Director, Account Management (California & Multi - State)

Role Description

The Director of Account Management will lead and scale Zócalo Health’s payer partnership strategy, beginning in California and expanding to additional markets including New York, Maryland, and Washington.

This role owns a portfolio of Zócalo’s most strategic health plan relationships across Medicaid and Medicare lines of business including CalAIM, ECM/Community Supports, and D-SNP and is responsible for building and leading a high-performing Account Management function to support multi-state growth.

This leader combines executive relationship ownership with team leadership and systems design to ensure strong partner performance, retention, and expansion. The role operates as a senior external partner to health plan leadership and a key internal driver of alignment across Operations, Clinical, Product, and Growth.

This position will initially report to the VP, Payer Partnerships & Strategy.

Account Management Leadership (CA → Multi-State)

• Own Zócalo’s payer portfolio across California and emerging markets (NY, MD, WA)
• Serve as executive sponsor for high-priority, multi-line-of-business partnerships
• Ensure consistent, high-quality account management across markets

Team & Function Building

• Build, lead, and develop the Account Management team
• Define account segmentation, ownership models, and operating cadence
• Establish scalable systems and a repeatable account management playbook

Executive Partnership Ownership

• Serve as senior relationship owner across Medicaid and D-SNP payer partners
• Build trusted relationships with plan executives across operations, quality, care management, and finance
• Lead account strategy, including QBRs, performance reviews, and long-term growth planning

Growth, Renewal & Expansion

• Own retention and renewal strategy across the payer portfolio
• Identify and drive expansion across geographies, populations, services, and products (including Medicare/D-SNP)
• Partner with contracting and growth teams to support new market and product expansion

Performance & Operational Accountability

• Ensure performance against contract requirements, KPIs, and quality measures across lines of business
• Translate data into clear, executive-level insights and action plans
• Proactively identify risks and lead cross-functional interventions

Qualifications

• 9-10+ years in payer/provider partnerships, account