Client Sales Executive, Mid Market (West)

Transcarent; United States; On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

401(k) plan with company match

Paid time off (time off)

Job summary

Transcarent is seeking a Client Sales Executive, Mid Market (West) to grow client relationships and revenue across the employer base and select new opportunities. You will develop strategic account plans, drive multi-solution sales, and work cross-functionally to align client priorities with executable solutions.

You will lead discovery, RFP/RFI, and negotiation, partnering with analytics, finance, pricing, and deal desk to craft compelling ROI narratives and ensure implementation readiness.

Qualifications

• Bachelor's degree in business, healthcare, or related field with 10 years in sales or related roles.
• Experience with self-funded employers, enterprise or mid-market segments.
• Proven track record of exceeding quota and growing accounts.

Responsibilities

• Leads the sales process from discovery through proposal, negotiation, close, and implementation readiness.
• Maintains accurate Salesforce updates on opportunities, risks, and next steps.
• Designs and executes account, territory, renewal, and expansion plans to meet revenue goals.
• Collaborates with Client Success and internal teams to identify multi-solution growth opportunities.
• Develops clear presentations and ROI narratives translating complex healthcare concepts for clients.

Skills

Strategic account management

Cross-functional collaboration

Negotiation

Sales storytelling

Opportunity discovery

Forecasting & CRM (Salesforce)

Education

Bachelor's degree in business, healthcare, or related field

Tools

Salesforce

Job description

The Client Sales Executive, Mid Market (West) is responsible for growing client relationships and revenue across Transcarent's existing employer base and select new business opportunities. This role develops strategic account and growth plans, identifies whitespace across Transcarent's connected healthcare solutions, and builds trusted relationships with clients, brokers, consultants, partners, and internal stakeholders.

The Client Sales Executive must have a strong understanding of Transcarent's products and services, a thorough understanding of our customer base and the employee benefits market, strong commercial judgment, and the ability to work effectively cross-functionally. This individual understands how to connect client priorities and member needs to a clear solution, credible value story, and executable path to launch.

Success will be measured by growing revenue through renewals, expansions, and new opportunities; advancing complex sales processes; and protecting long-term client trust, quota performance, and implementation readiness.

A day in the life…

• Leads the sales process from discovery and opportunity strategy through proposal, negotiation, close, and implementation readiness.
• Keeps management abreast through scorecard logic and disciplined Salesforce updates on opportunities, risks, close timing, decision process, next steps, and other key metrics related to sales activity.
• Meets sales and revenue goals by designing and executing account, territory, renewal, and expansion plans.
• Partners with Client Success and internal teams to assess relationship health, understand client needs, and identify multi-solution growth opportunities that improve retention, engagement, financial performance, member experience, or clinical outcomes.
• Leads discovery, RFP/RFI, finalist, vendor-of-choice, renewal, expansion, QBR, and strategic planning conversations with client and consultant stakeholders.
• Develops clear, compelling presentations, demonstrations, proposals, executive briefings, and follow-up communications that translate complex healthcare and product concepts into plain language.
• Partners with analytics, actuarial, finance, pricing, and deal desk to develop accurate savings, ROI, utilization, pricing, margin, credit, and implementation narratives, then negotiates commercial and contractual terms with sound judgment.
• Works cross-functionally with solutions consulting, clinical, product, legal, security, implementation, Client Success, marketing, operations, and external partners to coordinate the right response and maintain momentum toward signature and launch.
• Stays abreast of market, competitive, customer, broker, and consultant dynamics; builds ecosystem relationships; and identifies emerging approaches to grow revenue in existing accounts.
• Develops multi-level relationships within the customer base to build champions, support long-term growth, and ensure a clean transition from sale to launch with a strong foundation for ongoing expansion.

What we are looking for…

• Bachelor's degree in business, healthcare, or a related field, with 10 years of experience in sales, client solutions, business development, employee benefits, healthcare, SaaS, or a related field—or an equivalent combination of education and experience.
• Experience working with self-funded employers, enterprise or mid-market organizations, benefits leaders, brokers, consultants, and other healthcare stakeholders.
• Experience in a client development, consultative sales, account growth, or client solutions role with a demonstrated pattern of success.
• Demonstrated ability to exceed quota or revenue goals, develop strategic account plans, identify whitespace, and drive growth through renewals, expansions, and multi-solution selling.
• Strong commercial and financial acumen, including pricing, financial models, savings methodology, ROI, utilization assumptions, contract terms, negotiation, and commercial trade-offs.
• Demonstrated ability to build long-term, multi-level relationships and communicate effectively with executive decision-makers and functional experts.
• Strong presentation, storytelling, written communication, and negotiation skills, with the ability to make complex clinical, technical, financial, or operational information easy to understand.
• Strong cross-functional collaboration and project-management skills, including the ability to coordinate multiple workstreams and contributors against deadlines.
• Knowledge of, or experience working in, the healthcare or employee benefits industry, with genuine interest in improving how people experience the healthcare system.
• Strong market and competitive awareness, curiosity, resilience, sound relationship judgment, and a team-oriented approach.

Who We Are

Transcarent is the One Place for Health and Care, bringing medical, pharmacy, and point solutions together with the WayFinding experience, the first and only generative AI-powered health and care platform for health consumers.

Our WayFinding experience, paired with transparent and consumer-driven pharmacy care, 2nd.MD expert medical opinions, and virtual primary care, works seamlessly with comprehensive Care Experiences - Cancer Care, Surgery Care, and Weight Health - to support people with all of their health needs, simple or serious. More than 1,700 employers and health plans rely on us to provide information, guidance, and care, empowering health consumers with more choice, an experience they love, access to higher-quality care, and lower costs for 21 million Members. For more information, visit transcarent.com, and follow us on LinkedIn.

At Transcarent, Our Values Guide Everything We Do

• People First: We prioritize our Members, clients, and each other in every decision
• Care: Every decision starts with improving health and care for our Members
• Resilience: We push boundaries and take the uncharted path to change an industry
• Results: We take ownership, solve with speed, and deliver for our people and each other
• Humble and Human: We lead with humility, bring fun to tough moments, and go further together

Total Rewards

Individual compensation packages are based on a few different factors unique to each candidate, including primary work location and an evaluation of a candidate's skills, experience, market demands, and internal equity. Salary is just one component of Transcarent's total package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock options.

Our benefits and perks programs include, but are not limited to:

• Competitive medical, dental, and vision coverage
• Competitive 401(k) Plan with a generous company match
• Flexible Time Off/Paid Time Off, 13 paid holidays
• Protection Plans including Life Insurance, Disability Insurance, and Supplemental Insurance
• Mental Health and Wellness benefits

Transcarent is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you are a person with a disability and require assistance during the application process, please don't hesitate to reach out!

Research shows that candidates from underrepresented backgrounds often don't apply unless they meet 100% of the job criteria. While we have worked to consolidate the minimum qualifications for each role, we aren't looking for someone who checks each box on a page; we're looking for active learners and people who care about disrupting the current health and care with their unique experiences.