Account Manager

The Health Management Academy; Arlington (VA); On-site; USD 110,000 - 117,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Job summary

The Health Management Academy is seeking a Director, Member Development (Account Manager) to lead high-value member relationships and drive retention, adoption, and growth across our membership portfolio. You will engage senior CXO sponsors, align THMA offerings to member goals, and collaborate across sales, delivery, and customer success teams to maximize value.

This role emphasizes strategic account planning, risk mitigation, and cross-sell opportunities while maintaining a client-centric,

Qualifications

• 6+ years of retention and cross-sell experience in a complex, consultative environment.
• Ability to engage credibly with senior executives and understand their needs.
• Track record of achieving revenue goals and quotas.
• Knowledge of product launch and service delivery preferred.
• Knowledge of healthcare industry preferred.

Responsibilities

• Own a portfolio of high-value members, ensuring retention, member value, and expansion through executive relationship and tailored engagement strategies.
• Act as a trusted advisor to executive sponsors at the CXO level of the largest national health systems by understanding their operational and strategic needs as well as delivering relevant insights from the membership suite.
• Lead renewal and cross-sell conversations grounded in the insights and outcomes members have gained, achieving strong retention performance across the portfolio.
• Own the commercial relationship and renewal process, partnering cross-functionally with subject matter experts, program delivery, and customer success, who own content and delivery, to drive membership adoption and consistent value to members.
• Develop and execute account plans that align member goals with THMA offerings to drive retention, adoption and growth.
• Monitor, elevate and problem-solve membership risk, leveraging quantitative and qualitative data inputs to optimize recommendations.
• Stay informed on market changes and member developments to anticipate needs and position THMA as a strategic partner.

Skills

Retention experience

Cross-sell experience

Executive relationship management

Revenue goals achievement

Education

Salesforce

Tools

Salesforce

Job description

The Health Management Academy (THMA) brings together health system leaders and innovators to collectively address the industry’s biggest challenges and opportunities. By assisting executives in cultivating peer networks, understanding key strategic trends, establishing pragmatic partnerships, and developing next-generation leaders, our members are better positioned to lead industry transformation.

The Health Management Academy offers a dynamic atmosphere with significant opportunities for employees. If you are interested in contributing to a member-centric, creative, and collaborative workforce while deeply influencing top leaders and institutions in healthcare, THMA could be the right place for you!

Position Summary:

The Director, Member Development (Account Manager) works to lead member relationships across a suite of cohort insights and research-driven memberships and drive retention through executive engagement, strategic account planning, membership adoption recommendations, and risk mitigation strategies.

Primary Job Duties:

• Own a portfolio of high-value members, ensuring retention, member value, and expansion through executive relationship and tailored engagement strategies.
• Act as a trusted advisor to executive sponsors at the CXO level of the largest national health systems by understanding their operational and strategic needs as well as delivering relevant insights from the membership suite.
• Lead renewal and cross-sell conversations grounded in the insights and outcomes members have gained, achieving strong retention performance across the portfolio
• Own the commercial relationship and renewal process, partnering cross-functionally with subject matter experts, program delivery, and customer success, who own content and delivery, to drive membership adoption and consistent value to members. Contribute to continuous improvement of membership offerings by synthesizing qualitative and quantitative member feedback to inform delivery and engagement strategies.
• Develop and execute account plans that align member goals with THMA offerings to drive retention, adoption and growth. Monitor, elevate and problem-solve membership risk, leveraging quantitative and qualitative data inputs to optimize recommendations.
• Stay informed on market changes and member developments to anticipate needs and position THMA as a strategic partner.

Minimum Qualifications:

• 6+ years of retention and cross-sell experience in a complex and consultative environment
• Experience in service delivery, consulting, research, or program management strongly preferred; ability to engage credibly on content and insights with senior executives
• Demonstrated track record of achieving revenue goals and/or quotas
• Knowledge of product launch and service delivery strongly preferred
• Knowledge of healthcare industry strongly preferred
• Salesforce Experience preferred

Interpersonal Skills & Attributes:

• Customer-focused
• Strategic mindset
• Ability to communicate persuasively with senior executives
• Team approach to working with others
• Ability to work independently and as a team member
• Self-directed and resourceful
• Excellent communication and member facing skills
• Excellent organizational skills

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is required talk and hear. Specific vision abilities required by the job include close vision, and distance vision, and the ability to work with screens or monitors for prolonged periods of time. This position is primarily a sedentary job where the team member will be seated for the majority of the day.

Benefits and Compensation:

THMA offers a comprehensive slate of benefits including health insurance, dental insurance, vision insurance, 401(k) matching, cell phone and commuter reimbursements, generous paid time off, and paid parental leave. We also offer non-monetary benefits designed to support team members fully including learning and development programs, coaching for working parents and caregivers, free therapy and professional coaching sessions, one-on-one financial coaching, and free legal support services.

This role includes a performance-based commission structure.

Base Salary Range

$110,000 - $116,600 USD

Notice of Equal Opportunity Employment:

The Academy is committed to providing equal employment opportunity to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, The Academy will provide reasonable accommodations for qualified individuals with disabilities. The Academy’s goal is for our people to reflect the communities in which we live and serve and to ensure representation of women, people of color, veterans and individuals with disabilities in our organization.