VP Sales for Employers

At Yuzu, we’re building the next-generation health insurance company. We are NOT building a digital brokerage or an AI wrapper - we are going deeper to build the foundational infrastructure required to power tomorrow’s health plans. We believe that software can unlock the ability to build health plans that are affordable, adaptable, and scalable. Yuzu’s platform will be core to this future.

So how does this actually work? Over 70% of employer-sponsored health plans are self-funded, meaning the employer acts as the insurer and directly covers employees' healthcare costs. This allows companies to customize benefits, gain flexibility, and save money. Self-funded employers partner with a Third-Party Administrator (TPA) to handle the behind-the-scenes plan administration, like processing claims and managing benefits.

The TPA industry is a $500bn sleeper industry that has historically been seen as a services business, bogged down by manual processes and legacy systems.

Yuzu is different. We are a vertically integrated & tech-enabled TPA, currently servicing thousands of companies. We differentiate by helping innovative health plans come to life by facilitating new ways to pay for and access healthcare covered by insurance. Yuzu’s goal is to make it as easy for any business to create and manage a custom health plan as it is to create a storefront on Shopify.

We're looking for a seasoned employer-channel sales leader to own this vertical from day one. You'll bring existing employer relationships and the experience to monetize them quickly while building the systems, playbook, and team needed to scale the employer channel long-term

What You'll Do:

• Drive revenue in the employer channel by leveraging your existing relationships and book of business

• Support us in building the employer GTM motion, e.g., outreach strategies, pitch narratives, and sales processes

• Hire and develop the employer sales team as we grow

• Own senior employer relationships end-to-end from prospecting through retention

• Collaborate with product and marketing to shape how we go to market with employer-focused offerings

• Provide ongoing market intelligence on employer needs, competitive dynamics, and opportunity areas

• 6+ years of experience selling to employers in the benefits, insurance, or HR tech space

• Active book of business and relationships with HR and benefits decision-makers

• Experience building or leading a commercial team

• Strong understanding of self-funded, level-funded, or fully-insured employer health plan dynamics

• High comfort with ambiguity and a builder mentality

• Be available for 30–40% travel

   

The First 30 Days

• Ramp on Yuzu’s product, employer value proposition, and buyer motion

• Build a target-account list and prioritize employer opportunities

• Use existing relationships and market knowledge to begin opening conversations

• Start demoing within the first month

The First 60 Days

• Be actively in market and building pipeline with employer groups

• Run early discovery and qualification conversations while helping shape the outreach strategy, pitch narrative, and CRM discipline for the employer motion

• Refine messaging based on employer buyer feedback, objections, and early product gaps

• Start developing opportunities that could become larger-ACV deals over longer sales cycles

90 Days & Beyond

• Move the strongest opportunities into deeper solutioning and commercial discussions

• Work with internal implementation and solutions support on scope and design for qualified deals

• Establish broker and plan-designer relationships that expand distribution

• Help define early benchmarks around ACV, win rate, and sales-cycle length

• Show traction in pipeline development and new ARR, while helping clarify deal timelines, buyer patterns, and what it takes to win in the employer segment

1. Initial Recruiter Interview: 30 min

2. Hiring Manager interview: 45 minutes

3. Take home assignment: ~2 hours

4. Onsite: 2 hours

In this role, you’ll receive a $400,000 - $450,000 OTE (60/40 split), early equity, and full benefits.

Remote: US or Canada

🌴Flexible PTO: Unlimited

⚕️Paid health benefits 100%: Medical, vision, and dental

🏦 401k Provider and match

📚Productivity Stipend: $3000/annually

🏠Home Office Stipend: for remote employees

🎉 Team Outings and Offsites: We just went to a mets game!

🥪 Daily in-office Lunch