Jumbo Enterprise Account Executive

Title: Jumbo Enterprise Account Executive

Location Remote

Employment Type Full time

Location Type Remote

Department Sales

Compensation $175K – $215K; Offers Equity; Offers Bonus

OTE in this role will range from $359,250 - $500,000. Commission is uncapped, with accelerators beginning above 100% of quota. Top performers on this team can significantly exceed their OTE.

Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually using Radford Global Compensation Database at minimum to ensure competitive and fair pay.

Job Description:

Our mission: eliminating every barrier to mental health.

Spring Health is a global mental health company on a mission to eliminate every barrier to mental health. Were building a world where getting support is simple, personal, and built around the person, so care can continue through every job, move, health plan, and life stage.

Our AI-native platform helps us deliver personalized support across self-guided tools, coaching, therapy, medication management, and specialty care. With outcomes independently validated by JAMA Network Open and the Validation Institute, Spring Health reaches more than 170 million people worldwide through leading employers, health plans, and partners.

As an AI-native company, we believe technology should expand the reach, quality, and humanity of care. Every Spring Health team member is expected to use AI tools thoughtfully, apply human judgment to AI outputs, and keep building AI fluency in ways that support their role and our mission.

Spring Health is reimagining mental healthcare for the workforce. We work with the countrys largest employers to give every employee and their family access to fast, personalized mental health support, and were still early in capturing a massive market. Were competing for share in a category we helped define, against well-funded incumbents, this is a seat to help shape what winning looks like, not just execute in an established motion. Our Enterprise team owns the biggest, highest-visibility relationships in the business, deals that range from $2.5M to $20M in annual value with organizations of 10,000 to 100,000+ employees. Top performers on this team are exceeding quota.

This is not a role for someone who wants a pipeline mostly handed to them or a script. Were looking for a builder: someone who generates their own opportunities, owns a complex sale end to end, and thinks like a founder inside their territory. Youll work closely with BDRs and our Strategic Alliances team, and report to the Sales Leader overseeing the segment. This is a full time, fully remote position with the expectation of approximately 20% travel.

What you'll do:

• Run the full sales cycle into HR, Benefits, and People leaders at large enterprises in your territory, from discovery through negotiation to close.

• Self-generate pipeline through brokers, consultants, referrals, and dormant accounts, not just BDR handoff. If a deal thread breaks, you build the next one.

• Engage target accounts before a formal RFP process begins, and multi-thread relationships across the full buying committee.

• Prioritize the accounts that matter most in your territory, aligned to the GTM strategy.

• Build ROI-backed business cases for VP and C-level buyers, tailored to each buyers specific problem, translating outcomes into numbers a CFO can take to their board.

• Anticipate procurement and Legal objections before they surface, and reframe a stalled deal into a new business case without being told to.

• Run pricing, proposal, and contract negotiations through to close.

• Own your book to the point of obsession: know each accounts org structure, incentives, and buying process well enough to navigate it without a map.

• Develop and grow relationships with health insurance brokers and benefits consultants who influence your territory, and drive SQOs from those relationships.

• Partner closely with your BDR on account strategy and execution, escalate risk early with a recommended path attached, and represent Spring Health at industry events as needed to close (~20% travel).

What success looks like in this role:

This role is held to clear KPIs including:

• Quota attainment

• SQOs generated,

• Intro meetings booked

How you'll use AI in this role: We expect AI to be part of how you sell every day, not an afterthought.

• AI-assisted prep. You use AI to build account research briefs, map the competition, and walk into every high-stakes call already knowing the orgs priorities and likely objections.

• Personalized outreach. You draft outreach with AI thats tailored to the person, a CHRO, a CFO, and a broker get different messages, never a generic one.

• AI-driven account strategy. You map the buying committee and multi-threaded outreach with AI, so when one thread breaks, you already have the next one mapped.

• Objection and business case prep. You use AI to pressure-test your own deal strategy, model CFO and procurement pushback, and prepare the counter-argument before its raised.

• Clean CRM hygiene. You use AI to summarize calls and log notes in Salesforce, so your deal record is complete and leadership can see the real story without asking.

What you'll bring:

• 8+ years of quota-carrying enterprise sales experience, with a track record of closing 6- and 7-figure deals against target.

• You build your own pipeline. When a deal stalls, you treat it as a problem to solve, not a reason to wait for direction.

• You engage with pushback instead of defending your original read. When new information contradicts your plan, you update it.

• You seek out feedback proactively.

• You can independently build and defend a business case, not just explain product features.

• Sharp and resourceful. You bring solutions, not just problems, and you can articulate the counter-argument to your own deal strategy before its raised.

• You use AI tools daily to work more efficiently.

• Direct communicator who adjusts to the audience in the room, whether thats a CFO, a CHRO, or a broker.

• Comfortable with ambiguity and building structure where none exists yet.

• You are always learning, staying close to what the top reps across the team are doing, reviewing lost deals for what to do differently next time, etc.

• Willingness to travel ~20% for closing activity and industry events.

Nice to Have:

• Benefits, health insurance, or healthcare sales experience.

• Existing relationships with brokers or benefits consultants.

• Experience selling into HR or People leadership specifically.

Note: We have even more benefits than listed here and below, your recruiter will provide more in-depth information as you continue in the interview process. Benefits are subject to individual plan requirements and eligibility criteria.

• Health, Dental, Vision benefits start on your first day at Spring. You and your dependents also receive access to One Medical accounts HSA and FSA plans are also available, with Spring contributing up to $1K for HSAs, depending on your plan type.

• Employer sponsored 401(k) match of up to 2% for retirement planning

• A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents.

• We offer competitive paid time off policies including vacation, sick leave and company holidays.

• At 6 months tenure with Spring, we offer parental leave of 18 weeks for birthing parents and 16 weeks for non-birthing parents.

• Access to Noom, a weight management program-based in psychology, that's tailored to your unique needs and goals.

• Access to fertility care support through Carrot, in addition to $4,000 reimbursement for related fertility expenses.

• Access to Wellhub, which connects employees to the best options for fitness, mindfulness, nutrition, and sleep in one subscription

• Access to BrightHorizons, which provides sponsored child care, back-up care, and elder care

• Up to $1,000 Professional Development Reimbursement a year.

• $200 per year donation matching to support your favorite causes.

Not sure if you meet every requirement? Research shows that women and people from historically underrepresented communities often hesitate to apply for roles unless they meet every qualification compared to other similarly-qualified candidates. At Spring Health, we are committed to fostering a workplace where everyone feels valued, empowered, and supported to Thrive. If this role excites you, we encourage you to apply.

Our privacy policy: https://springhealth.com/privacy-policy/

Spring Health is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex, marital status, ancestry, disability, genetic information, veteran status, gender identity or expression, sexual orientation, pregnancy, or other applicable legally protected characteristic. We also consider qualified applicants regardless of criminal histories, consistent with applicable legal requirements. Spring Health is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans. If you have a disability or special need that requires accommodation, please let us know.