Account Executive

Foodsmart

32d•$140,000 - $180,000•Remote

About The Position

The Account Executive owns the growth trajectory for a portfolio of Foodsmart’s high-value, high-growth clients, including leading commercial and government health plans. You will lead renewal strategy, expansion planning, and upsell execution, working in close partnership with our Client Success team, which owns day-to-day service delivery, satisfaction, and escalation management. Your focus is building executive-level relationships that unlock growth, developing account strategies backed by data, and driving contract renewals and expansions that grow annual revenue. You will coordinate closely with Marketing to develop campaigns that support growth conversation, and work with Product, Sales, Finance, and Clinical Operations to structure and close expansion opportunities within your accounts. Experience working with health plans in the California market is preferred.

Requirements

6+ years of experience in a healthcare consulting, healthcare services, or clinical services company in a client-facing growth, sales, or account management role focused on renewals, upselling, or expansion.
A demonstrated history of exceeding revenue retention and growth targets with clients
Experience growing a book of business and exceeding ARR through client sales, upselling, and contract renewals
Experience analyzing clinical outcomes, marketing data, and campaign performance to build a growth case
Background working with executive-level clients and gaining approvals on new strategies/tactics informed by regulatory filings and networking within the account
Understanding of complex contracting and provider agreements within health plans as well as health system contracting processes
Bachelor’s degree required
Experience working with health plans in California is preferred
Understanding of telehealth, wellness or nutrition space is a plus
Experience in a startup or small company environment is a plus
Motivated, collaborative, a quick learner, self-sufficient, and driven by excellence in execution
A skilled negotiator, comfortable leading renewal and expansion conversations, including pricing and contracting discussions
Knowledgeable of how health insurance companies serve members across LOBs (Medicare, Medicaid, Commercial) and have an understanding of health systems
Experienced in working directly with marketing agencies/internal teams, and cross-functional internal and external teams
Passionate about our company mission and impacting health outcomes at scale
An excellent communicator, a strategic thinker and able to align multiple stakeholders to drive decisions and action

Nice To Haves

MBA or Master’s degree preferred
Experience working with health plans in California is preferred
Understanding of telehealth, wellness or nutrition space is a plus
Experience in a startup or small company environment is a plus

Responsibilities

Own annual revenue retention and growth for your client portfolio. You will develop and execute account growth plans that identify upsell and expansion opportunities aligned with client and company goals.
Lead the contract renewal process end-to-end – negotiating terms, articulating value, and securing renewals and multi-year commitments that protect and grow ARR.
Build and deepen executive-level relationships within your accounts, identifying new stakeholders and expansion champions to broaden sponsorship for Foodsmart across the organization.
Partner closely with the Client Success team to stay informed on account health and satisfaction, using that visibility to time renewal and expansion conversations and to get ahead of risk.
Understand data well and be data-driven in shaping account growth strategy. You will interpret and present ROI and clinical metrics to clients as a lever for expansion and renewal decisions.
Collaborate with the Foodsmart marketing team to co-create and adapt campaigns that support growth conversations – new lines of business, expanded populations, or increased engagement – using your own marketing experience to tailor materials to each client’s growth opportunity.
Work with Product and Sales to structure, price, and close new services or expanded scope within existing accounts.