Director of Account Management
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Job Description
Director leading enterprise account growth, retention, and expansion sales for MIE’s healthcare information technology platform. Managing Account Sales Managers and executive relationships across complex healthcare organizations.
Responsibilities:
- Lead and scale the enterprise client portfolio.
- Lead, mentor, and develop a team of Enterprise Health Account Sales Managers.
- Establish performance expectations, KPIs, and accountability standards for expansion sales.
- Partner with Client Success Managers on renewals, expansion, and client health tracking.
- Define long-term client success strategy with executive leadership.
- Own and drive 110%+ net dollar retention targets.
- Oversee expansion sales strategy, pricing discussions, and complex negotiations.
- Identify enterprise expansion opportunities across product lines and services.
- Support cross-sell and upsell strategies.
- Forecast renewals and expansion revenue.
- Build and maintain C-level and senior stakeholder relationships across enterprise accounts.
- Partner with CSMs on executive business reviews.
- Serve as escalation point for high-risk or strategic accounts.
- Align client goals with the Enterprise Health solutions roadmap.
- Collaborate with Sales, Deployment, Product, Support, and Finance teams.
- Ensure smooth handoffs from sales to account management.
- Provide client feedback to Product and Executive teams.
- Collaborate with Finance on billing strategy, contract compliance, and collections.
- Develop and monitor retention, NPS, expansion revenue, and account health KPIs.
- Implement CRM best practices using HubSpot or similar.
- Continuously improve processes to support scalability and growth.
- Perform additional duties as assigned.
Requirements:
- Bachelor’s degree required.
- 8+ years of enterprise account management sales experience within SaaS or software organizations.
- 3+ years of direct people leadership experience.
- Proven track record of driving expansion revenue in complex enterprise environments.
- Experience working with large healthcare systems, employers, or government entities preferred.
- Strong executive presence and ability to manage C-level client relationships.
- Strong analytical skills with experience using CRM and revenue forecasting tools.
- Ability to travel periodically for client visits and industry conferences.
- Experience in healthcare IT or health technology platforms.
- Experience scaling an account management function during periods of growth.
- Strong coaching mindset with a focus on developing high-performing teams.
- Empathetic leadership style with strong conflict resolution skills.
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
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