Account Executive

The Account Executive owns the growth trajectory for a portfolio of Foodsmart’s high-value, high-growth clients, including leading commercial and government health plans. You will lead renewal strategy, expansion planning, and upsell execution, working in close partnership with our Client Success team, which owns day-to-day service delivery, satisfaction, and escalation management. Your focus is building executive-level relationships that unlock growth, developing account strategies backed by data, and driving contract renewals and expansions that grow annual revenue. You will coordinate closely with Marketing to develop campaigns that support growth conversation, and work with Product, Sales, Finance, and Clinical Operations to structure and close expansion opportunities within your accounts.

Experience working with health plans in the California market is preferred.

Role: Account Executive Location: Remote, USA Base Salary Range: $140,000 - $180,000 base + bonus

Our salary ranges are determined by role, level, and location. Individual pay is determined by work location, job-related skills, experience, and relevant education or training.

Own annual revenue retention and growth for your client portfolio. You will develop and execute account growth plans that identify upsell and expansion opportunities aligned with client and company goals.

Lead the contract renewal process end-to-end — negotiating terms, articulating value, and securing renewals and multi-year commitments that protect and grow ARR.

Build and deepen executive-level relationships within your accounts, identifying new stakeholders and expansion champions to broaden sponsorship for Foodsmart across the organization.

Partner closely with the Client Success team to stay informed on account health and satisfaction, using that visibility to time renewal and expansion conversations and to get ahead of risk.

Understand data well and be data-driven in shaping account growth strategy. You will interpret and present ROI and clinical metrics to clients as a lever for expansion and renewal decisions.

Collaborate with the Foodsmart marketing team to co-create and adapt campaigns that support growth conversations — new lines of business, expanded populations, or increased engagement — using your own marketing experience to tailor materials to each client’s growth opportunity.

Work with Product and Sales to structure, price, and close new services or expanded scope within existing accounts.

Motivated, collaborative, a quick learner, self-sufficient, and driven by excellence in execution

A skilled negotiator, comfortable leading renewal and expansion conversations, including pricing and contracting discussions

Knowledgeable of how health insurance companies serve members across LOBs (Medicare, Medicaid, Commercial) and have an understanding of health systems

Experienced in working directly with marketing agencies/internal teams, and cross-functional internal and external teams

Passionate about our company mission and impacting health outcomes at scale

An excellent communicator, a strategic thinker and able to align multiple stakeholders to drive decisions and action

6+ years of experience in a healthcare consulting, healthcare services, or clinical services company in a client-facing growth, sales, or account management role focused on renewals, upselling, or expansion.

A demonstrated history of exceeding revenue retention and growth targets with clients

Experience growing a book of business and exceeding ARR through client sales, upselling, and contract renewals

Experience analyzing clinical outcomes, marketing data, and campaign performance to build a growth case

Background working with executive-level clients and gaining approvals on new strategies/tactics informed by regulatory filings and networking within the account

Understanding of complex contracting and provider agreements within health plans as well as health system contracting processes

Bachelor’s degree required; MBA or Master’s degree preferred

Experience working with health plans in California is preferred

Understanding of telehealth, wellness or nutrition space is a plus

Experience in a startup or small company environment is a plus