About The Position
As an Director, Account Management – Healthcare you will be responsible for expanding and strengthening relationships with enterprise clients. Your focus will be driving expansion revenue through Proof of Concept (POC) conversions, upsells, cross-sell opportunities, and renewals, ensuring Vi meets its Net Revenue Retention (NRR) goals.
You will be the primary commercial relationship owner for senior stakeholders at client accounts, including VP and C-suite executives. You will also collaborate closely with Vi’s Client Performance (CP) team to ensure execution aligns with commercial strategy. The ideal candidate has a deep understanding of the healthcare industry, strong digital performance marketing expertise, and a strategic, consultative approach.
Key Responsibilities
- Own & Expand Client Relationships – Serve as the lead commercial partner for enterprise healthcare clients, engaging directly with key stakeholders.
- Drive Revenue Growth – Convert 95% of POCs, secure upsells and cross-sells, and contribute to achieving an NRR of 110%+.
- Ensure Customer Retention & Success – Retain 95% of enterprise customers by delivering exceptional account management and strategic insights.
- Enterprise Contract Management – Independently manage renewals and expansions of $500K+ ARR contracts, ensuring long-term client partnerships.
- Strategic Leadership – Develop a playbook for commercial strategy within the wellness vertical, helping shape Vi’s go-to-market approach.
- Cross-Team Collaboration – Partner with the Client Performance (CP) team to ensure execution aligns with broader commercial goals and that internal priorities reflect client needs.
- Data-Driven Storytelling – Own the narrative with senior stakeholders, leveraging performance data to showcase the value Vi delivers.
- Player/Coach Mentality – Proven ability to lead a team and develop team members while owning and driving growth in your own accounts.
What We’re Looking For
- Enterprise Commercial Acumen – Proven ability to independently renew and expand contracts of $500K+ ARR, with incentives tied to expansion, upsell and renewal.
- Strategic Marketing & Omnichannel Expertise – Proven ability to guide clients through complex performance marketing & omnichannel engagement strategies, with a strong understanding of patient acquisition dynamics; experience advising on CRM or call center integration is a plus.
- Consultative Approach – Ability to operate with a consultant mindset; experience in consulting is a plus.
- Stakeholder Engagement – Experience working directly with VP/C-level stakeholders at enterprise customers.
- High IQ & EQ – Strong ability to influence both internal and external teams.
- Startup DNA – Highly strategic, intelligent, creative, consultative, and entrepreneurial; able to operate in ambiguity.
- Problem-Solving Skills – Ability to navigate complex challenges with a solutions-driven mindset.