Director Broker Sales - Build GTM at Health Startup in Columbus
Career & Market Insight
This is a high-upside, high-accountability role at an early-stage digital health startup — the kind of opportunity that can define a career if executed well. As Blair's first dedicated US channel hire, you'll have direct CEO access and genuine influence over go-to-market strategy, which is rare at the Director level.
Compensation is compelling. The base of $90K–$110K is below market for a Director-level sales role at an established company, but the OTE of $220K–$280K with uncapped commission is competitive with senior enterprise health benefits sales roles. Add early-stage equity and this could be highly rewarding if Blair scales.
Skills you'll develop:
- Broker channel strategy and employer benefits sales — among the most transferable skills in health tech
- Early-stage GTM playbook design and regional market expansion
- Relationships with top-tier brokers (Gallagher, Lockton, WTW) — career-long assets
- Cross-functional influence at the C-suite level in a startup environment
Green flags: Clear 90-day milestones, existing broker relationships (Gallagher), a defined product with real market demand in women's health/menopause — a fast-growing benefits category. Guaranteed ramp draw shows the company understands sales cycles.
Red flags to probe: As the first channel hire, you'll be building infrastructure largely alone. Confirm headcount plans, marketing support, and whether a CRM and sales ops foundation exist. Early-stage equity value is speculative — ask about the last valuation and funding runway.
Blair Health is a clinical infrastructure company closing the specialist gap. Today, someone with perimenopause, menopause, pelvic health, urology or weight concerns can see three primary care providers and a specialist and still leave without an answer. Blair changes that.
Our protocol-driven model lets generalist clinicians deliver specialist-grade care across menopause, urology and pelvic health, nutrition and weight management. Employers offer Blair as a benefit at a simple, fixed per-employee price, with no added insurance claims.
To date, our focus has been women's health. We believe all people should have access to specialist-level care, and we are opening our care to men, starting with weight management.
We launched in the US with Oklahoma as our first market, and we work closely with Gallagher and other leading benefits brokers. We are growing fast and looking for a sales leader to scale our broker channel.
The Role
As Director, Broker Channel Sales (US), you will own Blair's relationships with employee benefits brokers and consultants and turn them into signed employer clients. You will be our first dedicated channel hire in the US, with a direct line to the CEO and real influence over how we go to market.
- Location: Dallas, Houston or Chicago, with regular travel across Texas, Illinois and the Midwest
- Reports to: Co-Founder and CEO
- Works with: Our Oklahoma Business Development Manager, clinical leadership and broker partners
- Type: Full-time
What You'll Do
- Build your book of business. Actively prospect and grow your own portfolio of brokers, consultants and employer clients, and own it end to end.
- Be in the room. Attend benefits, HR and industry conferences and events across your territory, and turn those connections into meetings.
- Build lasting relationships. Become the person producers and HR leaders call first when they need a women's health solution.
- Grow the broker channel. Build and deepen relationships with producers and benefits consultants at firms like Gallagher, Lockton, WTW, Marsh McLennan Agency, USI and OneDigital.
- Get Blair recommended. Earn a place on brokers' preferred vendor lists and in their renewal and RFP conversations.
- Open new regions. Build Blair's presence in Texas and Illinois, then expand into neighbouring states where our clinicians are licensed, such as Minnesota, Wisconsin, Michigan and Indiana.
- Drive deals to close. Run broker-sourced opportunities from first meeting to signed agreement, partnering with our Oklahoma team on demos and proposals.
- Enable brokers. Equip partners with clear pricing, materials and talking points, and run joint events and HR roundtables with them.
- Own the numbers. Keep the CRM current, forecast honestly and report weekly on pipeline and broker activity.
First 90 Days
Success in your first 90 days means a working channel beyond our current broker relationships.
- Day 30: Met our current broker partners and clients; built a target list of 30+ producers across 3+ firms
- Day 60: 5 brokers actively bringing Blair to their clients; first new-region opportunities in pipeline
- Day 90: 3+ broker-sourced proposals out and at least 1 signed employer; a repeatable broker playbook in place
Blair Health is an equal opportunity employer. We welcome applicants of all backgrounds.
Requirements
Must Have
- 5+ years selling employer health benefits through brokers and consultants
- An existing book of business and an active network of benefits producers you can bring with you
- A track record of closing mid-market employers (100 to 2,500 employees), with numbers to show it
- A working understanding of self-insured plans, TPAs, stop-loss and how brokers are paid
- Comfort building something new: you can work without a playbook and help write one
Nice to Have
- Experience at a digital health or benefits company such as Maven, Progyny, Hinge Health, Sword, Lyra or Carrot
- Background selling women's health, menopause or specialty care benefits
- Experience launching a new region or channel for a growing company
- An active Life and Health license
Benefits
- Commission: A highly competitive, uncapped plan designed for top producers, with commission on first-year contract value plus ongoing renewals of the book you build
- Base salary: $90,000 to $110,000 USD, depending on experience
- On-target earnings: $220,000 to $280,000 USD, with top performers earning well above
- Equity: Stock options in an early-stage company
- Ramp: A guaranteed draw during your first months while your pipeline builds
- Benefits: Health coverage, Blair membership for you and your family, and a budget for conferences, events and client meetings
Frequently Asked Questions
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