Director of Sales, Union Labor and Trusts

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director of Sales, Union Labor and Trusts based in the United States.

Join a mission-driven healthcare organization transforming the way metabolic diseases are treated through personalized nutrition, innovative technology, and virtual care. As Director of Sales, Union Labor and Trusts, you will drive business development and revenue growth across the union, labor, and trust markets nationwide. You will manage the full sales cycle, from prospecting and relationship building to contract negotiation and closing new business. Working closely with Marketing, Customer Success, health plan partners, and other internal teams, you will help expand market reach and strengthen strategic partnerships. This role offers the opportunity to shape commercialization strategies, build a strong sales pipeline, and establish trusted relationships with key industry stakeholders. If you combine consultative selling expertise with a passion for improving healthcare outcomes, this is an opportunity to make a meaningful impact in a fast-growing, remote-first environment.

Accountabilities

Drive new business development: Manage established prospects through the full sales cycle, from initial engagement and qualification to contract negotiation and closing.
Generate and convert opportunities: Leverage marketing campaigns, demand generation initiatives, and strategic outreach to build a robust pipeline and acquire new clients.
Grow revenue: Secure new customer agreements and identify opportunities to expand existing relationships in the union, labor, and trust markets.
Build strategic partnerships: Collaborate with Customer Success and health plan teams to identify expansion opportunities and increase customer value.
Strengthen channel relationships: Engage and educate administrative services-only (ASO) partners, benefits consultants, and other intermediaries to support territory growth and improve sales conversion.
Develop market presence: Represent the organization at union events, trustee summits, and industry conferences to increase brand awareness, build relationships, and generate qualified leads.
Manage territory strategy: Partner with sales development representatives to develop territory plans, prioritize prospects, and execute a structured business development strategy.
Build stakeholder trust: Establish and maintain strong relationships with union trustees, fund administrators, consultants, and other key decision-makers.
Collaborate cross-functionally: Share customer and prospect feedback with Marketing, Product, Operations, and other teams to improve sales effectiveness and support commercial growth.
Execute an effective onboarding plan: Build internal relationships, master the organization's value proposition, begin engaging prospects, and establish a clear business plan during the first 90 days.
Use technology strategically: Apply AI tools and data-driven approaches to improve sales productivity, streamline workflows, and strengthen pipeline management.
Requirements
Professional experience: At least 7 years of experience selling innovative healthcare solutions to union, labor, and trust organizations across the United States.
Proven sales performance: A consistent, quantifiable track record of meeting or exceeding individual sales targets and closing new business within the relevant market.
Industry expertise: Strong understanding of union benefit structures, trustee governance processes, and the decision-making dynamics of labor organizations and benefit trusts.
Relationship management: Demonstrated ability to establish and maintain trusted relationships with union trustees, fund administrators, benefits consultants, and other senior stakeholders.
Full-cycle sales capabilities: Experience managing consultative sales processes from lead generation and qualification through negotiation, contracting, and closing.
Pipeline and territory management: Ability to proactively manage opportunities, prioritize prospects, develop territory strategies, and maintain accurate sales forecasts.
Communication and presentation: Excellent verbal, written, and presentation skills, with the ability to communicate complex healthcare solutions clearly and persuasively to decision-makers.
Cross-functional collaboration: Experience partnering with Marketing, Product, Customer Success, Operations, and other internal teams to maintain sales momentum and deliver business results.
Industry representation: Willingness and ability to attend relevant union, labor, trustee, and industry events to develop relationships and generate opportunities.
Technology and adaptability: A proactive approach to using AI tools and other technologies to improve efficiency, combined with the ability to thrive in a fast-paced, evolving startup environment.
Mission alignment: A genuine passion for improving population health and expanding access to evidence-based healthcare solutions.
Preferred qualifications: Existing relationships with key union and trust decision-makers, along with familiarity with cardiometabolic health, metabolic disease reversal, and the competitive healthcare landscape.
Work authorization and location: Candidates must be authorized to work in the United States. This is a remote-first position, but eligibility is subject to the employer's state-specific hiring restrictions for corporate roles. Candidates should also be comfortable handling sensitive patient information in accordance with HIPAA and applicable privacy and security procedures.
Benefits
Competitive compensation: Annual salary range of $141,000–$182,000, depending on qualifications, experience, and location-based compensation factors.
Performance-based rewards: Eligibility for a bonus and equity compensation.
Remote-first flexibility: Work remotely within the United States, with access to office hubs in Denver and San Francisco.
Mission-driven work: Contribute to an innovative healthcare model focused on improving metabolic health and transforming patient outcomes.
Collaborative environment: Work alongside cross-functional teams in a fast-growing organization that values ownership, transparency, evidence-based decision-making, and continuous improvement.
Professional development: Opportunities to develop commercial expertise, strengthen industry relationships, and contribute to evolving go-to-market strategies.
Employee benefits: Access to the organization's benefits program, with details available through its careers resources.
Privacy and security support: Training and guidance on protecting confidential patient information and complying with applicable healthcare privacy requirements.