VP Sales, Employer Markets

About Yuzu
At Yuzu, we’re building the next-generation health insurance company. We are NOT building a digital brokerage or an AI wrapper - we are going deeper to build the foundational infrastructure required to power tomorrow’s health plans. We believe that software can unlock the ability to build health plans that are affordable, adaptable, and scalable. Yuzu’s platform will be core to this future.
So how does this actually work? Over 70% of employer-sponsored health plans are self-funded, meaning the employer acts as the insurer and directly covers employees' healthcare costs. This allows companies to customize benefits, gain flexibility, and save money. Self-funded employers partner with a Third-Party Administrator (TPA) to handle the behind-the-scenes plan administration, like processing claims and managing benefits.
The TPA industry is a $500bn sleeper industry that has historically been seen as a services business, bogged down by manual processes and legacy systems.
Yuzu is different. We are a vertically integrated & tech-enabled TPA, currently servicing thousands of companies. We differentiate by helping innovative health plans come to life by facilitating new ways to pay for and access healthcare covered by insurance. Yuzu’s goal is to make it as easy for any business to create and manage a custom health plan as it is to create a storefront on Shopify.
The Opportunity
Yuzu's platform already powers health plans for companies through plan designers and TPAs. Our next chapter is the broker channel.
Getting there takes two things at once: building health plans in direct partnership with leading health systems and consultants, and turning those plans into something regional brokerages want to build their business on. This role owns that motion end to end: identifying the right markets, establishing provider partnerships, building broker distribution, closing early employer groups, and eventually hiring the regional team to scale it.
This is a new role at Yuzu and a founding seat on our commercial team. You'll have direct partnership from our CEO and Head of Growth, a platform that is live and proven, and the mandate to define how Yuzu goes to market with employers.
This Role Might Be a Fit For You If
You've sold self-funded / level-funded health plans through brokers and understand what types of plan products and end-user experience earns a broker's repeat business.
You've opened a new market or region from the ground up, not just grown an existing territory.
You're comfortable carrying revenue targets personally before you build a team beneath you.
What You'll Do
Determine which direct networks and geographies to pursue
Support us in defining the go to market playbook for selling these products, e.g., messaging, process, pricing inputs, and channel strategy
Hire, onboard, and develop a sales team as we scale
Serve as a senior voice with product, marketing, and leadership.
Represent Yuzu at industry conferences, health system convenings, and with key stakeholders
The Skillset
6+ years of commercial experience in health systems, managed care, or health plan sales
Must have experience selling through broker channels
Prior experience building or managing a sales team
Deep understanding of health plan economics, hospital system incentives, and employer dynamics
Entrepreneurial disposition: comfortable with ambiguity and energized by building from scratch
Be available for 30–40% travel
The First 30 Days
Build fluency in Yuzu's platform, plan operations, and current partner relationships. Meet the brokers and plan designers we work with today. Develop an initial point of view on the first two to three target markets.
The First 60 Days
Be active in market running outreach and early sales conversations with brokers and direct networks in the first target markets
Have initial conversations underway with at least one health system partner and a first draft of the partnership structure (network, fee schedule, exclusivity) we’d propose
Deliver a working version of the go-to-market playbook: ICP for employer groups, broker pitch and materials, pricing inputs and repeatable sales process we can run against
90 Days & Beyond
Have a first health system partnership in signed or advanced negotiation and a defined broker bench in that market
Close or have late-stage pipeline with the first employer groups, with clear line of sight to a revenue target for the year
Own a documented playbook and market-prioritization framework that tells us which health systems and geographies come next and why
Begin scoping the first regional sales hire, including the profile, comp structure and territory plan
Interview Process
Initial Recruiter Interview: 30 min
Hiring Manager interview: 45 minutes
Take home assignment: ~2 hours
Onsite: 3 hours
Salary & Equity
In this role, you’ll receive an $400,000 - $450,000 OTE (60/40 split), equity, and full benefits
Location
Remote: US
The Perks
🌴Flexible PTO: Unlimited
⚕️Paid health benefits 100%: Medical, vision, and dental
🏦 401k Provider and match
📚Productivity Stipend: $3000/annually
🏠Home Office Stipend: for remote employees
🎉 Team Outings and Offsites: We just went to a mets game!
🥪 Daily in-office Lunch

Work arrangement
Yes