Director, Strategic Accounts
Skills
- 10+ years in sales with a focus on account growth and enterprise SaaS
- 5-7 years working for or directly with Medicaid segment payers
- Proven quota-carrying experience with seven-figure targets
- Strong experience with RFIs/RFPs, negotiations, and enterprise procurement cycles
- Familiarity with cloud-based data platforms: AWS, Azure, GCP, Databricks, Snowflake
- CRM proficiency (e.g., Salesforce) and disciplined pipeline management
- Excellent executive communication, presentation, and stakeholder management skills
Responsibilities
- Manage and grow a portfolio of strategic health insurance (payer) clients, owning a seven-figure quota
- Lead full sales lifecycle from discovery to close: presentations, RFIs/RFPs, workshops, negotiations, and contract execution
- Develop tailored solutions that align Abacus products to client business needs and value drivers
- Collaborate cross-functionally (product, customer success, delivery, finance, marketing) to craft and deliver proposals and ensure retention
- Conduct on-site and virtual executive-level briefings and multi-day client workshops to secure buy-in and accelerate deals
- Maintain accurate forecast and pipeline management in CRM and consistently meet or exceed revenue targets
- Serve as a trusted advisor to payer stakeholders, influencing product roadmaps and ensuring customer success
Education
- Bachelor’s degree required or equivalent experience
- Advanced degree (MBA or related) preferred but not required
Benefits
- Remote-first work environment and flexible schedule
- Health, dental, and vision insurance
- 401(k) with company match
- Equity/stock options
- Paid time off and parental leave
- Professional development and conference support
Average salary estimate
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Abacus’ mission is to improve people’s lives by breaking down these silos and liberating healthcare data to make real impact.
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