Included Health is seeking a seasoned Public Sector Sales Executive to lead growth across public sector, labor, and multi-employer markets. In this role, you will help further our mission by selling the Included Health suite of products to public sector organizations, labor unions, multi-employer groups, school districts, public sector risk pools, quasi-government entities, and joint powers authorities, with a focus on organizations serving 5,000+ employees or members.

As the Public & Labor Sales RVP, your role will be to identify, pursue, and close business within your territory through a highly consultative approach. You will work directly with senior employee benefits, HR, procurement, finance, and executive stakeholders, as well as with trusted advisors including brokers, consultants, TPAs, carriers, and other organizations that influence public & labor purchasing decisions. You will also build productive relationships with health plan channel partner account teams to generate pipeline and expand Included Health’s reach through existing channel partner contracts.

This role is responsible for both new logo growth and expansion within existing public sector and labor clients.

Key Responsibilities

• Territory Growth Leadership: Own and expand the public sector and labor territory by developing and executing a regional go-to-market strategy focused on high-priority public entities, labor organizations, and multi-employer groups.

• Strategic Account Development: Build and manage executive-level relationships with benefits leaders, trustees, union leadership, procurement stakeholders, and other decision-makers to position Included Health as a trusted strategic partner.

• Complex Enterprise Sales Management: Lead complex, multi-threaded sales cycles involving internal and external stakeholders, including consultants, channel partners, finance, procurement, and executive leadership, to drive consensus and close strategic long-term contracts.

• Regional Consultant Engagement: Develop and maintain strong relationships with consultants, brokers, TPAs, carriers, and health plan partners that influence public sector and labor purchasing decisions and strengthen Included Health’s market position.

• Client Expansion: Identify and pursue opportunities to expand Included Health’s service portfolio within existing clients, driving additional revenue and deeper customer partnerships.

• Sales Process Optimization: Contribute to continuous improvement of sales frameworks, tools, and playbooks that shorten the sales cycle and improve effectiveness in complex deal environments, including RFP-driven opportunities.

• Operational Excellence: Maintain disciplined CRM documentation, pipeline management, and forecast accuracy to ensure transparency and accountability across all stages of the sales process.

• Brand Representation:Serve as a regional ambassador for Included Health’s mission and culture in all external interactions and at relevant industry events and conferences.

• Travel: Travel as needed to meet with prospects, clients, consultants, partners, and industry stakeholders across the territory.

During your first 30 days, you will:

• Partner with the Division VP to come up to speed quickly on market dynamics, priority prospects, and open opportunities within the territory.

• Complete onboarding, GTM training, and internal learning to quickly develop a strong understanding of Included Health’s products, offerings, and value proposition.

• Begin developing your Year 1 territory and sales plan.

• Tap into your network of buyers, influencers, and partners to identify meaningful sales opportunities.

• Ride along with other sales leaders on client calls for learning and market immersion.

During your first 60 days, you will:

• Establish your territory strategy and prioritize target public sector, labor, and multi-employer organizations.

• Develop account plans and outreach strategies for high-priority prospects, including stakeholder mapping, competitive research, and clear win themes.

• Make introductions to your network and future customers regarding Included Health.

• Secure meetings with target organizations and conduct joint discovery and product overview meetings with senior sales leaders and cross-functional partners.

During your first 90 days, you will:

• Independently lead discovery and product overview meetings with prospective clients and confidently articulate the value of Included Health’s solutions.

• Engage internal subject matter experts and executive leaders to shape deal strategy, stakeholder management, and product positioning for high-priority opportunities.

• Deepen relationships through in-person meetings, conferences, and field engagement across your market.

• Build momentum across both new logo pursuits and expansion opportunities within existing accounts.

Qualifications

• 7+ years of sales experience, with significant experience in selling to public sector & labor buyers in the healthcare benefits, wellness, or adjacent complex solution sales environments.

• Proven success managing and closing long, complex sales cycles involving multiple internal and external stakeholders.

• Strong track record of consistently meeting or exceeding large annual or multimillion-dollar quotas.

• Deep understanding of the healthcare benefits landscape and its evolution, particularly as it relates to public sector and labor purchasers.

• Demonstrated consultative selling skills, including uncovering client pain points, quantifying business impact, and aligning solutions to strategic benefits and cost-management goals.

• Established credibility and relationship-building ability with consultants, brokers, TPAs, carriers, clients, and other influencers in the public sector and labor ecosystem.

• Exceptional executive communication, negotiation, and storytelling skills with senior stakeholders and decision-makers.

• Strong references from clients, partners, and influencers you have worked with in the past.

• Proficiency with Salesforce or similar CRM systems, with disciplined pipeline and forecast management.

• Willingness to travel domestically as needed to fulfill job responsibilities

The base salary range for this full-time position is $170,000 – $210,000 per year in the United States. This posted range reflects the portion of our internal salary band that is currently funded for new hires in this role across our standard labor markets (Zones A–C). 

For context, these markets include Zone A (e.g., Phoenix AZ, San Antonio TX, Columbus OH, Charlotte NC), Zone B (e.g., Chicago IL, Denver CO, San Diego CA, Houston TX), and Zone C (e.g., Los Angeles CA, Seattle WA, Washington, D.C., Boston MA). At this time, we are not budgeting for hires in higher-cost Zone D markets (e.g., San Francisco Bay Area CA, New York City NY, San Jose CA) for this role. Within this range, individual pay is determined by work location, skills, experience, and internal equity. We use structured salary bands and geographic zones based on cost of labor to keep pay fair and consistent.

Benefits & Perks:

In addition to receiving a great compensation package, the compensation package may include, depending on the role, the following and more:

Commission 

Equity

Remote-first culture

401(k) savings plan through Fidelity

Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)

Paid Time Off ("PTO") and Discretionary Time Off (“DTO")

12 weeks of 100% Paid Parental leave

Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies.

Work-From-Home reimbursement to support team collaboration home office work

Your recruiter will share more about the salary range and benefits package for your role during the hiring process.

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.

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Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants with arrest or conviction records in accordance with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance, and California law.

Role summary

Included Health is looking for a Senior Sales Operations Manager to help scale our Sales organization. This person will be an experienced operator who improves how we run the business day to day and how we make decisions over time. They will partner closely with Sales leadership and cross-functional stakeholders to strengthen pipeline management, forecasting, territory and quota execution, process design, reporting, and operational rigor.

This role is ideal for a builder who is deeply fluent in Salesforce and other modern B2B go-to-market technologies (e.g. ZoomInfo, Gong, Hubspot, etc.), highly analytical, and energized by the challenge of turning complex operational friction into smooth, scalable growth.

What you will do

• Partner with Sales leaders to improve operating cadence across pipeline reviews, forecast management, territory planning, and performance tracking

• Own and optimize core sales processes, including opportunity management, stage definitions, inspection workflows, pipeline hygiene, and key handoffs across teams

• Build and maintain trusted reporting and dashboards that help leaders understand pipeline health, conversion, bookings performance, and risk areas

• Translate business questions into clear analyses and actionable recommendations for Sales leadership

• Identify gaps in process, data quality, and system design, then drive practical solutions that improve visibility and execution

• Support quota, coverage, and territory planning processes in partnership with Growth, Finance, and leadership stakeholders

• Improve Salesforce data quality and process consistency to ensure reporting is credible, scalable, and useful

• Partner cross-functionally with Marketing, Client Success, Finance, Analytics, and Enablement to improve upstream and downstream go-to-market workflows

• Drive adoption of new tools, workflows, and operating expectations through documentation, training, and change management

• Help evaluate and operationalize AI and automation use cases that improve seller productivity and management visibility

What we are looking for

• 5+ years of experience in Sales Operations, Revenue Operations, Growth Operations, or a related go-to-market operations role; mid-level candidates are welcome, with senior-level experience preferred

• Strong experience supporting B2B sales organizations with pipeline management, forecasting, sales process design, quota & territory planning, and operational rigor

• Strong Salesforce background, including reporting, dashboards, workflow/process design, and data quality management

• Strong data analytics capability with the ability to turn messy data into clear insights, recommendations, and executive-ready reporting

• Deep fluency in operating a GTM tech stack (e.g., Salesforce, Gong, HubSpot, Glean, AI tooling) and the ability to architect strategic system improvements.

• Experience identifying opportunities for process automation and improvement, then driving those changes through implementation

• Strong executive communication skills and presence; able to synthesize issues clearly and influence leaders through data and sound judgment

• High-agency, ownership-oriented operator who works independently, follows through, and gets things done

• Comfort operating in ambiguity with strong attention to detail and a bias toward action

Nice to have

• Experience with BI and analytics tools such as Tableau, Looker, etc.

• Experience working in healthcare, benefits, navigation, or other complex services environments

• Experience supporting AI readiness, workflow automation, or sales productivity tooling

• Comfort with or willingness to learn SQL

The base salary range for this full-time position is $127,660 – $167,112 per year in the United States. This posted range reflects the portion of our internal salary band that is currently funded for new hires in this role across our standard labor markets (Zones A–C). 

For context, these markets include Zone A (e.g., Phoenix AZ, San Antonio TX, Columbus OH, Charlotte NC), Zone B (e.g., Chicago IL, Denver CO, San Diego CA, Houston TX), and Zone C (e.g., Los Angeles CA, Seattle WA, Washington, D.C., Boston MA). At this time, we are not budgeting for hires in higher-cost Zone D markets (e.g., San Francisco Bay Area CA, New York City NY, San Jose CA) for this role. Within this range, individual pay is determined by work location, skills, experience, and internal equity. We use structured salary bands and geographic zones based on cost of labor to keep pay fair and consistent.

Benefits & Perks:

In addition to receiving a great compensation package, the compensation package may include, depending on the role, the following and more:

Bonus

Equity

Remote-first culture

401(k) savings plan through Fidelity

Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)

Paid Time Off ("PTO") and Discretionary Time Off (“DTO")

12 weeks of 100% Paid Parental leave

Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies.

Work-From-Home reimbursement to support team collaboration home office work

 Your recruiter will share more about the salary range and benefits package for your role during the hiring process.

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.

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Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants with arrest or conviction records in accordance with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance, and California law.