Enterprise Account Manager

Relias; Morrisville (NC); Hybrid; USD 180,000 - 250,000; Full time

Benefits offered by this job

Health benefits

401k match

Generous PTO

Parental leave

Free coffee & pastries

Job summary

Relias is seeking an Enterprise Account Manager to retain, grow, and expand a portfolio of healthcare customers across care settings. This quota-carrying role requires building executive relationships, crafting growth plans, and coordinating with cross-functional teams to maximize value and revenue.

You will own complex enterprise relationships, drive renewal strategies, and lead consultative expansion activities, leveraging MEDDPICC and value-based selling to meet quarterly targets in a dynamic

Qualifications

• 7+ years in enterprise account management or related roles.
• Experience expanding accounts through cross-sell, upsell, renewal support.
• Experience using Salesforce to manage accounts and forecasts.
• Bachelor’s degree in business or healthcare field.
• Willingness to travel 25–50%.

Responsibilities

• Develop and maintain account plans covering priorities, product utilization, stakeholders, whitespace, risks and growth.
• Set annual and quarterly objectives for retention, expansion, and customer value.
• Prioritize accounts and resources based on revenue potential and timing.
• Review account health and adjust actions based on feedback and renewal risks.
• Build relationships with operational, clinical, financial, HR, compliance, procurement, technology, and executive stakeholders.
• Lead consultative conversations on workforce development, education, compliance, and quality.
• Partner with Customer Success to monitor adoption, outcomes, risks, and future needs.
• Identify and close expansion opportunities within enterprise accounts.
• Coordinate discovery, demonstrations, and proposals with internal teams.
• Ensure renewal, risk mitigation, and long-term account health with cross-functional partners.
• Manage proposals, pricing, procurement, negotiations, and contracting with MEDDPICC or value-based selling.
• Maintain accurate CRM data (Salesforce) for accounts, opportunities, and forecasts, and communicate decision processes and risks clearly.

Skills

Enterprise account mgmt

Sales experience

Customer success

Healthcare tech

SaaS

Stakeholder engagement

Education

Bachelor’s degree in business/healthcare

Tools

Salesforce

Job description

WHAT CAN RELIAS OFFER YOU?

• Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
• Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
• Active Employee Resource Groups open to all employees!
• Comprehensive onboarding program – a great introduction to our company, customers and culture!
• Growth and career advancement opportunities!
• Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
• Professional development gained from conference attendance and participation in organizations like NC Tech
• Onsite 321 Coffee Shop providing free coffee and pastries to employees

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, 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 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.