About this role.
Garner Health seeks a quota-carrying Account Executive to grow employer-benefits revenue across a defined U.S. West territory. The role centers on activating and expanding relationships with benefits brokers, consultants, general agents, and employers in the 50–199 life segment. This is a full-cycle, build-and-close sales position requiring the incumbent to generate pipeline, manage deals end to end, and establish reliable territory tracking processes. Success depends on consultative value communication, strong partner management, and the ability to perform in a demanding, mission-driven startup environment.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first segment the territory by broker influence, employer concentration, and fit with our target market. I would create account plans for priority partners, establish a consistent outreach cadence, and use discovery conversations to connect Garner’s clinical-quality and cost outcomes to each partner’s client priorities. I would track conversion by stage and continuously reallocate effort toward the highest-potential relationships.
I use a structured process from account selection through close: target-account research, multithreaded outreach, discovery, quantified value alignment, stakeholder mapping, mutual action plans, and clear next steps. I maintain CRM hygiene and stage definitions so forecasting reflects actual buyer progress. This allows me to balance prospecting activity with active-deal execution without allowing either to slip.
I would begin by understanding the broker’s client mix, current healthcare challenges, and definition of a successful recommendation. I would position Garner around its ability to identify high-performing doctors using proprietary clinical metrics and to help employers improve care quality while lowering costs. Rather than asking the broker to replace their entire approach, I would focus on where Garner complements their existing benefits strategy and produces measurable member and employer outcomes.
In a prior role, I standardized pipeline stages, required documented next steps and close plans, and created a weekly review of conversion rates, aging, and partner activity. The visibility exposed stalled opportunities early and helped prioritize coaching and outreach. As a result, the team had more reliable forecasts and a clearer view of the actions needed to achieve quota.
I set clear activity, pipeline, and revenue goals that connect directly to the territory plan, then review progress frequently rather than waiting for month-end results. I seek feedback early, use data to identify where execution is breaking down, and adjust quickly. I stay motivated by linking daily sales work to the customer and member impact the product can create.
What you’ll be part of
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.
Who we want
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 Account Executive in the West region, you’ll report directly to the VP, Employer Sales – West. Candidates for this role will be required to be based in the territory they are handling.
The Account Executive will deliver strong sales results within the West market in the 50-199 life segment. This role’s focus is relationship management within our partnership ecosystem of benefits brokers, consultants, general agents and employers. You will carry your own quota, activating new brokers, deepening the partners already producing for Garner, and opening the next wave of top-producing advisors. It is a build-and-close role: you fill your own pipeline, run deals end to end, and put in place the tracking that keeps your territory predictable. Every partner you activate puts higher-quality, lower-cost care in reach for more members.
What you will do
- Own revenue responsibilities for your specific territory in the West market, which includes: CA, NV, AZ, UT, OR, ID, MT, HI, WA, AK
- Continue and expand on Garner’s existing broker relationships
- Develop foundational infrastructure and processes for tracking our sales and partnership pipeline
What we’re looking for
- Experience in a quota-carrying channel or partner sales role
- A desire to work in a rapidly evolving startup environment with notable upside
- A desire to be a part of our mission to improve the healthcare system
- Experience selling benefits-adjacent products or in healthcare is a plus, but not required
- Candidates for this role will be required to be based in the territory they are handling
- Strong ability to present and communicate a value proposition to external stakeholders
- A desire to do work that matters: and to be held to a high standard while doing it. You’re energized by a mission with measurable outcomes, not just good intentions. You engage with AI tools as part of how you do your best work, and hold yourself accountable to outcomes that matter beyond your team’s metrics.
What you’ll get here
You’ll work on problems that matter, at a company working to change healthcare at scale. You’ll work at the intersection of AI and systemic healthcare reform, where the problems we solve are as interesting and compelling as the mission.
At Garner, you’ll take on real, ambitious problems with real ownership and autonomy, alongside exceptional, principles-based people who genuinely want you to win. It’s demanding by design. You’ll be challenged to stretch beyond what you thought possible and receive consistent coaching to help you grow and do the best work of your career. This isn’t the right fit for everyone, and that’s intentional. The people here are driven by what’s at stake for real people, and that’s what gives our intensity its purpose.
Please note: we are unable to sponsor or take over sponsorship of an employment visa at this time]
Compensation
The target total comp (inclusive of base + bonus) range for this role is $160,000 – $175,000. Individual compensation will depend on qualifications, skills, and applicable laws.
In addition to base compensation, this role is eligible to participate in our equity incentive plan and benefits package, including: flexible PTO, Medical/Dental/Vision plan options, 401(k) with company match, flexible spending accounts, Teladoc Health, and more.
Few roles offer this combination: work that is genuinely hard, a mission that is genuinely important, and a team that is genuinely invested in your success. If that’s what you’re looking for, we’d love to meet you.
Fraud and Security Notice:
Please be aware of recent job scam attempts. Our recruiters use getgarner.com and garnerhealth.com email domains exclusively. If you have been contacted by someone claiming to be a Garner recruiter or a hiring manager from a different domain about a potential job, please report it to law enforcement here and to candidateprotection@garnerhealth.com.
Equal Employment Opportunity:
Garner Health is proud to be an Equal Employment Opportunity employer and values diversity in the workplace. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.
Garner Health is committed to providing accommodations for qualified individuals with disabilities in our recruiting process. If you need assistance or an accommodation due to a disability, you may contact us at talent@garnerhealth.com.
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