Director of Strategic Account Sales

Job Description

We are seeking a strategic and results-driven Director of Strategic Account Sales to lead and scale our enterprise client portfolio. This leader will oversee a team of Strategic Account Managers responsible for growth, expansion sales and long term client satisfaction.

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The Director will set vision and strategy for account management, drive net revenue retention, strengthen executive-level client relationships, and ensure a consistent, high-quality client experience. This sales role blends leadership, revenue ownership, operational discipline, and client strategy to support continued growth across large, complex healthcare organizations.

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Key Responsibilities Strategic Leadership & Team Development \n

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• Lead, mentor, and develop a team of Enterprise Health Account Sales Managers.
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• Establish performance expectations, KPIs, and accountability standards for expansion sales.
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• Partner closely with Client Success Managers for renewals, expansion, and client health tracking.
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• Foster a culture of ownership, client advocacy, and revenue responsibility.
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• Partner with executive leadership to define long-term client success strategy.
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Revenue Retention & Growth Ownership \n

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• Own and drive 110%+ net dollar retention (NDR) targets.
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• Oversee expansion sales strategy, pricing discussions, and complex negotiations.
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• Identify enterprise expansion opportunities across product lines and services.
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• Support cross-sell and upsell strategies to increase account penetration.
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• Forecast renewals and expansion revenue with high accuracy.
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Executive Relationship Management \n

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• Build and maintain C-level and senior stakeholder relationships across key enterprise accounts.
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• Partner with CSMs on executive business reviews (QBRs/EBRs).
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• Serve as escalation point for high-risk or strategic accounts.
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• Ensure alignment between client goals and Enterprise Health solutions roadmap.
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Cross-Functional Collaboration \n

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• Partner closely with Sales, Deployment, Product, Support, and Finance teams.
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• Ensure smooth handoffs from sales to account management.
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• Provide client feedback to Product and Executive teams to inform roadmap decisions.
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• Collaborate with Finance on billing strategy, contract compliance, and collections.
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Operational Excellence \n

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• Develop and monitor KPIs including retention, expansion revenue, and account health metrics.
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• Implement best practices in CRM utilization (HubSpot or similar).
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• Continuously improve processes to support scalability and growth.
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Other Duties \n

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• Additional duties as assigned, with responsibilities evolving as the organization grows.
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Required Qualifications \n

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• Bachelor’s degree required.
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• 8+ years of enterprise account management sales experience within SaaS or software organizations.
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• 3+ years of direct people leadership experience.
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• Proven track record of driving expansion revenue in complex enterprise environments.
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• Experience working with large healthcare systems, employers, or government entities preferred.
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• Strong executive presence and ability to manage C-level client relationships.
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• Strong analytical skills with experience using CRM and revenue forecasting tools.
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• Ability to travel periodically for client visits and industry conferences.
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Preferred Qualifications \n

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• Experience in healthcare IT or health technology platforms.
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• Experience scaling an account management function during periods of growth.
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• Strong coaching mindset with a focus on developing high-performing teams.
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• Empathetic leadership style with strong conflict resolution skills.
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