Vice President of Account Management, Axuall
$220-235k
+ Performance-Based Incentive Compensation
More information about location
Network insights company for healthcare
Open for applications
Network insights company for healthcare
21-100 employees
Open for applications
$220-235k
+ Performance-Based Incentive Compensation
More information about location
21-100 employees
Company mission
To empower healthcare leaders to make better and faster decisions to meet patient demand, improve economic efficiencies, and reduce provider burnout.
Role
Who you are
- 12+ years in enterprise B2B SaaS account management, customer success, and/or strategic account leadership
- 5+ years leading, building, and developing a team responsible for retention, expansion, and cross-selling
- Healthcare technology/SaaS experience required: Clinical workforce, HCM, credentialing, provider data, EHR, RCM, or health IT with understanding of healthcare buyer dynamics and complex procurement cycles
- Managing multi-million dollar ARR portfolios with strong retention and expansion results
- Personally closing significant expansion deals and managing executive relationships that drove measurable growth
- Building and scaling account management teams in high-growth environments
- Creating frameworks for account planning, success metrics, and team enablement
- Strategic thinking: Develop multi-year account strategies with clear milestones and measurable outcomes
- Executive presence: Command credibility with C-suite buyers; speak the language of business outcomes, not product features
- Business & financial acumen: Build ROI models, understand healthcare economics, communicate value in CFO/COO terms
- Leadership & coaching: Develop high-performing teams through structured feedback and skill building
- Commercial instincts: Balance growth opportunities with risk management; know when to push and when to protect
- Systems thinking: Build scalable processes that enable team success without heroic individual efforts
What the job involves
- We are seeking a strategic business leader to build and lead our Account Management function as VP of Account Management. This role owns the complete post-implementation customer lifecycle, driving retention, expansion, and executive-level relationships across our enterprise healthcare portfolio.
- This is primarily a leadership role requiring someone who can operate credibly at the C-suite level while building a high-performing team.
- You'll personally own strategic accounts while scaling Account Management, establishing the operating model, playbooks, and metrics that enable predictable growth.
- What success looks like: Enterprise customers renew at high rates, expand their investment through documented ROI, adopt Axuall’s suite of products through cross-selling, and serve as vocal advocates, all driven by a team you've built, equipped, and coached to excellence
- Build and Maintain Executive Relationships
- Own C-suite relationships at strategic accounts, positioning Axuall as a strategic partner in workforce transformation
- Conduct quarterly executive business reviews demonstrating ROI, business outcomes, and strategic value alignment
- Secure executive sponsorship at enterprise accounts and lead commercial negotiations for renewals and expansions
- Serve as the primary escalation point for strategic customer issues requiring executive-level intervention
- Drive Revenue Growth and Retention
- Own expansion revenue targets through upsell and cross-sell motions within the existing customer base
- Build and manage an expansion pipeline with appropriate coverage and forecasting discipline
- Lead renewal strategy for portfolio, ensuring high gross and net revenue retention
- Personally close strategic expansion opportunities while coaching the team on their deals
- Demonstrate and Communicate Customer Value
- Develop ROI measurement framework in partnership with Finance to quantify customer business impact
- Produce executive-ready case studies and success stories showcasing quantified business outcomes
- Lead value realization conversations with customer executives, translating product capabilities into business results
- Build and manage a customer advocacy program, including references, speaking opportunities, and advisory boards
- Lead and Scale the Account Management Team
- Build the Account Management function from current state to a scaled coverage model with clear structure and growth plan
- Establish an account segmentation strategy with appropriate coverage ratios and service models
- Develop playbooks, processes, and operating rhythms that enable the team to execute consistently at scale
- Implement a management system tied to retention and growth metrics
- Define team compensation structure aligned to company and customer success objectives
- Drive a culture of accountability with clear goals, transparent metrics, and regular performance calibrations
- Enable Cross-Functional Success
- Partner with Sales, Client Services, Product, and Support to ensure a seamless customer experience
- Establish clear handoff criteria and escalation protocols between teams
- Champion strategic customer feedback to the Product organization, focusing on executive-level business requirements
- Build early warning systems for at-risk accounts and lead mitigation strategies
- How We’ll Measure Success
- Customer Success Metrics
- Gross Revenue Retention: Achieve rates exceeding 95% for enterprise accounts by identifying and escalating business risks
- Net Revenue Retention: Improve NRR by identifying and executing on growth opportunities through upsell, cross-sell, and contract renewals
- Expansion Revenue: Manage team productivity and customer alignment to achieve quota attainment
- ROI Realization: Meet pre-sale ROI goals quickly and collaboratively with executive stakeholders
- Business Impact Measurements
- Financial Impact: Track and report ROI metrics showing clear value realization for customer organizations
- Strategic Value: Develop case studies and success stories demonstrating Axuall's impact on healthcare workforce challenges
- Executive Satisfaction / NPS: Ensure C-level stakeholders recognize the value of Axuall’s software and services and can articulate such value widely to their organization
Application process
- Talent Acquisition Interview
- Hiring Manager Interview
- Team Interviews
- Executive Interviews
- Reference Calls
- Hiring Decision
Our take
Axuall is a workforce intelligence company that helps healthcare systems, staffing firms, health plans, and digital healthcare companies reduce their enrolment times by providing data insights into network planning, analytics, and reporting.
Founded in 2018, Axuall has embraced machine learning and robotic automation as a tool for healthcare companies to provide better services. With more pressure on healthcare than ever before, Axuall is leading the call for efficiency solutions in the US, elevating healthcare companies such as Locumtenens and Arista MD.
Although there is stiff competition in the form of more mature companies like ZeroOmega - which has more than a decade on Axuall - the company's fundraising showcases the regard with which it is held in the space. The capital is being used to grow its product, sales, and marketing teams, as well as support further API integration and the development of its data partnerships.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 4 rounds)
Aug 2023
$7m
SERIES B
May 2023
$20m
SERIES B
Total funding: $40.4m
Company benefits
- Professional development stipends
- Employee stock options
- Remote work opportunities
- Employee stock options
- Unlimited PTO
- Fitness stipend
Company HQ
Downtown, Cleveland, OH
Leadership
Charlie Lougheed
(CEO)Previously Senior Vice President at PNC, and Co-Founder, President and CSO of Explorys. Currently a Board Member at Unify Labs and Managing Director at The Lougheed Initiative.
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