Mid-Market Sales Executive

About Calm

Calm is on a mission to support everyone on every step of their mental health journey. With the #1 app for sleep, meditation and relaxation as well as a growing library of digital, evidence-based mental health programs, Calm offers trusted support for individuals and organizations alike. Our flagship consumer app provides personalized content and activities – featuring a range of experts and beloved celebrity voices – to help users manage stress, improve sleep and live mindfully. Our workplace and healthcare solutions offer a consumer-friendly approach to clinical content and HIPAA-compliant resources in order to drive positive health and business outcomes. Named a TIME100 Most Influential Company, Calm supports more than 150 million people and 3,500 organizations across seven languages and 190 countries.

What We Do

Calm’s B2B team is committed to expanding access to mental health resources by building products for enterprises and the healthcare industry that drive positive health and business outcomes. Our suite of solutions include HIPAA-compliant resources, clinical programs, data and analytics tools, leadership and development workshops and more. What makes us unique? We take our award-winning approach to better sleep, mental resilience, and relaxation and combine it with scientifically backed techniques to create comfort and engagement throughout the mental health journey. Organizations rely on our expertise to fill the care gap created by stigma and life’s daily stressors, allowing them to take an active role in making effective mental health support possible for the people they serve.

We’re currently hiring this position in a few territories across the United States.

What You’ll Do

As the Mid-Market Sales Executive, you will play a pivotal role in expanding Calm’s market presence by selling our digital solution to employer groups as a benefit offering. You will leverage your expertise in B2B sales, particularly within digital health, to engage with decision-makers, build strategic partnerships, and drive revenue growth.

• Sales Strategy Development: Create and execute a robust sales strategy to penetrate the employer benefits market, focusing on large organizations and employer groups within your territory
• Relationship Building: Establish and nurture trusted relationships with key stakeholders, including HR leaders, benefits managers, and executive decision-makers at target organizations
• Consultative Selling: Utilize a consultative sales approach to identify client needs, articulate the value proposition of Calm, and tailor solutions to meet specific organizational requirements
• Market Research: Conduct thorough market analysis to identify trends, competitive landscape, and potential business opportunities within the digital well-being space
• Pipeline Development: Build and manage a pipeline of opportunities, ensuring timely follow-up and progression through all stages of the sales process
• Cross-Functional Collaboration: Work closely with marketing, product, customer success, consultant relations, and revenue operations teams to align sales strategies with product offerings and client expectations
• Sales Forecasting: Strong full-funnel skillset, with stage-based acumen to deliver reliable projections for sales targets
• Industry Representation: Represent Calm at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the wellness sector
• Up to 15% travel required

Who You Are

• Experience: 3+ years of experience in mid-market sales, with a proven track record of selling digital health or related solutions to employer groups
• Industry Knowledge: Strong understanding of employee benefits, wellness programs, and the self-funded healthcare landscape
• Skills: Exceptional communication and interpersonal skills, with the ability to build rapport and trust with clients. Strong negotiation and closing skills, with a results-oriented mindset. Ability to analyze data and market trends to inform sales strategies
• Adaptability: Able and willing to revise, try and execute on new approaches and strategies to adapt to an evolving business and industry landscape
• Digital Health experience strongly preferred

Minimum Requirements

• 5+ years in a quota carrying, closing sales experience
• 3+ years of experience in Mid-Market selling 

The on-target earnings for this role are $195,000 annualized with a 50/50 split between base pay and incentive compensation. Exact salary will ultimately depend on multi