Labor & Trust Account Executive

Role Responsibilities

Pomelo is looking for an exceptional and experienced founding Labor & Trust Account Executive. This is a full-cycle sales role responsible for driving new business with trustees, benefits managers, and union leadership–bringing 24/7 virtual maternal, pediatric and midlife care to working families nationwide.  This position is integral to driving Pomelo revenue growth and furthering our mission by creating opportunities to serve more families.

As a Labor & Trust Account Executive at Pomelo, you will:

• Champion Pomelo's mission with enthusiasm and credibility, utilizing relationship building to drive market demand.
• Manage the entire sales cycle for Labor & Trust opportunities, from pipeline generation through contract close.
• Partner with BDR to source and close new opportunities
• Lead consultative sales conversation with trustees and benefits managers - uncovering needs, aligning on outcomes and tailoring Pomelo’s value proposition
• Assess and engage decision-makers, influencers, and champions, crafting persona-specific strategies to deliver value in every interaction.
• Develop a detailed plan for meeting your individual sales targets.
• Consistently meet and exceed sales targets by focusing on strategic, high-value accounts 
• Represent Pomelo at labor conferences, trustee summits and industry events (travel ~30%) 

What you'll do

• 8+ years of direct sales experience with strong track record of quota attainment,, including at least 5 years selling benefits, healthcare or SaaS solutions to labor and trust clients
• Deep understanding of union benefit structures, trust governance, and decision-making processes.
• Proven track record of closing 6-figure+ enterprise deals and consistently achieving quota.
• Demonstrated ability to lead complex end-to-end sales processes, with exceptional organizational skills and proficiency in using tools like Salesforce to manage deals and follow-ups.
• Strong written, verbal, and presentation abilities, capable of distilling complex information into clear, compelling messaging for diverse audiences.
• Adaptive, pragmatic, and eager to thrive in a fast-paced, metric-driven startup environment with competing priorities.
• Familiarity with the healthcare system and digital health space, including industry and competitive trends, paired with a willingness to research and learn new domains.
• Experience managing cross-functional projects, problem-solving across teams, and turning ideas into actionable strategies.
• A mindset focused on continuous improvement and a relentless drive for success.

Why you should join our team

By joining Pomelo, you will get in on the ground floor of a fast-moving, well-funded, and mission-driven startup where you will have a profound impact on the patients we serve. And you'll learn, grow, be challenged, and have fun with your team while doing it.

We strive to create an environment where employees from all backgrounds are respected. We value working across disciplines, moving fast, data-driven decision making, learning, and always putting the patient first. We also offer:

• Competitive healthcare benefits
• Generous equity compensation
• Unlimited vacation
• Membership in the First Round Network (a curated and confidential community with events, guides, thousands of Q&A questions, and opportunities for 1-1 mentorship)

At Pomelo, we are committed to hiring the best team to improve outcomes for all mothers and babies, regardless of their background. We need diverse perspectives to reflect the diversity of problems we face and the population we serve. We look to hire people from a variety of backgrounds, including but not limited to race, age, sexual orientation, gender identity and expression, national origin, religion, disability, and veteran status.

Our salary ranges are based on paying competitively for our company’s size and industry, and are one part of the total compensation package that also includes equity, benefits, and other opportunities at Pomelo Care. In accordance with New York City, Colorado, California, and other applicable laws, Pomelo Care is required to provide a reasonable estimate of the compensation range for this role. Individual pay decisions are ultimately based on a number of factors, including qualifications for the role, experience level, skillset, geography, and balancing internal equity. On-target earnings for this role are expected to range from $340,000-$400,000 per year.  We expect most candidates to fall in the middle of the range. We also believe that your personal needs and preferences should be taken into consideration, so we allow some choice between equity and cash.