Enterprise Sales Executive

As an Enterprise Sales Executive at Calm, your primary responsibilities include developing a robust sales strategy to engage with employer groups and selling our digital solutions as employee benefits. You will foster relationships with HR leaders and decision-makers, conduct market analysis, manage sales pipelines, and collaborate with various teams to align strategies with client needs.

The ideal candidate for the Enterprise Sales Executive role at Calm should have at least 10 years of quota-carrying sales experience, with a robust 7+ years focused specifically on enterprise sales—especially within digital health. You should possess strong communication skills and a deep understanding of employee benefits and healthcare landscapes.

In the role of Enterprise Sales Executive at Calm, you can expect on-target earnings of approximately $350,000 annually, which includes a combination of base salary and incentive pay. Additional benefits include equity options, comprehensive health benefits, a 401k plan, and flexible time off.

The Enterprise Sales Executive plays a crucial role in expanding access to mental health resources by selling Calm’s digital solutions to organizations. This ultimately helps employees manage their mental health better, turning workplace cultures into supportive environments for personal care and well-being.

Calm offers a flexible remote work environment that promotes diversity, equity, and inclusion. As an Enterprise Sales Executive, you’ll collaborate with a passionate team dedicated to mental wellness, contributing to a culture that values respect and authenticity without discrimination.

In your response, provide specific examples from your previous roles that highlight your sales achievements, particularly in digital health. Share metrics that demonstrate how you generated leads, closed sales, and built long-term client relationships.

Discuss your approach to relationship-building, emphasizing your consultative selling techniques. Share how you tailor your communication based on the audience while addressing their unique pain points.

Focus on active listening and empathy when discussing objections. Explain that you seek to understand the client's concerns fully before offering tailored solutions or evidence that demonstrates Calm's value to their organization.

Provide a case where you gathered market insights, identified target personas, and crafted your approach. Highlight the outcomes of your strategy, including successful sales metrics or client feedback.

Discuss the CRM tools you've utilized and how you track your sales pipeline visually. Emphasize the importance of consistent follow-ups and pipeline hygiene to ensure potential deals progress smoothly.

Mention specific resources you utilize, such as industry publications, webinars, or networking events. Explain how staying informed helps you position your sales strategies effectively.

Discuss your consultative sales process and emphasize how you would conduct thorough assessments of the client’s current employee benefits and wellness programs to present customized recommendations that align with their objectives.

Outline your methodology for setting realistic sales goals based on data analysis and previous sales performance. Stress the importance of regularly reviewing performance and being adaptable to make necessary adjustments.

Share examples of how you've engaged with marketing, product teams, and customer service to align messaging and ensure a cohesive experience for clients from the sales process through service delivery.

Convey your passion for mental health and wellness, and explain how Calm's mission aligns with your personal values. Illustrate how your experience in enterprise sales can contribute to advancing Calm’s goals.