Director, Account Management

4 hours ago

New York Israel Vi Labs Full time $90,000 - $120,000 per year

As an Director, Account Management - Wellness 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 wellness 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. 
  • Wellness Industry Expertise – Strong understanding of the wellness landscape is a nice to have. 

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