Director, Account Management (California & Multi - State)

Zócalo Health

4h • Remote

About The Position

Zócalo Health is a tech-enabled, community-oriented primary care organization dedicated to serving populations historically underserved by the healthcare system. They partner with health plans, providers, and community organizations to deliver culturally competent primary care, behavioral health, and social care. Their model is designed for individuals with high medical and social complexity, integrating local, community-based teams with virtual care and modern technology to provide coordinated, whole-person care. Founded in 2021 and backed by leading healthcare and mission-aligned investors, Zócalo Health is rapidly expanding across states and populations, aiming to build a durable care platform for value-based care environments. The Director of Account Management will be responsible for leading and scaling Zócalo Health’s payer partnership strategy, initially in California and then expanding to markets such as New York, Maryland, and Washington. This role involves managing 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. The Director will also build and lead a high-performing Account Management function to support multi-state growth, combining executive relationship ownership with team leadership and systems design to ensure strong partner performance, retention, and expansion. This position acts as a senior external partner to health plan leadership and a key internal driver of alignment across Operations, Clinical, Product, and Growth.

Requirements

• 9-10+ years in payer/provider partnerships, account management, or managed care
• 3–5+ years leading teams or building functions in a high-growth environment
• Deep experience with Medicaid managed care
• Proven track record managing executive relationships and driving growth at scale
• Strong operational and financial acumen in value-based care environments
• Ability to build systems and teams in fast-scaling, ambiguous environments

Nice To Haves

• Medi-Cal strongly preferred
• Experience with Medicare or D-SNP programs strongly preferred
• Experience with CalAIM (ECM / Community Supports)
• Experience managing complex, multi-market payer partnerships

Responsibilities

• 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
• 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
• 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
• 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
• 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

Benefits

• Annual performance bonus program up to 15% of base salary
• Equity compensation package
• Comprehensive benefits including medical, dental, and vision
• 401k
• Flexible PTO policy - take the time you need to recharge
• $1,000 home office stipend
• We provide the equipment needed for this role.
• Opportunity for rapid career progression with plenty of room for personal growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed