Enterprise Sales VP, Labor and Trust

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.

What you will do:

• 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.

What we're looking for:

• 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 engage with AI tools as part of how you do your best work, and hold yourself accountable to outcomes that matter beyond your team's metrics.

What you'll get here:

• You'll work on problems that matter, at a company working to change healthcare at scale. You'll work at the intersection of AI and systemic healthcare reform, where the problems we solve are as interesting and compelling as the mission. At Garner, you'll take on real, ambitious problems with real ownership and autonomy, alongside exceptional, principles-based people who genuinely want you to win. It's demanding by design. You'll be challenged to stretch your capabilities and grow.