Director of Strategic Account Sales

Enterprise Health; Grand Rapids (MI); On-site; USD 150,000 - 210,000; Full time

Job summary

Enterprise Health is seeking a Director of Strategic Account Sales to lead and scale our enterprise client portfolio. The leader will oversee a team of Strategic Account Managers responsible for growth, expansion sales, and long-term client satisfaction, while setting strategy for account management and ensuring high-quality client experiences.

The role focuses on growth across large, complex healthcare organizations, with a mandate to drive net revenue retention and executive-level client

Qualifications

• Bachelor's degree required.
• 8+ years of enterprise account management sales experience in SaaS/software.
• 3+ years of direct people leadership experience.
• Proven track record of driving expansion revenue in complex enterprise environments.
• Experience with large healthcare systems, employers, or government entities preferred.
• Strong executive presence and ability to manage C-level client relationships.
• Strong analytical skills with CRM and revenue forecasting proficiency.
• Ability to travel periodically for client visits and industry conferences.

Responsibilities

• Lead, mentor, and develop a team of Enterprise Health Account Sales Managers.
• Own 110%+ net dollar retention targets and expansion revenue strategy.
• Build and maintain C-level relationships across key enterprise accounts; conduct executive business reviews.
• Collaborate with Sales, Deployment, Product, Support, and Finance for seamless handoffs and strategy.
• Implement CRM best practices and monitor retention, expansion, and account health metrics.
• Drive cross-sell, upsell opportunities and align client goals with roadmap decisions.
• Other duties as assigned as the organization grows.

Skills

Enterprise sales

Strategic leadership

Executive relationships

Forecasting

Education

Bachelor's degree

Tools

HubSpot

Forecasting software

Job description

We are seeking a strategic and results-driven Director of Strategic Account Sales to lead and scale our enterprise client portfolio. This leader will oversee a team of Strategic Account Managers responsible for growth, expansion sales and long term client satisfaction.

The Director will set vision and strategy for account management, drive net revenue retention, strengthen executive-level client relationships, and ensure a consistent, high-quality client experience. This sales role blends leadership, revenue ownership, operational discipline, and client strategy to support continued growth across large, complex healthcare organizations.

Key ResponsibilitiesStrategic Leadership & Team Development

• Lead, mentor, and develop a team of Enterprise Health Account Sales Managers.
• Establish performance expectations, KPIs, and accountability standards for expansion sales.
• Partner closely with Client Success Managers for renewals, expansion, and client health tracking.
• Foster a culture of ownership, client advocacy, and revenue responsibility.
• Partner with executive leadership to define long-term client success strategy.

Revenue Retention & Growth Ownership

• Own and drive 110%+ net dollar retention (NDR) targets.
• Oversee expansion sales strategy, pricing discussions, and complex negotiations.
• Identify enterprise expansion opportunities across product lines and services.
• Support cross-sell and upsell strategies to increase account penetration.
• Forecast renewals and expansion revenue with high accuracy.

Executive Relationship Management

• Build and maintain C-level and senior stakeholder relationships across key enterprise accounts.
• Partner with CSMs on executive business reviews (QBRs/EBRs).
• Serve as escalation point for high-risk or strategic accounts.
• Ensure alignment between client goals and Enterprise Health solutions roadmap.

Cross-Functional Collaboration

• Partner closely with Sales, Deployment, Product, Support, and Finance teams.
• Ensure smooth handoffs from sales to account management.
• Provide client feedback to Product and Executive teams to inform roadmap decisions.
• Collaborate with Finance on billing strategy, contract compliance, and collections.

Operational Excellence

• Develop and monitor KPIs including retention, expansion revenue, and account health metrics.
• Implement best practices in CRM utilization (HubSpot or similar).
• Continuously improve processes to support scalability and growth.

Other Duties

• Additional duties as assigned, with responsibilities evolving as the organization grows.

Required Qualifications

• Bachelor's degree required.
• 8+ years of enterprise account management sales experience within SaaS or software organizations.
• 3+ years of direct people leadership experience.
• Proven track record of driving expansion revenue in complex enterprise environments.
• Experience working with large healthcare systems, employers, or government entities preferred.
• Strong executive presence and ability to manage C-level client relationships.
• Strong analytical skills with experience using CRM and revenue forecasting tools.
• Ability to travel periodically for client visits and industry conferences.

Preferred Qualifications

• Experience in healthcare IT or health technology platforms.
• Experience scaling an account management function during periods of growth.
• Strong coaching mindset with a focus on developing high-performing teams.
• Empathetic leadership style with strong conflict resolution skills.