Director of Account Management

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

📋 Description

• Lead and expand the enterprise client portfolio.

• Mentor and develop a team of Enterprise Health Account Sales Managers.

• Set performance expectations, KPIs, and accountability standards for expansion sales.

• Collaborate with Client Success Managers on renewals, expansion, and monitoring client health.

• Define a long-term client success strategy in partnership with executive leadership.

• Own and achieve 110%+ net dollar retention goals.

• Oversee the strategy for expansion sales, pricing discussions, and complex negotiations.

• Identify opportunities for enterprise expansion across various product lines and services.

• Support strategies for cross-selling and upselling.

• Forecast revenue from renewals and expansion.

• Build and maintain relationships with C-level and senior stakeholders across enterprise accounts.

• Collaborate with CSMs on executive business reviews.

• Act as an escalation point for high-risk or strategic accounts.

• Align client objectives with the Enterprise Health solutions roadmap.

• Work in collaboration with Sales, Deployment, Product, Support, and Finance teams.

• Ensure seamless handoffs from sales to account management.

• Provide client insights to Product and Executive teams.

• Collaborate with Finance on billing strategy, contract compliance, and collections.

• Develop and monitor KPIs related to retention, NPS, expansion revenue, and account health.

• Implement CRM best practices utilizing HubSpot or similar tools.

• Continuously enhance processes to promote scalability and growth.

• Perform other duties as assigned.

⛳️ Requirements

• A Bachelor’s degree is required.

• 8+ years of experience in enterprise account management sales within SaaS or software organizations.

• At least 3 years of direct leadership experience.

• A proven track record of driving expansion revenue in complex enterprise settings.

• Experience with large healthcare systems, employers, or government entities is preferred.

• Strong executive presence and capability to manage C-level client relationships.

• Excellent analytical skills with experience in CRM and revenue forecasting tools.

• Willingness to travel periodically for client visits and industry conferences.

• Experience in healthcare IT or health technology platforms.

• Experience in scaling an account management function during periods of growth.

• Strong coaching mindset focused on developing high-performing teams.

• Empathetic leadership style with robust conflict resolution abilities.

🏝️ Benefits

• Competitive compensation

• Comprehensive benefits package including medical/dental/vision insurance

• 401k with company match

• Unlimited Paid-Time Off

• Quarterly bonus program

• Flexible work schedule

• Remote work