Head of Account Management

StemWave; Boston (MA); On-site; USD 155,000 - 180,000; Full time

Benefits offered by this job

Paid vacation time & holidays

Employer-paid medical, dental, and vis

Job summary

StemWave is seeking a senior sales leader to own net revenue retention, renewal, and expansion across the client base. You will forecast, defend, and deliver growth with a team of seven Account Managers in a fast-growing medical device environment.

You will build the playbook, install cadences, recruit and coach, and align with Sales, Operations, and the executive team on forecasting and headcount. Expect an uncapped upside and a clear path to scale with StemWave's expanding orthopedic reach.

Qualifications

• 8+ years in sales, account management, or client success with a track record of quota attainment
• 4+ years leading teams, ideally 8+ people
• Experience in a subscription, recurring revenue, or contract renewal environment (SaaS/medical device)
• Fluency in metrics: NRR, churn, LTV, MRR, renewal rate, expansion
• Real coaching ability—can diagnose issues and teach fixes
• Presence and leadership; capable of raising performance
• Judgment to develop or replace underperforming team members
• Comfort in a startup; build processes rather than wait for them
• CRM discipline and data integrity are essential
• Experience in medical devices, orthopedics, or chiropractic care is a strong plus

Responsibilities

• Own net revenue retention, renewal rate, and expansion revenue across the client base; forecast, defend, and deliver results
• Lead, coach, and develop a team of 7 Account Managers; set activity standards and accountability
• Build and install playbooks: call frameworks, renewal motions, escalation paths, and QBR structure
• Recruit, interview, and onboard the future leaders as the organization scales
• Join on calls and renewals to model coaching in practice and improve performance
• Partner with Sales, Operations, and executive team on forecasting, headcount, and comp design
• Foster a culture that makes the team the standard others strive to emulate

Skills

NRR ownership

Team leadership

Sales forecasting

CRM discipline

Coaching

Relationship mgmt

Strategic planning

Cross-functional collaboration

Tools

Salesforce

Monday.com

Job description

Location: 280 Summer St, Boston, MA 02210
Reports To: CEO
Employment Type: Full-Time, In-Office
Compensation:

• Base Salary: $155,000–$180,000/year
• On-Target Earnings: $200,000–$260,000

OTE is tied to net revenue retention, renewal rate, and expansion revenue across the client base. Uncapped upside for teams that beat plan.

About StemWave

StemWave is a fast-growing medical device company pioneering orthopedic shockwave technology in the U.S. We've been ranked among the fastest-growing privately held companies in 2023 and 2024. We sell into orthopedic, chiropractic, and physical therapy practices across the country, and our client base is growing faster than most teams can keep up with. Learn more: www.stemwave.com

The Opportunity

The best account management leaders don't wait to be handed a system. They build one, install it, and then make it impossible for the team to operate any other way.
That's the person we're looking for. Someone who has carried a number, beaten it, and then done it again through people they developed themselves. Someone who runs a rigorous operating cadence and can tell you the health of every account in the book without guessing. Someone who lives in Salesforce, knows exactly how to bend it to the way a team should actually work, and treats clean data as the foundation of every forecast rather than an administrative chore. If you've ever rebuilt a pipeline view because the default one was hiding the truth, you'll recognize yourself here.
You'll own retention and expansion outright. You will not carry your own book, which means every result you post comes from raising the ceiling on the people around you. That's the trade: no accounts to hide behind, and full credit when the team performs.
The upside is that you're walking into a market that’s still wide open. Orthopedic shockwave therapy is early in the U.S., our client base is growing faster than any playbook we've written so far, and the systems you build now will run this function for years. Bring the standard, and we’ll give you the room to set it.

What You'll Own

• The number. Full ownership of net revenue retention, renewal rate, and expansion revenue across the entire client base. You forecast it, you defend it, you deliver it.
• The team. Lead, coach, and develop a team of 7 Account Managers. Set the standard for activity, quality, and accountability, and hold the line on it.
• The playbook. Build and install the systems that turn good AMs into great ones: call frameworks, onboarding standards, escalation paths, QBR structure, renewal motion, and expansion plays.
• The bench. Recruit, interview, and onboard as we scale. You are building the org you'll be running in two years, including the managers who will report to you.
• The coaching floor. Ride along on calls, sit in on renewals, and work at‑risk accounts alongside your reps. Not because you own them, but because that’s where coaching actually happens.
• The cross‑functional link. Partner with Sales on handoffs, with Operations on device deployment, and with the executive team on forecasting, headcount, and comp design.
• The culture. Set the tone. This team should be the group everyone else in the building wants to be part of.

Your First 90 Days

• Days 1–30: Know every AM, their strengths, and their gaps. Know the top accounts, the at‑risk accounts, and why. Earn the team's trust by being in the work with them.
• Days 31–60: Install your operating cadence: 1:1s, pipeline reviews, call coaching, and a scorecard every AM understands. Deliver a first honest read on where retention and expansion actually stand.
• Days 61–90: Deliver an accurate forecast, a documented development plan for each AM, and a rebuilt playbook the team is running against.

What We're Looking For

• 8+ years in sales, account management, or client success, with a track record of consistently hitting or beating quota as an individual before you led
• 4+ years leading teams, ideally teams of 8 or more, with clear evidence you raised individual performance rather than inheriting it
• Experience in a subscription, recurring revenue, or contract renewal environment (SaaS, medical device, or similar)
• Fluency in the metrics that run this business: NRR, churn, LTV, MRR, renewal rate, and expansion
• Real coaching ability. You can get on a call, hear exactly what went wrong, and teach the fix in a way that sticks
• Presence. You are charismatic, approachable, and impossible to ignore. People want to be led by you, and they also know precisely where the bar is
• The judgment to know when to develop someone and when to make a change, and the spine to do either
• Comfort in a startup. You build the process rather than wait for it
• CRM discipline (Salesforce, Monday.com, or equivalent) and the expectation that your team lives in the system
• Experience in medical devices, orthopedics, or chiropractic care is a strong plus

Why This Role

• Real ownership. You own a number, a team, and a playbook, with direct access to the executive team and no layers in between.
• Scale in front of you. We are growing fast. Seven is the starting point, not the ceiling, and you will build the org chart above and below you.
• Visible impact. Our clients treat patients who have run out of options. The work your team does puts this technology into practices that change outcomes.
• Upside. Uncapped earnings tied to results you directly control.

Benefits

• Paid vacation time & holidays
• 100% employer-paid medical, dental, and vision

At StemWave, we're not just building devices, we're building a movement. We're looking for the leader who will build the team that carries it.