Pivot Health, a subsidiary of HealthCare, Inc., is a high-growth health insurance distribution company specializing in Short-Term Medical (STM), Fixed Indemnity, and ancillary health products. We operate in a dynamic, start-up-oriented environment and are expanding rapidly as market conditions — including ACA subsidy changes and a projected 9–10 million individual market exits — create significant demand for our product portfolio.
About The Role
The VP, Sales & Account Management is a newly created, senior leadership role that will own and drive all broker sales and account management activity for Pivot Health. Reporting directly to the President, this executive will build and lead a high-performance team, establish new business development discipline, and deepen relationships across our broker and consultant distribution channels. This is a hands-on leadership role for someone who thrives in a fast-paced environment, can operate both strategically and tactically, and is ready to make an immediate impact.
What You'll Do
Sales Leadership & Revenue Growth
- Own the broker and consultant distribution sales strategy, with accountability for revenue targets across non-owned channels
- Transition the sales organization from a reactive account management model to a proactive hunter/farmer structure
- Recruit, onboard, and scale new broker and FMO relationships to expand Pivot's active distribution footprint
- Drive new business development with independent agents, general agents, and field marketing organizations (FMOs)
- Represent Pivot Health at industry events, carrier partner meetings, and key broker/consultant forums
Account Management & Retention
- Lead and develop the Account Management team, ensuring existing broker relationships are nurtured, productive, and growing
- Establish SLAs, performance metrics, and accountability frameworks for the AM team
- Partner with internal operations and member services to resolve broker escalations and improve the end-to-end broker experience
- Develop and execute a tiered broker engagement model (key account vs. general book)
Team Building & Culture
- Hire, coach, and develop a team of BDMs and Account Managers; establish clear roles, comp structures, and performance expectations
- Create a winning team culture grounded in accountability, collaboration, and results
- Work cross-functionally with marketing, operations, and product to align distribution strategy with company priorities
Strategy & Reporting
- Contribute to the company's Growth Roadmap and quarterly operating plan (Rocks) as a key member of the leadership team
- Provide regular pipeline, forecast, and performance reporting to the President
- Identify market trends, competitive dynamics, and channel opportunities to inform product and pricing decisions
Who You Are
- 10+ years of progressive sales and account management experience in the health insurance distribution space
- Deep, established relationships with brokers, general agents, and/or consultants in the individual and small group health market
- Demonstrated success building and leading sales teams in a growth-stage or entrepreneurial environment
- Track record of hitting and exceeding revenue targets in a quota-carrying or team leadership capacity
- Strong understanding of the U65 / non-ACA insurance market, distribution economics, and broker compensation structures
- Self-starter with the ability to hit the ground running — comfortable operating without a fully built infrastructure
- Excellent communicator, collaborator, and relationship builder across internal and external stakeholders
Preferred / Strong Plus
- Experience with Short-Term Medical (STM) products and distribution
- Background in ancillary health products: dental, vision, accident, critical illness, or fixed indemnity
- Familiarity with FMO/IMO recruiting and management
- Experience managing or transitioning TPA/carrier partner relationships
- Prior work in a start-up, scale-up, or private equity-backed health business
Skills Required
- 10+ years of progressive sales and account management experience in the health insurance distribution space
- Deep, established relationships with brokers, general agents, and/or consultants in the individual and small group health market
- Proven success building and leading sales teams in a growth-stage or entrepreneurial environment
- Track record of hitting and exceeding revenue targets in a quota-carrying or team leadership role
- Strong understanding of the U65 / non-ACA insurance market, distribution economics, and broker compensation structures
- Self-starter able to operate without fully built infrastructure
- Excellent communication, collaboration, and relationship-building skills
- Experience with Short-Term Medical (STM) products and distribution
- Background in ancillary health products (dental, vision, accident, critical illness, or fixed indemnity)
- Familiarity with FMO/IMO recruiting and management
- Experience managing or transitioning TPA/carrier partner relationships
- Prior work in a start-up, scale-up, or private equity-backed health business
What We Do
We are on a mission to help our users become better healthcare consumers. HealthCare.com is the leading search, comparison and recommendation tool for healthcare consumers. Our visitors can analyze hundreds of health insurance options in their area, and get data-rich recommendations to help make smarter decisions about their health plan purchase. The HealthCare.com of today was launched in 2014. We started with the belief that we can apply our technology, data and health insurance expertise to build easy-to-use tools to help consumers make better purchase decisions about their health plan. Our goal is to deliver tools and related content in a way that engages everyday users, and demystifies the healthcare buying experience. And we help consumers find the coverage best suited to their health needs while improving their healthcare literacy. We started this company because we know how important purchasing health insurance coverage is. Yet the confusion that surrounds the shopping process can lead to wasted time or worse, ill-fitted plans that don’t provide needed medical coverage. We assembled a great entrepreneurial team of Internet, technology, data and health insurance experts with the know-how and drive to serve this mission. To support our mission to consumers, we work with the largest health insurance companies in the U.S. to make their health plan offerings more accessible, and easier to understand. HealthCare.com also gives consumers the opportunity to compare both on-exchange, marketplace plans and off-exchange plans side by side, so consumers can see nearly every choice available to them before they buy. We’re supported by a group of investors who have built some of the most valuable Internet companies in the world, including Priceline and Booking.com. The strength of our financial backing allows us to build great proprietary technology for today’s marketplace, and serve consumers better.
.png)
