Vice President of Sales

Job Description

We're looking for a VP of Sales (B2B) with a builder's mindset and an entrepreneurial drive to take our employer business from zero to scale. You'll report directly to our Chief Revenue Officer and take a brand-new employer offering from concept to a scalable, repeatable national sales engine.

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What makes our model different - we serve as the designated staff pharmacy for large employers, offering our services as a voluntary, cash-pay benefit that costs the employer nothing. Your market is nationwide, with the chance to work with some of the biggest employers in the country.

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The ideal candidate has sold employee benefits, voluntary benefits, pharmacy, or health and wellbeing solutions into large employers, and understands exactly how Total Rewards and Benefits teams evaluate, approve, and launch new programs. This is a founding, builder role: you will own the proposition, pipeline, and closing today, and build the team and playbook that scale the channel tomorrow.

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Key Responsibilities

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Employer Proposition and Go-to-Market:

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• Refine and productize TelyRx’s employer proposition, building on our first enterprise proposals, into a repeatable offer covering discount structure, household eligibility, employee verification, reporting, and partnership terms.
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• Build the employer business case for Total Rewards teams: employee time returned, access for remote and distributed staff, privacy, and a zero-cost, zero-risk benefit, supported by market data and TelyRx proof points.
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• Build and own the go-to-market strategy, including ideal customer profile, segmentation, and target-account selection.
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• Launch the channel across the USA with prioritized national list of Fortune 500-scale employers with account plans and executive relationship maps.
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• Partner with the CRO to set quarterly targets for partnerships signed, employees reached, activation, and revenue, and the investment required to deliver them.
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Sales Process and Pipeline Development:

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• Design the end-to-end B2B sales process from scratch, including stages, qualification criteria, CRM setup, proposal and pitch templates, and a quarterly forecasting cadence.
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• Personally build pipeline and prospect, open, and close employer partnerships, from first meeting with Total Rewards through to signed partnership agreement.
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• Build trusted relationships with senior stakeholders across HR, Total Rewards, Benefits, Legal, Privacy, and Internal Communications.
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• Use the offer’s key advantage, no dependence on open enrollment or plan-year timing, to close and launch partners year-round.
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• Represent TelyRx at HR and benefits conferences, industry events, and executive forums.
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Partnership Agreements and Compliance:

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• Negotiate partnership terms, including discount level, eligibility, term, and reporting, that are compelling for employers and profitable for TelyRx.
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• Partner with Finance, Legal, Pharmacy, and Compliance to ensure every agreement meets HIPAA and privacy standards, including our commitment to aggregate-only employer reporting.
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Launch, Activation and Account Growth:

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• Own the launch playbook from signature to go-live in approximately six weeks: employer-branded landing page and code, employee verification, and a communications pack for employer approval.
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• Partner with Marketing, Customer Experience, Pharmacy, and Technology to drive employee awareness, activation, and repeat use through intranet, onboarding, and internal campaigns.
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• Run 90-day and quarterly business reviews covering utilization, category mix, value delivered, and satisfaction, and drive expansion to household members and the extended workforce.
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• Capture employer feedback to inform product, pricing, and service priorities.
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Reporting and Performance:

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• Establish channel KPIs, including pipeline coverage, stage conversion, time-to-close, partnerships launched, eligible employees, activation rate, orders, average order value, and net revenue per partner.
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• Maintain accurate CRM data and deliver weekly pipeline and quarterly performance reporting to the CRO, with forecasts, risks, and recommended actions.
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• Contribute employer-channel insight to executive, board, and investor reporting.
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Team Building and Leadership:

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• Build the B2B sales playbook, including pitch materials, case studies, and qualification standards.
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• As the channel scales, recruit, lead, and develop a team of enterprise sellers, account managers, and launch support.
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• Foster a high-performance, customer-first culture consistent with TelyRx values.
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Qualifications:

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• 10+ years of B2B sales experience, including 5+ years selling employee benefits, voluntary benefits, pharmacy, health, or wellbeing solutions directly to large employers (5,000+ employees; Fortune 500 experience strongly preferred), as well as through affiliate and channel sales partnerships.
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• Proven track record of closing enterprise partnerships and consistently exceeding quota.
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• Deep understanding of how Total Rewards and Benefits teams operate, including decision-making, legal and privacy review, internal communications, and how new benefits are launched and adopted.
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• Experience selling voluntary, zero-cost-to-employer, or employee-perk programs, where success depends on employee activation, strongly preferred.
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• Established relationships with benefits consultants, brokers, and HR leaders.
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• Working knowledge of the US pharmacy landscape, including cash-pay and direct-to-consumer models and how they sit alongside employer health plans and PBMs.
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• Proficient in HIPAA regulations regarding pharmacy standards and employee data privacy.
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• Executive presence with exceptional communication, presentation, and negotiation skills, and the ability to engage CHRO and C-suite audiences.
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• Entrepreneurial, self-directed builder with a hunter mentality, motivated by uncapped earnings and comfortable with ambiguity in a high-growth company; experience building a B2B function from the ground up or as a first sales hire is a strong plus.
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• Established employer, HR, and broker network across the USA preferred.
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• Hands-on proficiency with CRM (e.g., Salesforce or HubSpot), sales-intelligence, and pipeline-reporting tools.
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• Willingness to travel regularly, with occasional national travel for employer, consultant, and industry engagements.
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Compensation and benefits

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• Compensation: Competitive base salary, based on experience, with an enhanced base during the first two quarters, plus uncapped, performance-tiered commission. This is not a commission-only role.
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• Equity offered (RSUs)
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• Benefits: Health, dental, vision
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• PTO, parental leave, and other benefits
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Equal opportunity

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TelyRx is an equal opportunity employer. We celebrate diversity and are committed to building a team that reflects the people and communities we serve. We do not discriminate on the basis of race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.