Senior Mid-Market Sales Executive (Northeast)

About Calm

Calm is a leading consumer mental health company on a mission to support everyone on every step of their mental health journey. Known for its flagship consumer app—ranked #1 in its category with over 180 million downloads and availability in seven languages across 190 countries—Calm helps people sleep better, stress less, and live more mindfully through content and tools from experts and beloved celebrity voices. Building on this foundation, Calm has created a broader portfolio including evidence-based solutions like

Calm Health

, offered through employers, health plans and providers, designed to expand access to mental health and sleep support, boost benefits engagement, and drive positive health outcomes. Today, Calm supports more than 3,500 organizations and reaches over 17 million covered lives through Calm Health. Calm has been recognized as a

TIME100 Most Influential Company

and one of

Fast Company’s Brands That Matter

. Learn more at

calm.com

.

What We Do

Calm’s B2B team is committed to expanding access to mental health resources by building products for enterprises and the healthcare industry that drive positive health and business outcomes. Our suite of solutions include HIPAA-compliant resources, clinical programs, data and analytics tools, leadership and development workshops and more. What makes us unique? We take our award-winning approach to better sleep, mental resilience, and relaxation and combine it with scientifically backed techniques to create comfort and engagement throughout the mental health journey. Organizations rely on our expertise to fill the care gap created by stigma and life’s daily stressors, allowing them to take an active role in making effective mental health support possible for the people they serve.

We are hiring remote workers for this role in the Connecticut, Maine, Maryland,

Massachusetts,

New Hampshire, New Jersey,

New York,

Ohio, Pennsylvania,

and

Washington DC

areas. At this time, only candidates in these locations will be considered.

What You’ll Do

As the Senior Mid-Market Sales Executive, you will play a pivotal role in expanding Calm’s market presence by selling our digital solution to employer groups as a benefit offering. You will leverage your expertise in B2B sales, particularly within digital health, to engage with decision-makers, build strategic partnerships, and drive revenue growth.

Key Responsibilities

Sales Strategy Development: Create and execute a robust sales strategy to penetrate the employer benefits market, focusing on large organizations and employer groups within your territory

Relationship Building: Establish and nurture trusted relationships with key stakeholders, including HR leaders, benefits managers, and executive decision-makers at target organizations

Consultative Selling: Utilize a consultative sales approach to identify client needs, articulate the value proposition of Calm, and tailor solutions to meet specific organizational requirements

Market Research: Conduct thorough market analysis to identify trends, competitive landscape, and potential business opportunities within the digital well-being space

Pipeline Development: Build and manage a pipeline of opportunities, ensuring timely follow-up and progression through all stages of the sales process

Cross-Functional Collaboration: Work closely with marketing, product, customer success, consultant relations, and revenue operations teams to align sales strategies with product offerings and client expectations

Sales Forecasting: Strong full-funnel skillset, with stage-based acumen to deliver reliable projections for sales targets

Industry Representation: Represent Calm at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the wellness sector

Up to 25% travel required

Who You Are

Experience: 5+ years of experience in healthcare sales, with a proven track record of selling PEPM-based digital health or related solutions to employer groups

Industry Knowledge: Strong understanding of employee benefits programs and strategies, and the self-funded healthcare landscape

Skills: Exceptional communication and interpersonal skills, with the ability to build rapport and trust with clients. Strong negotiation and closing skills, with a results-oriented mindset. Ability to analyze data and market trends to inform sales strategies

Adaptability: Able and willing to revise, try and execute on new approaches and strategies to adapt to an evolving business and industry landscape

Digital Health experience strongly preferred

Minimum Requirements

5+ years in a quota carrying, closing sales experience

3+ years of experience in Mid-Market selling

The on-target earnings for this role are $275,000 annualized with a 50/50 split between base pay and incentive compensation. Exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications. This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.

Calm may incorporate artificial intelligence technology to support the application review process, but rest assured that human reviewers are involved in all stages of the hiring process.

Calm is committed to providing reasonable accommodations for qualified individuals with disabilities, including disabled veterans. If you require a reasonable accommodation to complete any part of the application or interview process, please contact Calm’s Recruiting team at

recruitingaccommodations@calm.com

. All accommodation requests will be handled confidentially and assessed on a case-by-case basis.

We believe that mental health is health, and every person should be considered in the discussion. That’s why we’re proud to be an equal opportunity workplace, committed to providing equal employment opportunities to all applicants and employees regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, medical condition, genetic information, military or veteran status, gender identity or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.

Calm is deeply committed to diversity, equity and inclusion. We strive to create a mindful and respectful environment where everyone can bring their authentic self to work, and experience a culture that is free of harassment, racism, and discrimination.

Employment offers are contingent upon the successful completion of a background check. Roles which require access to certain types of information may also require the successful completion of a drug screening.

FOR US BASED POSITIONS: Calm participates in e-verify. E-verify provides the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

Right to Work

E-Verify Participation