Build and lead the account management growth strategy, including operating cadence, KPIs, and accountability
Own expansion performance and renewal defense for the ARR base; implement renewal health scoring and intervention plans for at-risk accounts
Implement account tiering and account planning to focus AE effort on highest-impact opportunities
Operationalize upsell/cross-sell identification and “customer improvement” value conversations
Lead, coach, and develop a team of six AEs; set clear expectations and performance management across retention and growth metrics
Partner with Sales & Growth leadership to design incentives that distinctly measure and reward retention and expansion outcomes
Establish rules of engagement between existing-logo and new-logo sales motions to reduce friction and maximize revenue capture
Deliver accurate pipeline, renewal forecasting, and account health reporting in Salesforce; ensure data hygiene and forecast discipline
Build deep expertise in MedInsight’s products, markets, and competitive landscape

10+ years in account management/client success/revenue leadership in B2B healthcare analytics, data, technology, or SaaS
Demonstrated experience shifting an AM/CS function from retention-led to growth-led with measurable expansion/NRR outcomes
Experience implementing renewal health scoring, account tiering, and account planning systems
People leadership (5+ direct reports) through significant change
Executive presence with payer/provider stakeholders (C-suite and clinical/actuarial leaders)
Experience owning both renewal defense and expansion targets with clear metric separation

Medical, Dental and Vision – Coverage for employees, dependents, and domestic partners
Employee Assistance Program (EAP) – Confidential support for personal and work-related challenges
401(k) Plan – Includes a company matching program and profit-sharing contributions.
Discretionary Bonus Program – Recognizing employee contributions
Flexible Spending Accounts (FSA) – Pre-tax savings for dependent care, transportation, and eligible medical expenses
Paid Time Off (PTO) – Begins accruing on the first day of work. Full-time employees accrue 15 days per year, and employees working less than full-time accrue PTO on a prorated basis
Holidays – A minimum of 10 paid holidays per year
Family Building Benefits – Includes adoption and fertility assistance
Paid Parental Leave – Up to 12 weeks of paid leave for employees who meet eligibility criteria
Life Insurance & AD&D – 100% of premiums covered by Milliman
Short-Term and Long-Term Disability – Fully paid by Milliman

Director, Account Management – MedInsight

Key skills