Account Manager – Expansion & Renewals

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of the renewal process from start to finish: maintain a rolling 12-month renewal calendar aligned with contractual notice periods, initiate discussions well in advance of renewal dates, lead negotiations on pricing, terms, and multi-year agreements, ensuring clean documentation each time.

• Achieve an expansion quota by developing your accounts across new departments, additional products, and new locations within current health systems.

• Create account plans for your key strategic accounts, including whitespace maps, organizational charts up to the CNO/CNE/CFO level, and establish multithreaded relationships with at least three stakeholders per strategic account.

• Develop and present data-driven business cases to healthcare leadership demonstrating the ROI and cost savings from standardizing on Dossier across various departments and systems.

• Conduct quarterly executive business reviews with strategic customers focusing on ROI, compliance results, roadmap, and growth plans.

• Manage the retention strategy and renewal planning for your portfolio of accounts.

• Handle renewal and expansion forecasting in HubSpot, ensuring weekly updates on stages, amounts, close dates, renewal dates, and next steps.

• Collaborate with our Enterprise Account Executives during account handoffs and provide competitive and product insights back to sales, customer success, and product teams.

• Travel to customer sites and attend industry events (ANCC, AONL, regional nursing leadership conferences).

⛳️ Requirements

• A minimum of 5 years in healthcare SaaS or a related field, in a position where you managed or directly developed customer relationships — such as account management, expansion, full-cycle sales, or a customer success/account-facing role with responsibilities for retention and growth.

• Proven success in retaining and expanding customer accounts — demonstrated through quota achievement, net revenue retention, account growth, and successful renewals you facilitated.

• Strong preference for candidates with healthcare experience: familiarity with health systems and the ability to engage with stakeholders such as CNO, CNE, CHRO, CFO, nurse educators, IT, and procurement personnel.

• Proficient in data analysis and a confident presenter — capable of constructing and delivering data-driven business cases to healthcare executives, especially nursing leadership (CNO/CNE), illustrating how standardization on Dossier leads to measurable cost savings, efficiency, and compliance improvements.

• Comfortable with commercial negotiations — pricing, terms, and contract discussions — or clearly prepared to take ownership in these areas; experience with multi-year agreements, down-sell defense, and navigating procurement/legal processes at large IDNs is a significant advantage.

• Strong operational discipline: manage your accounts using a CRM (preferably HubSpot), forecast accurately, and consistently meet deadlines.

• A proactive mindset — adept at establishing processes in areas where they are not yet developed. Familiarity with AI-assisted workflows is a distinct advantage on this team.

• Willingness to travel approximately 25–30% of the time.

🏝️ Benefits

• Flexible paid time off — no accruals, no caps, no forms required. Plan ahead, ensure coverage, and take the time you need.

• Paid U.S. federal holidays.

• Comprehensive medical, dental, and vision insurance.

• 401(k) plan with company matching.

• Wellness allowance.

• Gadget allowance.

• Company-provided equipment to set up your home office.

• Remote-first work flexibility.

• A true learning culture — we frequently invite global subject matter experts and invest in your professional development.