Senior Account Manager

About the role:

We're looking for an experienced Senior Account Manager (Enterprise) who will be responsible for managing and growing some of Medallion’s most important customers. As a Senior Account Manager, you will help deliver long term success for customers through building and fostering deep relationships with key stakeholders, understanding their business priorities, identifying growth opportunities, and acting as the voice of the customer internally to ensure their needs are met.  

In this role you will work cross-functionally with our Implementation, Operations, Sales, Customer Support, Product, and Engineering teams to not only manage relationships, set expectations, and support day-to-day but to ensure customers achieve a significant return on and drive business success with their Medallion investment.

This role reports to the Manager of Account Management and base compensation for this role may land between $130,000 - $150,000. In addition to base salary, Medallion offers equity, bonus, and benefits as part of the total compensation package. Many factors are considered when determining pay including: market data, geographic location, skills, qualifications, experience, and level.

Responsibilities:

• Executive Value Realization & Champion Development
  • Early Executive Engagement: Identifying and engaging our executive contacts early in their Medallion journey, providing regular executive status updates.
  • Executive Business Reviews & Onsites: Driving Executive Business Reviews (EBRs), focused on ensuring we have executive engagement and alignment on ROI.
  • Executive Relationship & Champion Development: Building strong executive champions who advocate for Medallion by fostering deeper, trust-based relationships through strategic 1:1 engagements, exclusive events, and ongoing personal outreach. Establish customer champions who partner with Medallion to serve as references.
• Ongoing Account Management
  • Implementation Kickoff & Early Engagement: Establish key executive and admin relationships from the start, align on success metrics, and set clear expectations to drive early adoption and momentum.
  • Ongoing Executive & Admin Engagement: Maintain regular strategic touchpoints through EBRs, onsites, and informal check-ins to reinforce value, drive adoption, and ensure alignment with evolving business goals.
  • Renewal, Expansion & Escalation Strategy: Proactively showcase ROI, address potential risks early, and identify opportunities for expansion to position Medallion as a long-term strategic partner.
• Growth & Consumption
  • Consumption Conversations: drive the proactive discussion of consumption and consumption forecasting with our Executive customer contracts.
  • Customer Engagement: Drive greater customer engagement across accounts by applying data insights, product and industry expertise.
  • Expansion Opportunities: drive discussions to identify and execute on expansion opportunities.
• Renewal & Retention
  • Proactive Renewal Engagement: Drive successful renewals to maintain and grow existing revenue.
  • Logo Retention: consistently achieve logo retention, net-retention, renewal, and expansion targets.

Qualifications:

• 5+ years of account management or customer success experience at a B2B SaaS startup
• Proven experience leading and managing high touch healthcare and enterprise customer relationships 
• Achieving and/or surpassing target renewal, retention & upsell rates on a consistent basis
• Able to identify solutions, improve effectiveness of current strategies, and manage change
• Previous experience creating growth plans and strategic business reviews for your clients
• GTM and team oriented mindset
• Experience using CRM software (ideally Salesforce), and G Suite Applications (Docs, Sheets, Slides)
• Experience successfully working with and building relationships with senior executives and key stakeholders, both internally and externally
• Strong operational skills that drive organizational efficiencies and customer satisfaction
• Ability to influence and build credibility and trust across the organization and with customers
• Problem solving, project management, interpersonal and organizational skills

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