The Role
Lead full sales cycle to close large self-insured employers (10,000+), build and manage national pipeline, partner with CEO and benefits consultants, travel nationally, maintain CRM forecasting, gather market feedback, and create scalable sales processes and playbooks.
Summary Generated by Built In
About Tokaido Health
The Opportunity
What You'll Do
What We're Looking For
Tokaido Health is an AI-native medication navigation platform that helps self-insured employers dramatically reduce the cost of specialty medications and infusions – without disrupting plan design or changing PBMs. We combine infusion site-of-care navigation, biosimilar substitution, and formulary optimization into a single platform, backed by behavioral economics-driven incentives that actually move members to act.
We closed our seed round in April 2026 with backing from Norwest, Primary Ventures, and Next Ventures, and are targeting a January 1, 2027 commercial launch. We’re building a company that is deeply trusted by the employers and consultants we serve – and we're looking for our first sales hire to help make that a reality.
You will be among Tokaido’s first sales hires, working hand-in-hand with the CEO to build our presence in the national large employer market. This is a rare chance to shape GTM strategy at a well-funded seed-stage company with a differentiated product in a high priority space.
You will engage senior HR and finance leaders, partner well with their benefit consultants to navigate the sale and maneuver complex multi-stakeholder buying processes internally and externally. You’ll be in the field operating as an ambassador of the company to tell our story and establish credibility in the national large employer market.
- Own and drive the full sales cycle from first outreach through employer close – prospecting, relationship development, discovery, proposal, negotiation, and contract execution
- Build and manage a national pipeline of large employer opportunities (10,000+ employees) through a combination of direct employer relationships and consultant relationships
- Partner directly with the CEO on all aspects of go-to-market strategy, pipeline development, and sales execution
- Develop deep fluency in Tokaido’s value proposition across infusion navigation, biosimilar substitution, and formulary optimization – and translate that into compelling conversations with employer benefit leaders, CFOs, and their consulting partners
- Create and maintain a high-integrity pipeline in CRM, with accurate forecasting and deal-stage discipline
- Gather structured market feedback from employer and consultant conversations to inform product roadmap and GTM positioning
- Travel nationally to employer headquarters, industry conferences, and consultant offices to build relationships and advance opportunities
- Help design repeatable sales processes, playbooks, and materials that will scale as the team grows
Fit
- Hungry – will grind to build a world class pipeline and stop at nothing to bring a sale over the line
- Humble – genuinely seeks to receive feedback and learn, puts team and customer success ahead of individual credit, and doesn't let personal success override what's best for the customer or the company
- Savvy – Excellent judge of people and circumstances to zero in on actionable opportunities, vocal and opinionated about requirements and what will win the deal, energized by complexity and able to see around corners in a complex market
- Team player – Gracious collaborator beloved by teammates for their deal strategy and preparedness, knows how to deploy internal subject matter experts to maximum effect, embraces winning and losing as a team as opposed to claiming credit
Required Skills
- 10+ years of experience selling benefits solutions to large employers (10,000+ employees
- Established track record of successfully selling direct to benefits and finance leaders in complex, multi-stakeholder enterprise deals while partnering well with the benefits consultant throughout
- Genuine love of prospecting and being in market
- Comfort and enthusiasm for selling at an early-stage company
- Strong communication and presence – able to distill our complex value prop and platform into simple terms that sway senior decision makers
Strongly Preferred Skills
- Experience selling cost containment solutions to benefit leaders
- Familiarity with self-insured employer plan design, stop-loss, TPAs, and the benefits distribution ecosystem
- Existing relationships at national benefits consulting and brokerage firms such as Alliant, Aon, Mercer, WTW, Lockton, and Gallagher
- Experience at a seed or Series A company where you built process and playbooks from scratch
Skills Required
- 10+ years of experience selling benefits solutions to large employers (10,000+ employees)
- Proven track record selling directly to benefits and finance leaders in complex, multi-stakeholder enterprise deals
- Ability to partner effectively with benefits consultants throughout the sale
- Strong prospecting skills and willingness to be in market
- Comfort and enthusiasm for selling at an early-stage company
- Strong communication and executive presence to distill complex value propositions
- Experience selling cost-containment solutions to benefit leaders
- Familiarity with self-insured employer plan design, stop-loss, TPAs, and benefits distribution ecosystem
- Existing relationships at national benefits consulting and brokerage firms (Alliant, Aon, Mercer, WTW, Lockton, Gallagher)
- Experience at a seed or Series A company building process and playbooks from scratch
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The Company
What We Do
Tokaido Health, Inc. is a US-based company that provides an AI-native medication steerage and navigation platform. The company specializes in AI-driven medication management solutions that connect patients with cost-effective medication options, utilizing behavioral economics to optimize medication spending and improve clinical outcomes. Its platform focuses on areas such as biosimilar substitution and infusion site-of-care steerage to enhance healthcare efficiency and affordability.
