Head of Account Management

StemWave•Boston, MA

1d•$155,000 - $180,000•Onsite

About The Position

StemWave is a fast-growing medical device company pioneering orthopedic shockwave technology in the U.S. We've been ranked among the fastest-growing privately held companies in 2023 and 2024. We sell into orthopedic, chiropractic, and physical therapy practices across the country, and our client base is growing faster than most teams can keep up with. The best account management leaders don't wait to be handed a system. They build one, install it, and then make it impossible for the team to operate any other way. That's the person we're looking for. Someone who has carried a number, beaten it, and then done it again through people they developed themselves. Someone who runs a rigorous operating cadence and can tell you the health of every account in the book without guessing. Someone who lives in Salesforce, knows exactly how to bend it to the way a team should actually work, and treats clean data as the foundation of every forecast rather than an administrative chore. If you've ever rebuilt a pipeline view because the default one was hiding the truth, you'll recognize yourself here. You'll own retention and expansion outright. You will not carry your own book, which means every result you post comes from raising the ceiling on the people around you. That's the trade: no accounts to hide behind, and full credit when the team performs. The upside is that you're walking into a market that's still wide open. Orthopedic shockwave therapy is early in the U.S., our client base is growing faster than any playbook we've written so far, and the systems you build now will run this function for years. Bring the standard, and we'll give you the room to set it.

Requirements

8+ years in sales, account management, or client success, with a track record of consistently hitting or beating quota as an individual before you led
4+ years leading teams, ideally teams of 8 or more, with clear evidence you raised individual performance rather than inheriting it
Experience in a subscription, recurring revenue, or contract renewal environment (SaaS, medical device, or similar)
Fluency in the metrics that run this business: NRR, churn, LTV, MRR, renewal rate, and expansion
Real coaching ability. You can get on a call, hear exactly what went wrong, and teach the fix in a way that sticks
Presence. You are charismatic, approachable, and impossible to ignore. People want to be led by you, and they also know precisely where the bar is
The judgment to know when to develop someone and when to make a change, and the spine to do either
Comfort in a startup. You build the process rather than wait for it
CRM discipline (Salesforce, Monday.com, or equivalent) and the expectation that your team lives in the system

Nice To Haves

Experience in medical devices, orthopedics, or chiropractic care is a strong plus

Responsibilities

Full ownership of net revenue retention, renewal rate, and expansion revenue across the entire client base.
Lead, coach, and develop a team of 7 Account Managers. Set the standard for activity, quality, and accountability, and hold the line on it.
Build and install the systems that turn good AMs into great ones: call frameworks, onboarding standards, escalation paths, QBR structure, renewal motion, and expansion plays.
Recruit, interview, and onboard as we scale. You are building the org you'll be running in two years, including the managers who will report to you.
Ride along on calls, sit in on renewals, and work at-risk accounts alongside your reps. Not because you own them, but because that's where coaching actually happens.
Partner with Sales on handoffs, with Operations on device deployment, and with the executive team on forecasting, headcount, and comp design.
Set the tone. This team should be the group everyone else in the building wants to be part of.