Director of Strategic Account Sales

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.

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.

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

• Own and drive 110%+ net dollar retention (NDR) 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 to increase account penetration.
• Forecast renewals and expansion revenue with high accuracy.

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

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

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

• Additional duties as assigned, with responsibilities evolving as the organization grows.

• 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.