Director of Account Management- Mid Market
3 days ago
Bellevue
Job DescriptionDescription: Join the team shaping the future of healthcare! Medbridge is a dynamic software as a service company working with the country’s largest healthcare providers to build technology solutions helping patients get better faster, while decreasing the overall cost of care. Our Sales team is growing and looking for an enthusiastic Account Manager to join us! We hire in the following states: AZ, CO, FL, GA, IL, IA, KS, MA, MI, MN, NC, NY, OH, OR, PA, TN, TX, UT, VA, WA, WI. The Director of Account Management, Mid Market will lead, mentor, and oversee the performance of the customer account management team dedicated to the mid-market segment. You will be responsible for ensuring your team effectively manages customer relationships, drives product adoption, secures renewals, and identifies growth opportunities to achieve team quotas and contribute to the company's success. This role focuses on day-to-day team management, operational efficiency, and the execution of account management strategies. The U.S. Healthcare industry is going through a transformation. Patients want access to better healthcare tools and experiences and healthcare systems are stretched beyond capacity and adapting to the new normal after the pandemic. In this role you'll be working on the teams that are being tasked with solving these problems. Why work at Medbridge? • We are mission driven. At Medbridge, our mission is clear - we want to help everyone move well, feel well, and live well., • You’ll make an impact here. 300,000+ clinicians use our products daily, impacting millions of patients. In this role, you help create experiences that impact these important leaders., • Lead, coach, and manage a team of Mid-Market Account Managers (approximately 5-10 team members), fostering a high-performance culture., • Conduct regular performance reviews, provide ongoing coaching, and support the professional development of your team members, including implementing professional development plans., • Oversee the management of the Medbridge Middle Market (MM) customer base (typically accounts up to $99.9K ACV)., • Drive the team to achieve targets for Gross Revenue Retention (GRR), aiming for benchmarks such as 92% or higher per quarter., • Ensure the team meets or exceeds quotas for account growth and expansion within the existing customer base., • Support your team in immersing themselves in current customer opportunities and guide them in enhancing qualitative metrics and client engagement., • Ensure the team effectively utilizes Salesforce CRM for managing, tracking, and driving all stages of the sales and account management process, including forecasting and pipeline management., • Work with your team to identify and qualify cross-sell/upsell opportunities for new products within the current customer base., • Contribute to the refinement of scalable processes and tools for contract renewals, customer reporting, upsell/cross-sell opportunities, win-back strategies, and ROI demonstration., • Provide ongoing reporting to the VP of Account Management on team performance, including GRR/Expansion progress, customer churn risks, expansion pipeline, and overall team development., • 7+ Years of progressive account management experience or enterprise customer success experience within a SaaS or healthtech environment, with a proven track record of managing and growing multi-million dollar accounts. 1-2 years of leading account management teams., • Demonstrated success managing large, complex, and politically intricate accounts within the top-tier healthcare provider or health system space., • Exceptional ability to influence and build deep, lasting credibility with C-suite and Board-level executive stakeholders., • Mastery of strategic and tactical solution selling, particularly around complex, evolving, and highly integrated product offerings., • Proven ability to identify, scope, and drive new, large-scale opportunities, including defining intricate technical, operational, and financial requirements., • Superior executive-level communication, strategic planning, negotiation, and presentation skills., • Extensive experience navigating complex healthcare enterprise structures, leading organizational change management, and demonstrating quantifiable value realization., • Excellence: A job worth doing is a job worth doing RIGHT., • We believe that excellence is never an accident. It’s the result of high intention, sincere effort, and intelligent execution., • We are change-makers who push the boundaries of what is possible, continually reimagining patient care., • We realize that our work impacts people’s health and demands that we hold ourselves to the highest possible standards., • We know a good thing when we see it; when exceptional talent comes our way, we hire them and help them grow., • We understand the value of time, and we give our best effort everyday because we have a day in which to give it., • Fortitude: Our goals are big. Our dedication is bigger., • We embrace ambitious and challenging projects with confidence in our ability to achieve them together., • We are courageous as we venture into the unknown., • We persevere in the face of difficulties., • We do not let perfection be the enemy of progress; we focus on taking the next best step forward., • We take ownership of our mistakes and of our successes, and we learn from both., • Service: We work for something more important than ourselves., • We care deeply about our colleagues, customers, and patients, ensuring our work at Medbridge has a lasting impact., • We take a multi-disciplinary, data-oriented approach to solving problems., • We lead with confidence and humility, embracing a servant-leadership mindset as we support and challenge one another to reach our shared goals. At Medbridge, salary ranges are assigned to a job based on 3rd party salary benchmark surveys. Individual pay within this range is informed by the candidate's skills, capabilities and experience. We embrace diversity and are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. No matter your background, your orientation, your identity expression, or whatever else makes you unique, if you want to raise the bar and join an amazing team of passionate people, then we'd love to work alongside you at Medbridge. Take the Next Step. If you’re excited about this opportunity and think Medbridge is the right fit for your career, apply now! Our Talent Acquisition team will follow up with you shortly. Requirements: