Director, Account Management (MedInsight)
About The Position
Leading with our core values of Quality, Integrity, and Opportunity, MedInsight is one of the healthcare industry’s most trusted solutions for healthcare intelligence.⯠Our company purpose is to empower easy, data-driven decision-making on important healthcare questions. Through our products, education, and services, MedInsight is making an impact on healthcare by helping to drive better outcomes for patients while reducing waste. Over 300 leading healthcare organizations have come to rely on MedInsight analytic solutions for healthcare cost and care management. MedInsight is a subsidiary of Milliman; a global, employee-owned consultancy providing actuarial consulting, retirement funding and healthcare financing, enterprise risk management and regulatory compliance, data analytics and business transformation as well as a range of other consulting and technology solutions. Position Summary: The Director, Account Management, will lead MedInsight’s Account Executive team through a transformation from a service-first, retention-oriented model to a growth-through-improvement account management function. This leader will equip, incentivize, and hold AEs accountable for driving expansion revenue within existing clients while protecting and forecasting MedInsight’s annual recurring revenue (ARR) base. Reporting to the SVP of Sales & Growth, this role owns the strategy and execution of account management operations across MedInsight’s full book of business, including expansion targets and renewal defense. You will lead a team of six Account Executives supporting both healthcare payer and provider markets. This is a build-and-transform role. The ideal candidate has a proven playbook for redesigning AM operating systems (renewal health scoring, account tiering, planning cadences, expansion identification, and comp/incentives) and can independently diagnose issues, design solutions, and drive execution. This is an extraordinary opportunity to build something new inside a market-leading analytics company backed by Milliman’s 75+ years of actuarial rigor, with a clear path for career advancement within a growing Revenue Division.
Requirements
- 10+ years in account management/client success/revenue leadership in B2B healthcare analytics, data, technology, or SaaS
- Demonstrated experience shifting an AM/CS function from retention-led to growth-led with measurable expansion/NRR outcomes
- Experience implementing renewal health scoring, account tiering, and account planning systems
- People leadership (5+ direct reports) through significant change
- Executive presence with payer/provider stakeholders (C-suite and clinical/actuarial leaders)
- Experience owning both renewal defense and expansion targets with clear metric separation
- Tools: Salesforce; Gainsight (or similar); sales enablement/conversation intelligence tools (e.g., Highspot, Gong)
- Strengths: high ownership, change leadership, analytical rigor, strong communication, cross-functional influence
Responsibilities
- Build and lead the account management growth strategy, including operating cadence, KPIs, and accountability
- Own expansion performance and renewal defense for the ARR base; implement renewal health scoring and intervention plans for at-risk accounts
- Implement account tiering and account planning to focus AE effort on highest-impact opportunities
- Operationalize upsell/cross-sell identification and “customer improvement” value conversations
- Lead, coach, and develop a team of six AEs; set clear expectations and performance management across retention and growth metrics
- Partner with Sales & Growth leadership to design incentives that distinctly measure and reward retention and expansion outcomes
- Establish rules of engagement between existing-logo and new-logo sales motions to reduce friction and maximize revenue capture
- Deliver accurate pipeline, renewal forecasting, and account health reporting in Salesforce; ensure data hygiene and forecast discipline
- Build deep expertise in MedInsight’s products, markets, and competitive landscape
Benefits
- Medical, Dental and Vision – Coverage for employees, dependents, and domestic partners
- Employee Assistance Program (EAP) – Confidential support for personal and work-related challenges
- 401(k) Plan – Includes a company matching program and profit-sharing contributions.
- Discretionary Bonus Program – Recognizing employee contributions
- Flexible Spending Accounts (FSA) – Pre-tax savings for dependent care, transportation, and eligible medical expenses
- Paid Time Off (PTO) – Begins accruing on the first day of work. Full-time employees accrue 15 days per year, and employees working less than full-time accrue PTO on a prorated basis
- Holidays – A minimum of 10 paid holidays per year
- Family Building Benefits – Includes adoption and fertility assistance
- Paid Parental Leave – Up to 12 weeks of paid leave for employees who meet eligibility criteria
- Life Insurance & AD&D – 100% of premiums covered by Milliman
- Short-Term and Long-Term Disability – Fully paid by Milliman
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Number of Employees
501-1,000 employees
