Enterprise Sales VP, Labor Funds

This is a senior individual contributor role — VP in title, but not a people-manager seat. That's an important distinction: you'll be measured entirely on quota attainment and pipeline results, not team leadership. For experienced enterprise sellers who prefer owning a territory over managing others, this is a genuine fit. For those seeking a path to sales leadership, the progression is less clear.

Compensation is well above market. Enterprise sales VP roles in health benefits technology typically range from $250K–$380K OTE in 2024–2025. Garner's $425K–$475K total comp (base + bonus) sits in the top decile, reflecting both the complexity of Taft-Hartley sales cycles and the company's Series E growth stage. Equity participation adds further upside.

Skills developed here are highly specialized and highly valued:

• Taft-Hartley / multiemployer fund sales — a rare, defensible niche with few true experts
• Complex stakeholder management across joint labor-management boards
• AI-augmented enterprise sales processes — increasingly critical across all industries
• Healthcare benefits data literacy and clinical quality metrics

Green flags: Series E with consistent 2x annual growth, strong mission alignment, coaching culture, and high autonomy. The equity plan could be meaningful if an exit occurs.

Red flags to watch: The role is described as "demanding by design" — this signals a high-pressure environment. The "not the right fit for everyone" framing is intentional culture filtering. Ensure you probe on quota attainment rates and sales cycle lengths during interviews.

Garner is on a mission to transform the U.S. healthcare system — and we're the only proven player doing exactly that. We partner with employers to redesign how healthcare works: applying 550+ proprietary clinical metrics across 80+ specialties to a dataset of 320M+ patients to identify the best-performing doctors, then using compelling incentives to steer members to the care that helps them get healthier, faster.

The result is a rare "win win" — better care and lower costs for both members and employers. In just five years, our work has helped over 2.5 million people access higher-quality care and saved $1B in healthcare costs. We recently raised our Series E and have doubled five years running. If you've ever wanted your work to solve a problem that touches every person in this country, this is the opportunity to do exactly that.

You'd be joining a team fundamentally reimagining healthcare in the U.S. — and using AI to scale that impact further and faster than anyone else can.

This is a role for someone who wants to work on a hard problem, deliver real impact and be pushed to be the best version of themselves. 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.

• 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…