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Rula is a remote-first mental health platform dedicated to making quality, evidence-based behavioral healthcare accessible and integrated into overall well-being. As Business Development Manager for Consultants & Health Plans, you will drive B2B growth by building high-trust partnerships with benefit consultants and health plan sales teams to expand Rula's presence in the Middle Market and National Accounts segments.
You will own the full sales cycle, leading discovery, positioning, and follow-up conversations with consultant and health plan stakeholders. Your role involves translating Rula's value proposition across multiple contexts—from elevator pitches to detailed discussions on claims economics and plan design. You'll navigate the complexities of self-funded versus fully insured arrangements, understand how consultants advise employers, and position Rula as the premier behavioral health solution in a competitive market.
This is a high-energy, consultative selling role requiring strong CRM discipline, strategic prospecting, and up to 20% travel. You'll leverage a West Coast presence or deep regional network to transform ecosystem relationships into employer opportunities. Success requires the ability to identify pain points, create business urgency, and secure clear commitments from sophisticated buyers.
Rula is remote-first and currently hires across most U.S. states (excluding Hawaii). The company emphasizes work-life balance, transparent pay, comprehensive health benefits, generous time-off including two company-wide shutdown weeks annually, paid parental leave, an employee assistance program, home office and wellness stipends, and active community and employee resource groups.
REQUIREMENTS:
- 5+ years in healthcare (carrier, consulting firm, or EAP organization) with 5+ years in a client-facing sales or account management role. Relevant employers include Aon, WTW, Mercer, Brown & Brown, Gallagher, Alliant, USI, Aetna, Anthem, Cigna, United, Blues, Spring, Lyra, Modern Health, ComPsych, or Curalinc.
- Proven ability to engage and build high-trust partnerships within the consultant and health plan community.
- Experience owning or co-owning consultant and health plan relationships and influencing employer opportunities through those channels.
- Skilled in multichannel prospecting and lead discovery, with focus on identifying pain points and creating business urgency.
- Understanding of funding arrangements (self-funded vs. fully insured), medical plan designs, EAP programs, and how consultants and health plan sales advise employers.
- Ability to lead client-facing conversations end-to-end, including discovery, positioning, and follow-up strategy post-onboarding.
PREFERRED QUALIFICATIONS:
- 1+ years experience in a high-growth startup in the mental health space.
- 1+ years experience in an EAP organization or deep understanding of the EAP space.
- Located on or has primary relationships on the West Coast; comfortable with up to 20% travel.
- Ability to deliver tailored pitches and navigate complex objections to secure clear commitments.
- Strong organizational skills with a "zero-error" approach to CRM hygiene and structured pipeline management.
