Mid-Market Sales Executive

The Mid-Market Sales Executive at Calm is responsible for creating and executing sales strategies to penetrate the employer benefits market, building relationships with key stakeholders, and utilizing a consultative sales approach. You will also conduct market research, develop a pipeline of opportunities, collaborate with various teams, and represent Calm at industry events.

Candidates for the Mid-Market Sales Executive role at Calm should have 3+ years of experience in mid-market sales, preferably in digital health solutions. Strong knowledge of employee benefits and wellness programs is crucial, as are exceptional communication and negotiation skills. A results-oriented mindset and adaptability to new strategies are also important qualities.

Calm prefers candidates with at least 5 years of quota-carrying, closing sales experience, complemented by 3 years specifically in mid-market selling, particularly within the digital health landscape. Exposure to the self-funded healthcare model and employee benefit programs is highly valued.

The on-target earnings for the Mid-Market Sales Executive role at Calm are set at $195,000 annually, with a structure that includes a 50/50 split between base pay and incentives. However, final compensation will depend on various factors including skills and experience.

Calm is deeply committed to diversity, equity, and inclusion, ensuring equal employment opportunities to all applicants for the Mid-Market Sales Executive role, regardless of their background. Our culture emphasizes respect and a harassment-free environment where everyone can thrive.

When discussing your experience, be prepared to give specific examples of past roles where you've successfully engaged with key decision-makers in the digital health field. Highlight any metrics that demonstrate your impact on revenue growth or client satisfaction.

Share your strategy for establishing trust and rapport with HR leaders, emphasizing your listening skills and consultative selling approach. Mention any tools or techniques you use to understand client needs and customize solutions.

Outline your approach to gathering data about the competitive landscape, industry trends, and potential leads. Discuss market analysis techniques that have proven successful in previous roles and how you leverage this information to refine your sales strategies.

Provide details of a past sales strategy that resulted in significant gains. Describe your process for development, execution, challenges faced, and measurable results achieved. This shows your strategic thinking and capability in driving success.

Explain your method for assessing and managing sales opportunities, perhaps via CRM tools or prioritizing based on potential revenue and likelihood of closure. This demonstrates your organizational skills and ability to handle multiple prospects effectively.

Share your go-to negotiation strategies that help you secure favorable terms while ensuring client satisfaction. Providing an example of a successful negotiation can illustrate your techniques in action.

Talk about the resources you utilize to keep current with developments in digital health, such as industry reports, professional networks, and events. This showcases your commitment to continuous learning and adaptability in a fast-evolving market.

Discuss how you work alongside marketing, product, and customer success teams to align goals and enhance client outcomes. Highlight collaboration as a key factor in achieving sales success.

Illustrate your approach to addressing objections with empathy and fact-based responses. Share an example of how you turned a client’s concerns into selling points, which demonstrates your problem-solving abilities.

Share your passion for mental health and wellness, and how it aligns with Calm's mission. Discuss specific aspects of Calm’s offerings that resonate with you and your desire to contribute to its vision of fostering mental well-being.