Director, Account Management - Wellness

As a Director, Account Management - Wellness, you will expand and strengthen relationships with enterprise clients, focusing on driving expansion revenue through Proof of Concept (POC) conversions, upsells, cross-sell opportunities, and renewals to meet Net Revenue Retention (NRR) goals. You will be the primary commercial relationship owner for senior stakeholders, including VP and C-suite executives, and collaborate closely with Vi’s Client Performance (CP) team. The ideal candidate has a deep understanding of the healthcare industry, strong digital performance marketing expertise, and a strategic, consultative approach.

Must Have

• Serve as the lead commercial partner for enterprise wellness clients, engaging directly with key stakeholders
• Convert 95% of POCs, secure upsells and cross-sells, and contribute to achieving an NRR of 110%+
• Retain 95% of enterprise customers by delivering exceptional account management and strategic insights
• Independently manage renewals and expansions of $500K+ ARR contracts
• Develop a playbook for commercial strategy within the wellness vertical
• Partner with the Client Performance (CP) team to ensure execution aligns with broader commercial goals
• Own the narrative with senior stakeholders, leveraging performance data to showcase the value Vi delivers
• Proven ability to lead a team and develop team members while owning and driving growth in your own accounts
• Proven ability to independently renew and expand contracts of $500K+ ARR, with incentives tied to expansion, upsell and renewal
• Proven ability to guide clients through complex performance marketing & omnichannel engagement strategies, with a strong understanding of patient acquisition dynamics
• Ability to operate with a consultant mindset
• Experience working directly with VP/C-level stakeholders at enterprise customers
• Strong ability to influence both internal and external teams
• Highly strategic, intelligent, creative, consultative, and entrepreneurial; able to operate in ambiguity
• Ability to navigate complex challenges with a solutions-driven mindset

Good to Have

• Experience advising on CRM or call center integration
• Experience in consulting
• Strong understanding of the wellness landscape

Description

As an Director, Account Management - Wellness you will be responsible for expanding and strengthening relationships with enterprise clients. Your focus will be driving expansion revenue through Proof of Concept (POC) conversions, upsells, cross-sell opportunities, and renewals, ensuring Vi meets its Net Revenue Retention (NRR) goals.

You will be the primary commercial relationship owner for senior stakeholders at client accounts, including VP and C-suite executives. You will also collaborate closely with Vi’s Client Performance (CP) team to ensure execution aligns with commercial strategy. The ideal candidate has a deep understanding of the healthcare industry, strong digital performance marketing expertise, and a strategic, consultative approach.

Key Responsibilities

• Own & Expand Client Relationships – Serve as the lead commercial partner for enterprise wellness clients, engaging directly with key stakeholders.
• Drive Revenue Growth – Convert 95% of POCs, secure upsells and cross-sells, and contribute to achieving an NRR of 110%+.
• Ensure Customer Retention & Success – Retain 95% of enterprise customers by delivering exceptional account management and strategic insights.
• Enterprise Contract Management – Independently manage renewals and expansions of $500K+ ARR contracts, ensuring long-term client partnerships.
• Strategic Leadership – Develop a playbook for commercial strategy within the wellness vertical, helping shape Vi’s go-to-market approach.
• Cross-Team Collaboration – Partner with the Client Performance (CP) team to ensure execution aligns with broader commercial goals and that internal priorities reflect client needs.
• Data-Driven Storytelling – Own the narrative with senior stakeholders, leveraging performance data to showcase the value Vi delivers.
• Player/Coach Mentality - Proven ability to lead a team and develop team members while owning and driving growth in your own accounts.

What We’re Looking For

• Enterprise Commercial Acumen – Proven ability to independently renew and expand contracts of $500K+ ARR, with incentives tied to expansion, upsell and renewal.
• Strategic Marketing & Omnichannel Expertise – Proven ability to guide clients through complex performance marketing & omnichannel engagement strategies, with a strong understanding of patient acquisition dynamics; experience advising on CRM or call center integration is a plus.
• Consultative Approach – Ability to operate with a consultant mindset; experience in consulting is a plus.
• Stakeholder Engagement – Experience working directly with VP/C-level stakeholders at enterprise customers.
• High IQ & EQ – Strong ability to influence both internal and external teams.
• Startup DNA – Highly strategic, intelligent, creative, consultative, and entrepreneurial; able to operate in ambiguity.
• Problem-Solving Skills – Ability to navigate complex challenges with a solutions-driven mindset.
• Wellness Industry Expertise – Strong understanding of the wellness landscape is a nice to have.