Enterprise Sales VP, Public Sector
Garner Health, a New York-based health technology company founded in 2019, is on a mission to transform the U.S. healthcare system by partnering with employers to redesign healthcare delivery. The company applies over 550 proprietary clinical metrics across more than 80 specialties to a dataset of over 320 million patients, identifying the best-performing doctors and using compelling incentives to guide members toward optimal care. This approach has helped over 2.5 million people access higher-quality care and saved $1 billion in healthcare costs.
The Enterprise Sales Vice President (VP) for the Public Sector will be an integral part of the Enterprise Sales team, reporting directly to the VP of Public and Labor. This role focuses on expanding Garner Health's presence with large public-sector clients through direct sales efforts. The VP will manage a national territory comprising public-sector entities with 10,000 to 100,000 lives, including state employee plans, cities, counties, municipal utilities, special districts, and public benefit pools. The position is designed for an individual contributor who excels in establishing and nurturing high-level relationships, which are crucial for driving growth and innovation in the public sector.
Key responsibilities include owning the direct sales cycles, setting and measuring sales quotas, and managing prospecting and pipeline activities across the designated public-sector entities. The VP will oversee end-to-end RFP-driven pursuits, including procurement compliance, consultant management, finalist presentations, and securing board and committee approvals, often spanning 9 to 18 months with multiple stakeholders. Staying informed about market trends and competitor products is essential to effectively communicate Garner Health's value proposition. Additionally, the role involves developing new strategic relationships with public-sector benefits consultants and benefits directors to influence purchasing decisions.
Candidates should possess a bachelor's degree and have over seven years of deep sales experience focused on health benefits, including medical, ancillary, and vendor services, through brokers, consultants, and insurers. A minimum of five years of experience selling into public-sector entities is strongly preferred, with a deep understanding of public procurement processes such as RFP cycles, evaluation scoring, protest risks, sunshine laws, and board dynamics. Existing relationships within the public-sector consultant ecosystem, including practices at Segal, Aon, WTW, Mercer, and Gallagher, as well as with public-sector benefits directors, are highly desirable. The ideal candidate will have at least three years of experience selling to large enterprise clients, possess data literacy to translate complex datasets into actionable insights, and have a proven track record in developing sales processes and executing strategies that promote long-term success. A strong desire to engage in meaningful work with measurable outcomes is essential.
While specific compensation details are not provided, Garner Health offers a dynamic and mission-driven work environment. Employees are encouraged to take on real, ambitious problems with ownership and autonomy, supported by exceptional, principles-based colleagues. The company emphasizes consistent coaching to help team members grow and achieve their best work, fostering a culture that is both demanding and purposeful.
Garner Health's culture is deeply rooted in its mission to transform the healthcare economy, delivering high-quality and affordable care for all. The company values a high-performing team where exceptional results are expected, and individual accountability is essential. Courageous communication is encouraged, with direct and authentic feedback being a cornerstone of the workplace. Empathy and kindness are emphasized to create an enjoyable and productive environment, with a strong focus on collective success. Employees are expected to be singularly focused on the mission, moving with urgency and embracing the hard work needed to accomplish ambitious goals.