RVP, PBM Enterprise Sales

Rightway; Oregon; Hybrid; USD 160,000 - 190,000; Full time

Job summary

Rightway is seeking a Regional VP, PBM Enterprise Sales to lead direct PBM sales to self-funded employer groups (5,000–20,000 lives) and manage complex multi-stakeholder deals. You will source prospects, manage pricing and contracting, and collaborate with underwriting, marketing, partnerships, product, and customer success to onboard new clients.

You will travel ~30% to build channel relationships and drive growth, leveraging Salesforce, Google Suite, and MS Office to forecast and close

Qualifications

• 5+ years of direct PBM sales experience to self-funded employers, TPAs, brokers, or consultants.

Responsibilities

• Call on self-funded employer groups 5-20k lives and related partners to sell PBM solutions.
• Collaborate with Commercial leadership to develop and execute a direct-to-prospect strategy and manage complex deals through RFP and finalist stages.
• Identify and build relationships with new client prospects and channel partners from discovery to proposal and finalist presentations.
• Structure pricing, contracting, and solution design balancing client needs and financial outcomes.
• Collaborate with underwriting, marketing, partnerships, product, implementation, and customer success to onboard new clients.
• Finalize contract terms and translate proposals into binding agreements.
• Maintain a disciplined Salesforce-based sales process with accurate forecasting.
• Attend business events, conferences, trade shows, and seminars.

Skills

PBM sales

Self-funded employers

Consultant/broker relations

PBM economics

Salesforce

Google Suite

Microsoft Office

Tools

Salesforce

Google Suite

Microsoft Office

Job description

ABOUT THE ROLE

The RVP, PBM Enterprise Sales is a member of the Rightway Commercial team, reporting into the VP, Head of PBM Enterprise. Our innovative, full-stack pharmacy benefit management (PBM) offering represents an important growth area for Rightway. Through modern technology, concierge pharmacist guidance, and a fully aligned pricing model, Rightway is improving the member experience and helping clients better manage pharmacy spend to make drugs more affordable for their employees and dependents. Rightway's modern PBM combines transparent, aligned economics with integrated clinical guidance to deliver a radically improved pharmacy experience. We are redefining how employers think about PBM partnerships. This role is ideal for someone who pairs strategic thinking with disciplined execution. The RVP is responsible for directly selling our PBM solution to self-funded employers (5-20k lives) by developing channel relationships, sourcing new client prospects, and managing complex, multi-stakeholder deals from start to finish. Success in this role requires someone who approaches their territory like a business: organized, data-driven, and thoughtful in how they structure, prioritize, and advance deals, while maintaining the curiosity and creativity to adapt in a fast-changing market. This position will have a direct impact on the overall growth and success of Rightway, helping further our mission of being a category-defining healthcare technology company.

WHAT YOU'LL DO

• Call on self-funded employer groups of 5-20k lives, third party administrators, brokers, consultants, and coalitions to sell our pharmacy benefit management (PBM) solution within your assigned territory. This segment represents one of Rightway's fastest-growing and most strategically important markets.
• Collaborate with Commercial leadership to develop and execute a direct-to-prospect strategy, managing complex deals from initial discovery through RFP and finalist stages with strategic precision and strong internal coordination.
• Identify, source, and build relationships with new client prospects and channel partners, managing discovery and solution development, pricing recommendations, proposals, and finalist presentations end to end.
• Apply strategic deal management to structure pricing, contracting, and solution design that balances client needs, financial outcomes, and operational readiness.
• Work collaboratively with internal departments such as underwriting, marketing, strategic partnerships, product, implementation, and customer success teams to develop go-to-market strategies and efficiencies to successfully onboard new clients.
• Finalize contract terms and support the accurate translation of the proposal into a contractual agreement.
• Maintain a disciplined, well-documented sales process in Salesforce, using data and forecasting accuracy to track and report sales activity to company leaders and manage deals from discovery to close.
• Participate in and attend business events, conferences, trade shows, and seminars.

WHO YOU ARE

• 5+ years of direct PBM sales experience, ideally selling to self-funded employers, TPAs, brokers, or consultants. Candidates with 5+ years as a pharmacy benefits consultant advising employers on PBM strategy and procurement will also be considered, with direct PBM sales experience the strong preference.
• 2+ years managing consultant and broker relationships, with demonstrated knowledge of employer, TPA, broker, and consultant buying processes.
• Working knowledge of PBM economic models and deal structure, including rebate mechanics, admin fee/PMPM pricing, aligned vs. spread economics, and performance guarantee structures, and the ability to translate that knowledge into a client-specific deal design.
• Proven track record within PBM sales and/or upsells driving year-over-year profitable growth and client retention, with strong business acumen managing complex, multi-stakeholder deals in a structured, disciplined sales process.
• Current and substantive knowledge of PBM competitors.
• Willing to travel ~30%, depending on the needs of the territory and selling cycle, with proficiency in Google Suite, Microsoft Office, Salesforce, and other industry-related software.

EXTRA CREDIT

• Direct PBM sales experience with demonstrated success against quota
• PharmD or RPh

COMPENSATION

$160,000 - $190,000 annually, in addition to bonus and equity. Compensation offered will be determined by geographic location, experience, and qualifications.

ABOUT RIGHTWAY

Rightway is on a mission to harmonize healthcare for everyone, everywhere. Our products guide patients to the best care and medications by inserting clinicians and pharmacists into a patient's care journey through a modern, mobile app. Rightway is a front door to healthcare, giving patients the tools they need along with on-demand access to Rightway health guides, human experts that answer their questions and manage the frustrating parts of healthcare for them.

Since its founding in 2017, Rightway has raised over $300mm from investors including Khosla Ventures, Thrive Capital, Francisco Partners, and Tiger Global. We're headquartered in New York City, with satellite offices in Denver and Dallas. Our clients rely on us to transform the healthcare experience, improve outcomes for their teams, and decrease their healthcare costs.

HOW WE LIVE OUR VALUES TO OUR TEAMMATES

1. We are human, first. Our humanity binds us together. We bring the same empathetic approach to every individual we engage with, whether it be our members, our clients, or each other. We are all worthy of respect and understanding and we engage in our interactions with care and intention. We honor our stories. We listen to—and hear—each other, we celebrate our differences and similarities, we are present for each other, and we strive for mutual understanding.
2. We redefine what is possible. We always look beyond the obstacles in front of us to imagine new solutions. We approach our work with inspiration from other industries, other leaders, and other challenges. We use ingenuity and resourcefulness when faced with tough problems.
3. We debate then commit. We believe that a spirit of open discourse is part of a healthy culture. We understand and appreciate different perspectives and we challenge our assumptions. When working toward a decision or a new solution, we actively listen to one another, approach it with a "yes, and" mentality, and assume positive intent. Once a decision is made, we align and champion it as one team.
4. We cultivate grit. Changing healthcare doesn't happen overnight. We reflect and learn from challenges and approach the future with a determination to strive for better. In the face of daunting situations, we value persistence. We embrace failure as a stepping stone to future success. On this journey, we seek to act with guts, resilience, initiative, and tenacity.
5. We seek to delight. Healthcare is complicated and personal. We work tirelessly to meet the goals of our clients while also delivering the best experience to our members. We recognize that no matter the role or team, we each play a crucial part in our members' care and take that responsibility seriously. When faced with an obstacle, we are kind, respectful, and solution-oriented in our approach. We hold ourselves accountable to our clients and our members' success.

Rightway is proud to be an Equal Opportunity Employer that believes in the strength of diverse thought, beliefs, backgrounds, and education.

We foster an inclusive culture where differences are celebrated to drive the best business decisions possible.

We do not discriminate on any basis protected by applicable law.

All employment decisions are based on merit, qualifications, need, and performance.