Enterprise Sales VP, Labor and Trust

What you’ll be part of

Garner is on a mission to transform the U.S. healthcare system — and we’re the only proven player doing exactly that. We partner with employers to redesign how healthcare works: applying 550+ proprietary clinical metrics across 80+ specialties to a dataset of 320M+ patients to identify the best-performing doctors, then using compelling incentives to steer members to the care that helps them get healthier, faster.

The result is a rare “win win” — better care and lower costs for both members and employers. In just five years, our work has helped over 2.5 million people access higher-quality care and saved $1B in healthcare costs. We recently raised our Series E and have doubled five years running. If you've ever wanted your work to solve a problem that touches every person in this country, this is the opportunity to do exactly that. You'd be joining a team fundamentally reimagining healthcare in the U.S. — and using AI to scale that impact further and faster than anyone else can.

Who we want

This is a role for someone who wants to work on a hard problem, deliver real impact and be pushed to be the best version of themselves. As an Enterprise Sales VP, you'll be embedded in the Enterprise Sales team and report directly to the VP, Public and Labor.

The Enterprise Sales VP, Labor and Trust will expand our footprint with large labor health & welfare funds through direct sales. This is an individual contributor seat with a defined national territory: a named book of private multiemployer Taft-Hartley funds and public-sector union funds at 10,000 to 100,000 participants. We are expanding our team in order to continue to hit our ambitious Enterprise Sales goals. We are searching for a candidate who possesses the exceptional ability to establish and cultivate high-level relationships, as this will be instrumental in our pursuit of growth and innovation.

• Own the direct sales cycles and deploy sales objectives through the preparation and measuring of sales quotas, prospecting and pipeline management across a named national book of labor health & welfare funds

• Sell to boards of trustees: build fund office relationships, navigate joint labor-management board dynamics, and win both the labor and management sides of the room

• Keep current with market knowledge and competitor products to effectively communicate the value proposition of a relationship with Garner

• Support the development of new, strategic relationships with fund professionals (administrators, actuaries, counsel, and consultants) and carrier labor channels, including working the conference circuit (IFEBP), and influence the buying decision

• Bachelor's degree and 7+ years of deep sales experience with a focus on health benefits (medical, ancillary, vendor) via brokers, consultants, and insurers

• 5+ years selling into labor / Taft-Hartley funds strongly preferred, with fluency in how these funds actually work: joint boards, collective bargaining linkage, and fund professionals (administrator, actuary, counsel, investment consultant)

• Existing, reference-checkable relationships with trustees, fund administrators, and the labor consultant ecosystem (Segal above all), plus credibility in the room with union leadership

• A data literacy with the ability to turn complex, disparate datasets into insights that drive actions

• Proven experience with developing processes (sales playbooks, KPIs, collateral creation, etc), and executing on sales strategies to promote long term success

• A desire to do work that matters: and to be held to a high standard while doing it. You're energized by a mission with measurable outcomes, not just good intentions. You