunities to expand the organization’s position within the broader healthcare ecosystem Evaluate potential partnerships and growth opportunities based on strategic fit, commercial potential, operational requirements, and risk Monitor industry trends, competitive activity, regulatory developments, and changes in customer needs Develop insights that help leadership make informed decisions about market expansion, partnerships, and investment Continuously refine business development strategies based on market feedback and results Bring an entrepreneurial mindset to identifying opportunities that may not fit neatly into an existing sales model What You Bring Bachelor’s degree in Business, Healthcare Administration, or a related field; MBA is a plus 7+ years of successful business development, enterprise sales, benefits consulting, strategic partnerships, or related experience within healthcare, employee benefits, PBM, pharmacy, or healthcare technology Direct familiarity with the PBM industry is required Proven success as a hunter - building pipeline from scratch, generating new relationships, and personally converting opportunities into revenue Experience selling to SMB, mid-market, and enterprise organizations, ideally with experience navigating different buying processes and sales cycles Demonstrated experience selling complex technology, healthcare, benefits, or multi-product solutions Experience selling directly to employers and/or working with TPAs, benefits organizations, brokers, consultants, or other healthcare ecosystem partners Strong executive-level selling experience, with the ability to build credibility and communicate effectively with CEOs, CFOs, Chief Growth Officers, and other senior decision-makers Experience negotiating complex commercial agreements and navigating multiple stakeholders through an enterprise sales process Strong understanding of the employee benefits and healthcare ecosystem; experience in benefits consulting or brokerage is highly relevant Excellent communication, presentation, negotiation, and relationship-building skills Strong commercial judgment and the ability to understand customer needs, business economics, and potential opportunities Comfortable operating independently with significant autonomy and without an established team or inherited pipeline Willingness and ability to travel domestically up to approximately 70% What Sets You Apart You’re a hunter by nature. You don’t need an established book of business, warm leads, or a large sales organization around you to create momentum You know how to build a pipeline from zero and are comfortable with the prospecting, networking, follow-up, and persistence required to get there You’re credible with C-suite executives and can have a business conversation with a CEO, CFO, or Chief Growth Officer without turning it into a traditional sales pitch You’re knowledgeable about the PBM and benefits landscape and can quickly understand where a prospect’s challenges intersect with the solutions you represent You’re a consultative seller - you lead with curiosity, understand the problem, and build the solution around the customer You’re comfortable selling both a broad platform and individual solutions, depending on what makes sense for the prospect You’re a self-starter who can operate with a high degree of autonomy and create your own structure, priorities, and opportunities You’re flexible and dynamic, able to adjust your approach based on the customer, market, opportunity, or conversation in front of you You’re resilient and thick-skinned.