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Clearwater · 5 hours ago

VP, Account Management

Nashville, TN

Full-time

Onsite

Director/Executive

$225K/yr - $250K/yr

10+ years exp

Clearwater is a leading provider of cybersecurity, risk management, and compliance services for healthcare and other regulated industries. The Vice President of Account Management will design, build, and lead the Account Management and Retention function, focusing on client lifecycle management and driving retention and expansion strategies.

ComputerHealth CareNetwork SecuritySoftware

Growth Opportunities

Responsibilities

Build and execute a scalable Account Management and Renewal playbook covering onboarding, account planning, renewal management, forecasting, expansion strategy, and escalation paths

Establish unified AM standards across all verticals while allowing for appropriate vertical-specific adaptations

Define and implement a single, consistent renewal process including early risk identification, templates, and escalation mechanisms

Lead weekly AM-only team meetings, best-practice reviews, and structured 1:1 coaching

Co-own AM hiring decisions with vertical VPs; lead onboarding program

Develop structured career pathways for AMs and ISRs

Own renewal and retention targets across all verticals

Build and manage an accurate time-to-renewal forecast process, ensuring strong forecast discipline and early visibility into renewal risks

Develop expansion playbooks in collaboration with sales and delivery; establish clear cross-sell and upsell paths tied to client maturity and solution needs

Drive improvements in expansion bookings, and client lifetime value

Build a measurable account health scoring model that incorporates usage, engagement, delivery feedback, risk indicators, and value milestones

Provide hands-on coaching to Account Managers and ISRs, including call shadowing, renewal strategy reviews, and joint preparation for client meetings

Support AMs as executive presence on strategic client conversations

Ensure strong documentation, CRM hygiene, and process compliance across all Ams

Partner closely with Sales Ops to develop dashboards, KPI tracking, and executive-level reporting

Elevate Clearwater’s account planning discipline: annual plans, quarterly updates, and alignment with AEs and Delivery

Work deeply with Consulting leadership to align on client goals, address service quality issues, and manage escalations

Partner with Product leadership to provide client insights and improve roadmap communication to existing customers

Collaborate with the Director, SDR to drive outbound expansion efforts and ensure alignment between growth and retention processes

Own reporting and strategic insights on renewal performance, expansion trends, client health, risk indicators, and forecast accuracy

Drive continuous improvement through analysis of renewal outcomes, expansion conversion, AM productivity, and client feedback

Build and refine AM performance scorecards and KPIs

Qualification

Account Management StrategyRetention AnalyticsForecasting DisciplineCross-Functional CollaborationSalesforceCoachingOperational ExcellenceMentoringLeadership PresenceAnalytical SkillsCommunication Skills

Required

10–15+ years in Account Management, Client Success, or Renewal leadership roles

Proven success leading retention and expansion motions in healthcare or cybersecurity services (strong preference)

Experience managing AM and ISR teams of at least 8–10 people, with demonstrated success scaling to larger teams

Deep experience designing and implementing renewal processes, escalation paths, account planning frameworks, and retention analytics

Strong background working with complex enterprise accounts and multi-stakeholder environments

Experience collaborating cross-functionally with Consulting, Product, and Sales Ops

Demonstrated success improving renewal rates, forecast accuracy, and expansion performance

Strong leadership presence with the ability to influence across a matrixed organization

Exceptional ability to coach, mentor, and develop talent, especially mid-level AMs

Strong operational and analytical skills with expertise in forecasting, reporting, and retention analytics

Ability to translate cybersecurity, risk, and compliance concepts into business-value conversations

Comfortable serving as an executive presence on strategic client calls while allowing AMs to lead

Experience with Salesforce, account planning tools, and AM workflow tooling

Ability to thrive in a structured, enterprise environment that is also fast-moving and growth-oriented

Ability to embrace Clearwater's CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture

Preferred

Bachelor's degree preferred

Benefits

Merit-based salary increases

Eligibility for our 401(k) plan

Medical, dental, vision, life and disability insurances

Leaves provided in line with your work state

Flexible paid time off

11 paid holidays

Paid sick time

Company

Clearwater

Clearwater serves a diverse and growing base of customers across the healthcare ecosystem, including several of the nation’s largest health systems as well as a large universe of regional hospitals, physician practice management groups, digital health and other healthcare technology companies, medical device manufacturers, and business service providers.

Founded in 2010

Nashville, Tennessee, USA

201-500 employees