Director, National Accounts

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

📋 Description

• Act as the senior PAA relationship owner for designated national payer and health system accounts.

• Manage VP-level and executive relationships within the assigned accounts.

• Facilitate executive-level QBRs and strategic reviews.

• Personally handle account escalations.

• Ensure that accounts fulfill or surpass contractual commitments, outcomes, KPIs, service levels, and business objectives.

• Monitor utilization, engagement, and performance metrics; identify risks and implement mitigation strategies.

• Track and evaluate KPIs and performance targets; identify anomalies, determine root causes, and initiate corrective actions.

• Oversee renewal cycles for named accounts and collaborate with Growth on expansion opportunities.

• Serve as a strategic consultant to client operating leadership.

• Identify operational, clinical, and financial challenges and formulate recommendations.

• Lead strategic initiatives such as utilization optimization, workflow redesign, ROI expansion, and network strategy.

• Convert client objectives into operational plans for internal delivery teams.

• Conduct root cause analyses, develop recovery plans, and deliver strategic outcomes.

• Create ROI and outcomes narratives for each account.

• Apply analytical rigor to account planning, utilization trends, KPI performance, financial modeling, and outlier diagnostics.

• Coordinate Clinical, Product, Operations, Implementation, and Growth teams to meet account commitments.

• Represent the client internally, inform the product roadmap, escalate risks, and influence prioritization.

• Collaborate with Sales and the executive team on strategic pursuits, references, and expansion opportunities.

• Develop a scalable account ownership model and potentially supervise direct reports over time.

⛳️ Requirements

• A minimum of eight years of progressive client-facing experience, including significant time managing enterprise healthcare accounts.

• Direct experience with national payer relationships, such as Medicare Advantage, MCOs, managed care organizations, or ACOs.

• Familiarity with health plan operating leadership, organizational structures, and clinical operations.

• Extensive knowledge of post-acute care, including SNFs, home health, LTACs, prior authorization, case management, and utilization review.

• Proven success in retaining and expanding complex enterprise healthcare accounts by delivering measurable value against contractual commitments.

• Executive presence and credibility with senior leadership of clients.

• Comfortable presenting to and engaging with VPs and executive leaders in Utilization Management, Operations, and Clinical Oversight.

• Capability to shift between strategic thinking and hands-on execution, including the creation of plans, workbooks, presentations, and recovery memos.

• Consulting skills including hypothesis-driven problem solving, structured written and verbal communication, executive presence, and leadership of strategic initiatives.

• Strong analytical skills in ROI modeling, KPI diagnostics, utilization data analysis, and financial narrative development.

• Advanced expertise in Microsoft Excel and PowerPoint for executive-level presentations.

• A Bachelor’s degree is required.

• A background in consulting at a strategy, operations, or management consulting firm is highly desirable.

• A Master’s degree (MBA, MHA, MPH, or a clinical degree) is preferred.

• Previous experience at a healthcare technology, care management, or utilization management vendor serving national accounts is preferred.

• Familiarity with value-based care contracting, risk-sharing arrangements, or ACO-facing product delivery is preferred.

• Experience in a growth-stage healthcare technology environment is preferred.

🏝️ Benefits

• Health and welfare benefits.

• Flexibility.

• Opportunities for growth.

• Clearly defined promotion path to Senior Director, National Accounts.

• Reasonable accommodations provided throughout the application and employment process.