VP, Sales & Account Management

HealthCare.com

VP, Sales & Account Management driving broker sales strategy for Pivot Health, a health insurance distribution company. Building a high-performance team and establishing business development disciplines.

Posted 7/2/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

Own the broker and consultant distribution sales strategy, with accountability for revenue targets across non-owned channels
Transition the sales organization from a reactive account management model to a proactive hunter/farmer structure
Recruit, onboard, and scale new broker and FMO relationships to expand Pivot's active distribution footprint
Drive new business development with independent agents, general agents, and field marketing organizations (FMOs)
Represent Pivot Health at industry events, carrier partner meetings, and key broker/consultant forums
Lead and develop the Account Management team, ensuring existing broker relationships are nurtured, productive, and growing
Establish SLAs, performance metrics, and accountability frameworks for the AM team
Partner with internal operations and member services to resolve broker escalations and improve the end-to-end broker experience
Develop and execute a tiered broker engagement model (key account vs. general book)
Hire, coach, and develop a team of BDMs and Account Managers; establish clear roles, comp structures, and performance expectations
Create a winning team culture grounded in accountability, collaboration, and results
Work cross-functionally with marketing, operations, and product to align distribution strategy with company priorities
Contribute to the company's Growth Roadmap and quarterly operating plan (Rocks) as a key member of the leadership team
Provide regular pipeline, forecast, and performance reporting to the President
Identify market trends, competitive dynamics, and channel opportunities to inform product and pricing decisions

Requirements

What you’ll need

10+ years of progressive sales and account management experience in the health insurance distribution space
Deep, established relationships with brokers, general agents, and/or consultants in the individual and small group health market
Demonstrated success building and leading sales teams in a growth-stage or entrepreneurial environment
Track record of hitting and exceeding revenue targets in a quota-carrying or team leadership capacity
Strong understanding of the U65 / non-ACA insurance market, distribution economics, and broker compensation structures
Self-starter with the ability to hit the ground running — comfortable operating without a fully built infrastructure
Excellent communicator, collaborator, and relationship builder across internal and external stakeholders
Preferred / Strong Plus
Experience with Short-Term Medical (STM) products and distribution
Background in ancillary health products: dental, vision, accident, critical illness, or fixed indemnity
Familiarity with FMO/IMO recruiting and management
Experience managing or transitioning TPA/carrier partner relationships
Prior work in a start-up, scale-up, or private equity-backed health business

Benefits

Comp & perks

Opportunity to work from home
Excellent work environment
Medical, dental, and vision insurance
Up to 15 days of paid time off
11 company observed holidays
8 weeks of paid parental leave
401k plan with company match
Life insurance
Professional growth opportunity
Most importantly, an inclusive company culture established by an incredible team!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales ManagementAccount ManagementBusiness DevelopmentPerformance Metrics EstablishmentRevenue ForecastingMarket Trend AnalysisBroker Compensation StructuresFMO RecruitingShort-Term Medical ProductsAncillary Health Products

Soft Skills

Excellent CommunicationCollaborationRelationship BuildingSelf-StarterTeam Culture Development