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Rula is a Series C mental health company building technology and services to treat addiction and behavioral health issues. 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 fuel the Middle Market and National Accounts pipeline.
You will own end-to-end sales conversations, navigating self-funded and fully insured plan dynamics, translating complex value propositions from elevator pitches to deep-dive claims economics discussions, and positioning Rula as the premier behavioral health solution. The role involves strategic prospecting, up to 20% travel, and strong CRM discipline to transform ecosystem relationships into high-value employer opportunities.
Rula is remote-first and currently hires across most U.S. states (excluding Hawaii). The company emphasizes mental health as integral to overall well-being and is dedicated to destigmatizing mental healthcare through evidence-based, compassionate care.
Key responsibilities include:
- Building and maintaining high-trust partnerships with consultants and health plans
- Leading discovery, positioning, and follow-up strategy conversations with clients
- Identifying pain points and creating business urgency through multichannel prospecting
- Understanding and navigating self-funded vs. fully insured plan structures, medical plan designs, and EAP programs
- Managing pipeline with strong CRM hygiene and structured account management
- Traveling up to 20% to support West Coast relationships and regional networks
Required Qualifications:
- 5+ years in healthcare (carrier, consulting firm, or EAP organization) with 5+ years in client-facing sales or account management. Examples: Aon, WTW, Mercer, Brown & Brown, Gallagher, Alliant, USI (consulting); Aetna, Anthem, Cigna, United, Blues (carrier); Spring, Lyra, Modern Health, ComPsych, Curalinc (EAP).
- Proven ability to engage and build high-trust partnerships within consultant and health plan communities; experience owning or co-owning relationships and influencing employer opportunities.
- Skilled in multichannel prospecting and lead discovery with focus on identifying pain points and creating business urgency; or strong account management experience.
- Understanding of funding arrangements (self-funded vs. fully insured), medical plan designs, EAP programs, and how consultants and health plans advise employers.
- Ability to lead client-facing conversations end-to-end including discovery, positioning, and post-onboarding strategy.
Preferred Qualifications:
- 1+ years experience in high-growth mental health startup.
- 1+ years experience in EAP organization or deep EAP knowledge.
- Located on West Coast or has primary relationships there; comfortable with 20% travel.
- Ability to deliver tailored pitches and navigate complex objections to secure commitments.
- Strong organizational skills with zero-error CRM hygiene and structured pipeline management.
