VP of Account Management

About Axuall

Axuall is a leading workforce intelligence company transforming healthcare operations through real-time clinician data from 19,000+ sources. Built in collaboration with major healthcare systems, Axuall addresses critical workforce challenges, including 78% physician burnout, 46% planning career changes, and personnel shortages ranking as the #1 concern for CEOs. Our platform reduces clinician onboarding time by 77% while enabling data-driven workforce decisions that improve patient care and operational efficiency.

Built in collaboration with leading healthcare systems, Axuall is a workforce intelligence company that leverages a national, real-time practitioner data network. It enables healthcare systems, staffing firms, telehealth, and health plans to dramatically reduce onboarding and enrollment time while also providing unique, powerful data insights for network planning, analytics, and reporting. Its network streamlines the secure sharing of digitally verified credentials between clinicians, authorized verifiers, and organizations that require this information quickly and continuously to meet patient demand, ensure clinical coverage, and maximize revenue capture. In 2023, Axuall closed its Series B funding round, bringing its total capital raised to over $41 million. Axuall's investors and the organizations they represent comprise over two dozen of the nation's leading healthcare organizations that recognize the imperative to improve clinical workforce efficiency amidst significant economic and staffing challenges.

About the Role 

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.

What You’ll Do 

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

What You’ll Bring

Required Experience:

• 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

Proven Track Record:

• 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

Critical Competencies:

• 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

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

What You'll Get From Us

We offer a wide range of benefits for our team including:

• Comprehensive Health Insurance
• 401(k) with Employer Match
• Wellness Stipend
• Professional Development Reimbursement
• Work From Home Stipend
• Remote Work Flexibility
• Unlimited PTO
• Paid parental leave

In addition, Axuall is committed to fostering a diverse, equitable, and inclusive workplace that reflects the communities we serve and empowers every employee to reach their full potential. We encourage DEI through our Diversity in Tech (DiT) Employee Resource Group, along with impactful programming that supports and fosters a place of belonging for our team members every day.

Equal Employment Opportunity & Pay Equity Commitment

Axuall is proud to be an equal-opportunity employer. We do not discriminate on the basis of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or any other legally protected characteristic. Axuall maintains pay-equity practices that prohibit reliance on salary history and require that compensation decisions be supported by legitimate, job-related factors.

Interview Path

1. Talent Acquisition Interview
2. Hiring Manager Interview
3. Team Interviews
4. Executive Interviews
5. Reference Calls
6. Hiring Decision

This role may be performed from any U.S. jurisdiction in which Axuall is registered to do business. Please note that certain localities may impose additional employment requirements that will be addressed during the hiring process. Please also note that we are currently unable to sponsor visas. While this role is remote-first, we require employees to attend an in-person orientation at our headquarters in Cleveland, Ohio. There may also be occasional instances where travel to our HQ is needed. Travel: 30-40% for customer meetings, industry events, and quarterly Cleveland HQ visits.

Pay Transparency & Compensation

Base Salary Range (Good-Faith Estimate): $220,000 - $235,000
Additional Compensation: Performance-Based Incentive Compensation
Employment Classification:  Full Time
Pay Frequency: Semi-monthly
The posted range represents Axuall’s reasonable and good-faith estimate of the compensation the Company expects to pay for the position at the time of this posting. Actual compensation will be based on factors such as job-related knowledge, skills, experience, and internal equity.