Enterprise Account Manager

Job Description

The Enterprise Account Manager is a quota-carrying individual contributor responsible for retaining, developing, and expanding a portfolio of established enterprise healthcare customers across multiple care settings. Serving as the commercial owner for assigned accounts, this role builds stakeholder relationships, develops practical account growth plans, identifies whitespace and cross-sell opportunities, supports renewal and retention strategy, and coordinates internal resources to increase customer value and revenue growth. This role requires independent ownership of complex enterprise customer relationships, disciplined account planning, consultative expansion selling, executive relationship development, commercial execution, and cross-functional coordination. Success requires the ability to identify and advance growth opportunities, strengthen long-term customer value, navigate complex stakeholder environments, and consistently deliver retention and revenue objectives. 

WHAT YOU’LL BE DOING:

Account Strategy and Planning 

• Develop and maintain account plans covering customer priorities, product utilization, stakeholder relationships, whitespace, competitive risks, renewal exposure, and growth potential. 
• Set annual and quarterly objectives for retention, expansion, executive engagement, pipeline development, and customer value. 
• Prioritize accounts, opportunities, risks, and internal resources based on customer need, revenue potential, timing, strategic fit, and likelihood of success. 
• Review account health regularly and adjust actions based on customer feedback, utilization, stakeholder changes, and commercial risk. 

Relationship Development and Customer Engagement 

• Build productive relationships with operational, clinical, financial, HR, compliance, learning, procurement, technology, and executive stakeholders. 
• Expand relationships beyond day-to-day contacts to reduce relationship risk and support account growth. 
• Lead consultative conversations regarding workforce development, clinical education, compliance, competency, quality, and operational priorities. 
• Partner with Customer Success to understand adoption, outcomes, satisfaction, risks, and future needs. 

Account Growth and Expansion 

• Identify, qualify, develop, and close expansion opportunities within assigned enterprise accounts. 
• Create account-specific growth strategies informed by whitespace analysis, product utilization, facility or business-unit needs, and customer initiatives. 
• Maintain a healthy expansion pipeline that supports quota achievement and reliable forecasting. 
• Coordinate discovery, demonstrations, solution design, proposals, business cases, and commercial discussions with internal partners. 
• Consistently achieve assigned expansion, revenue, and other commercial objectives. 

Renewal, Retention, and Risk Management 

• Partner with Customer Success and renewal resources to support renewal strategy, retention, and long-term account health. 
• Identify commercial, relationship, adoption, competitive, organizational, and renewal risks early. 
• Create coordinated mitigation, recovery, or escalation plans and connect realized customer value to renewal and expansion conversations. 

Commercial Execution and Deal Management 

• Manage expansion proposals, pricing, procurement, mutual action plans, negotiations, contracting, and internal approvals. 
• Use MEDDPICC, value-based selling, or the designated methodology to qualify opportunities and reduce execution risk. 
• Ensure implementation readiness and an effective handoff before closing expansion business. 

Forecasting, CRM, and Portfolio Management

• Maintain accurate account, contact, opportunity, renewal exposure, risk, activity, pipeline, and forecast information in Salesforce. 
• Provide evidence-based forecasts and clearly communicate customer decision processes, risks, dependencies, and support needs. 
• Use account and performance data to prioritize activity and strengthen forecast reliability. 

Cross-Functional Collaboration and Organizational Contribution

• Coordinate across Customer Success, Product, Marketing, Solutions, Implementation, Finance, Legal, Security, Deal Desk, Support, and leadership. 
• Communicate customer objectives, risks, opportunities, commitments, and action items to relevant partners. 
• Share customer feedback and field learning and contribute to account-management best practices. 

Qualifications

YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

• 7+ years of progressive experience in enterprise account management, enterprise sales, customer success, healthcare technology, healthcare services, SaaS, or related customer-facing roles involving revenue accountability and complex stakeholder engagement.  
• Demonstrated success retaining and growing established customer relationships through expansion, cross-sell, upsell, renewal support, and consultative account development.  
• Experience developing account plans, building pipeline, forecasting opportunities, engaging senior stakeholders, and managing proposals, pricing, procurement, negotiations, and contracting.  
• Experience using Salesforce or a comparable CRM to manage accounts, activity, opportunities, pipeline, and forecasts.  
• Knowledge of enterprise healthcare organizations, buyer priorities, and decision-making processes across multiple care settings. 
• Ability to develop and execute practical account growth plans, identify whitespace, and connect customer needs to measurable business value. 
• Skill in relationship development, consultative selling, proposal and business-case development, commercial negotiation, forecasting, CRM discipline, and portfolio prioritization. 
• Ability to coordinate cross-functional resources around a unified account strategy and adapt across healthcare verticals. 
• Bachelor’s degree in business or healthcare field 
• The ability to travel ~25-50% 

IT WOULD BE NICE TO HAVE:

• Experience with health systems, integrated delivery networks, post-acute, senior care, behavioral health, human services, ambulatory care, or other multi-site healthcare providers.  
• Experience supporting workforce development, learning technology, compliance, competency management, quality improvement, clinical education, or healthcare operations solutions.  
• Experience with MEDDPICC, mutual action plans, strategic account planning, or value-based selling.  

Additional Information

Salary Information:

We are targeting an On-Target-Earnings of ~$180,000 - $250,000 annually. Relias considers many factors when making an offer including; established salary range, internal budgets, business need, education and years of applicable work experience possessed by the applicant. Further, salary is only one element of our total compensation and benefits package.

Relias is an Equal Opportunity Employer and a Drug-Free workplace

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process.  If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions. 

All your information will be kept confidential according to EEO guidelines.

Disclosure requirements pertaining to the collection of your personal data:

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The retention period for your data is determined by the statutory time limits applicable in the respective country, beginning upon completion of the recruitment process. You can find these here.

You can contact the company’s Data Protection Officer at the above-mentioned postal address. 

Further information on data protection and your rights can be found here.
 

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