Leadership Philosophy

RESULTS ORIENTED LEADER

Transformational Sales Executive with extensive experience leading teams and driving growth across benefits administration, digital mental health, and healthcare SaaS. Known for building high-performing, mission-driven sales organizations and guiding teams through change with clarity and empathy. Deep expertise in enterprise selling, client relationship management, and go-to-market strategy across employer, payer, and consultant channels.

Proven success in scaling teams, cultivating trusted client partnerships, and translating complex healthcare and benefits solutions into measurable business outcomes.

Work History

EXPERIENCE

BUSINESSOLVER – Des Moines, IA

Vice President of Sales | 2021 – Present

Lead enterprise sales strategy for a national benefits administration SaaS organization, driving revenue growth across large employer markets.
Build relationships with clients, internal stakeholders, and partners to develop a robust pipeline of prospects.
Partner with Sales Support, Marketing, and Business Development to create and execute efficient and effective territory plans.
Identify cross-sell opportunities across the Businessolver portfolio, expanding client value and wallet share.
Collaborate with Product, Marketing, and Leadership to communicate trends in benefits outsourcing, plan design, and consumer engagement.
Prepare accurate monthly, quarterly, and annual forecasts, aligning data-driven insights with sales strategy.
Work with Sales Operations to leverage analytics for territory definition, whitespace identification, and market opportunity.
Partner closely with brokers, consultants, and channel partners to deliver integrated solutions and strengthen ecosystem partnerships.

MERU HEALTH – San Mateo, CA (Start Up)

Vice President of Sales | 2021 – 2022

Served as VP of Sales for a high-growth digital mental health startup, managing new business development across the Western U.S.
Developed deep partnerships with HR and Benefits leaders, carriers, and brokers, aligning solutions to workforce wellbeing and mental health needs.
Partnered with internal Business Development and Marketing teams to execute territory plans and optimize lead generation.
Delivered accurate pipeline forecasts and market intelligence to leadership and product teams.
Represented the organization as a thought leader in digital mental health at regional and national events.

CARBON HEALTH – San Francisco, CA (Start Up)

Senior Director, Enterprise Sales | 2019 – 2021

Led digital health sales across onsite and virtual care, expanding access to hybrid primary care and wellness solutions.
Attained $22M in revenue in the first year, achieving 3x annual goal through strategic market expansion and consultative selling.
Designed and implemented GTM strategy introducing tech-enabled care solutions to large employers and consultants.
Built the Enterprise Sales and SDR team from the ground up, creating playbooks, pipeline processes, and enablement programs for scalable growth.
Partnered with enterprise organizations to deliver large-scale COVID-19 testing programs, supporting workplace safety and continuity during the pandemic.
Collaborated with Clinical and Operations business partners to ensure success in multi-million-dollar projects, meeting complex logistical and compliance requirements.
Served as a COVID-19 Compliance Certified Officer – Film, providing guidance to clients in the entertainment industry.
Partnered with executive leadership to align product positioning and pricing with healthcare market needs.
Developed sales talent through consistent coaching, enablement, and performance accountability.
Achieved double-digit YOY revenue growth and built early enterprise traction through consultative solution selling.

EMPYREAN BENEFITS SOLUTIONS – Houston, TX
Vice President of Sales | 2016 – 2019
Led regional growth strategy for a benefits administration SaaS platform, targeting employers and brokers.

Increased new logo acquisition and expanded existing relationships through strategic pipeline management.
Delivered accurate forecasts and collaborated with Marketing and Product to enhance solution differentiation.
Built and maintained relationships with consultants, brokers, and industry partners to strengthen market reach.
Championed change initiatives to modernize sales processes, improve CRM usage, and enhance team agility.

EARLY CAREER

Held progressive roles in healthcare and benefits technology sales. Consistently exceeded revenue targets and developed a reputation for consultative, relationship-based selling.

Summary of Skills

Sales Strategy

Sales Strategy & Execution

Strategic Sales Leadership: Design and implement comprehensive sales strategies aligned with organizational goals, driving sustained revenue growth and market expansion.
Cross-Functional Alignment: Partner with Product, Marketing, and Operations to ensure seamless integration of sales objectives with broader business priorities.
Market Adaptability: Continuously monitor market dynamics, customer needs, and competitive trends to refine GTM strategies for relevance and impact.
Executive Guidance: Provide strategic direction and coaching to empower teams to execute effectively and consistently exceed performance targets.

PIPELINE DEVELOPMENT & FORECASTING

Pipeline Leadership: Built and managed robust sales pipelines, leveraging Salesforce and Clari for visibility, forecasting, and prioritization.
Prospecting Excellence: Developed multi-channel lead generation strategies (cold outreach, networking, events) to consistently exceed pipeline goals.
Qualification & Methodologies: Applied BANT, Miller Heiman Strategic Selling, and MEDDICC frameworks to prioritize high-value opportunities and accelerate deal velocity.
Data-Driven Forecasting: Produced accurate, insight-led forecasts; utilized dashboards and KPIs to inform strategic planning and resource allocation.
Performance Analytics: Tracked pipeline velocity, conversion rates, and sales cycle length to identify trends and improvement opportunities.

Team Development: Coached teams on best practices for prospecting, opportunity management, and forecasting accuracy.

PEOPLE MANAGEMENT

High-Performance Team Building: Recruited, developed, and led top-performing sales organizations focused on accountability, collaboration, and excellence.
Coaching & Mentorship: Delivered personalized coaching and professional development programs to enhance individual performance and career progression.
Performance Management: Established clear KPIs and MBOs, fostering a culture of ownership, continuous learning, and high achievement.

Conflict Resolution & Culture Building: Created cohesive, inclusive environments by proactively addressing challenges and promoting teamwork.

RECRUITMENT & RETENTION

Talent Acquisition: Managed full-cycle recruitment from sourcing to onboarding, ensuring alignment with organizational culture and strategic needs.
Employer Branding: Promoted a strong value proposition and culture to attract high-caliber talent.

Retention Strategy: Launched initiatives to boost engagement, reward performance, and foster long-term career growth.

MARKETING COLLABORATION

Integrated GTM Campaigns: Partnered with Marketing to develop and execute joint campaigns, ensuring consistency in brand, messaging, and outreach.
Market Insights: Provided real-time feedback from clients and field intelligence to shape marketing strategy and product positioning.
Digital Engagement: Leveraged automation, CRM, and marketing platforms to align lead generation with revenue goals and measure MQL-to-SQL conversion.

CROSS FUNCTIONAL ALIGNMENT

Strategic Collaboration: Acted as a bridge between Sales, Product, Marketing, and Operations to ensure unified strategy and execution.
Operational Efficiency: Partnered with Operations to streamline processes, enhance productivity, and ensure seamless delivery.

Customer-Centric Culture: Advocated for customer-first strategies across departments, enhancing satisfaction and retention.

TECHNOLOGY and ENABLEMENT

CRM & Analytics: Advanced proficiency in Salesforce (custom dashboards, reporting, forecasting) and Clari (pipeline analytics).
Sales Enablement Tools: Skilled in SalesLoft, Outreach, PersistIQ, Chorus AI, ZoomInfo, LinkedIn Navigator, Klue, and Clozd.
Collaboration & Productivity: Experienced with MS Teams, Zoom, Google Workspace, SharePoint, QuickSight, Litmos, MS Office Suite, Mac, and PC environments.

AI & Innovation: Early adopter of tools such as ChatGPT and CoPilot for content development, sales messaging, and workflow optimization.

JILL WORDEN Sales Leader