VP of Mid-Market & Navigation Sales

ABOUT THE ROLE:

The VP of Mid-Market & Navigation Sales will be responsible for building Rightway’s small business and mid-market PBM go-to-market function and leading significant revenue growth for the business over the next few years. This role will also own the commercial strategy and execution for our Care Navigation solution and lead the Strategic Partnerships team, a critical growth lever for both our care navigation and PBM business. 

This leader will build and lead Rightway's expansion into the small business and mid-market PBM segments (<5k enrolled lives), representing nearly 50% of the total self-funded market that remains largely untapped by innovative PBMs.

This is a complex, high-impact opportunity requiring a seasoned executive who combines strategic vision, executional rigor, and a builder’s mindset. Success in this role will require defining the playbook for selling innovative healthcare benefits to smaller self-funded employers—something no one has yet done at scale.

You will report directly to the Chief Commercial Officer and work closely with senior leadership, including the CEO, EVP of Growth, and VP of Strategic Partnerships, to shape and execute our market strategy.

WHAT YOU’LL DO:

• Build and lead the <5k life PBM sales function to deliver significant revenue in 2026 and beyond. 
• Own the end-to-end commercial strategy and execution for Care Navigation.
• Lead the Strategic Partnerships subteam, optimizing channel and navigation synergies for the <5k market.
• Develop and manage a team of 11+ FTEs.
• Design and operationalize scalable, repeatable sales processes to efficiently sell a very high volume of RFPs and opportunities across your team. 
• Partner with Marketing, Product, Implementation, and Customer Success to ensure cohesive go-to-market execution.
• Serve as executive sponsor for key partnerships and high-value client opportunities.
• Analyze and report sales performance using Salesforce and other tracking tools.
• Represent Rightway at major industry events, conferences, and trade shows.

WHO YOU ARE:

• Sales leadership excellence: 5+ years of progressive sales leadership experience in the small to mid-market segment (<5,000 lives), with demonstrated expertise in developing and managing strategic channel partnerships as a core revenue driver.
• Proven Growth Track Record: Documented success scaling small group sales to achieve 100%+ year-over-year net new revenue growth through strategic execution and market expansion.
• People leadership excellence: 3+ years leading teams of top tier sellers
• Process Architecture & Scalability: Hands-on experience designing, implementing, and optimizing scalable sales processes, organizational structures, and go-to-market strategies from the ground-up, with measurable impact on team productivity and revenue outcomes.
• Strategic Problem-Solving: Exceptional analytical and critical thinking capabilities combined with intellectual agility to navigate complex market challenges, adapt to evolving business needs, and drive innovative solutions in fast-paced environments.
• Execution & Resilience: Demonstrated grit and relentless execution mindset with a proven ability to overcome obstacles, meet aggressive targets, and maintain high performance standards under pressure.
• Cross-Functional Leadership: Strong collaborative leadership style with experience building consensus across diverse teams (Marketing, Operations, Product, Customer Success) to drive unified business objectives and optimize customer experience.
• Bachelor’s degree required; graduate degree preferred (e.g., MBA).
• Willing to travel nationally.

IDEAL:

• Track record of consistent President’s Club achievement in PBM or healthcare benefits sales.
• Experience driving results through both direct and channel sales models.

COMPENSATION:

Base Salary:  $225,000 - $250,000

CYBERSECURITY AWARENESS NOTICE

In response to ongoing and industry-wide fraudulent recruitment activities (i.e., job scams), Rightway wants to inform potential candidates that we will only contact them from the @rightwayhealthcare.com email domain. We will never ask for bank details or deposits of any kind as a condition of employment. If you have any questions about a suspicious interaction with Rightway, please feel free to reach out to us at hr@rightwayhealthcare.com.

ABOUT RIGHTWAY:

Rightway is on a mission to harmonize healthcare