Enterprise Account Management Leader

What You'll Own

Revenue & Commercial Outcomes

• Own NDR (net revenue retention) and GRR (gross revenue retention) targets across the enterprise portfolio; this is a revenue-accountable role, not a support function
• Build and execute expansion strategies — cross-sell of Elation's billing, payments, and AI solutions, upsell into multi-site and enterprise tiers, and new product adoption across the portfolio
• Lead commercial negotiations on renewals and expansions, partnering with Sales where needed
• Maintain a healthy, accurate expansion pipeline in Salesforce; forecast with rigor and conviction

Team Leadership & Development

• Lead, coach, and develop a team of Enterprise Account Managers — setting the standard for commercial rigor, executive engagement, and proactive account strategy
• Define and hold team OKRs, KPIs, and performance expectations; conduct structured 1:1s, pipeline reviews, and skills coaching that actually moves the needle
• Build scalable playbooks for account planning, executive business reviews (EBRs), renewal management, expansion motions, and escalation handling
• Create an AI-powered operating system and build measurement frameworks to track their impact
• Create clear career paths and development frameworks that retain and grow top talent
• Partner with Sales, Product, Marketing, and Executive leadership to align priorities, surface customer insights, and ensure your team has what it needs to win

Strategic Account Management Ownership

• Personally manage a curated portfolio of 1-2 strategic enterprise accounts
• Understand our Customers’ businesses deeply by building and sustaining multi-threaded relationships across clinical leadership, operations, IT, and C-suite – you lead with business outcomes, not product features
• Drive account strategy, stakeholder mapping, renewal confidence, and expansion pipeline across the book
• Model the behaviors — commercial, relational, operational — that you want your team to replicate
• Serve as the voice of the enterprise customer internally — synthesizing themes across accounts to influence product roadmap, packaging, and go-to-market decisions
• Develop and manage formal account governance structures — steering committees, joint success plans, escalation protocols — that mirror enterprise consulting engagement models
• Bring structured discovery and diagnostic frameworks into the renewal and expansion cycle to surface