Account Manager, Upsell and Renewal

We’re seeking a dynamic and driven Account Manager, Upsell and Renewal to join our Customer Success team, focused on expanding Spring Health’s footprint within our enterprise customer base. This role is responsible for identifying and driving new revenue opportunities by uncovering additional product and service needs among our current customer base. As a crucial part of the team, the Account Manager will collaborate closely with the Customer Success team to cultivate strong relationships, understand each customer’s unique needs, and align them with Spring Health's solutions. This is a full-time remote position on our team that may require travel up to 30% of the year.

What you’ll do:

• Account Expansion: Identify whitespace and pursue new opportunities within existing enterprise accounts to expand the adoption of Spring Health’s offerings. Build business cases to demonstrate the need and value to expand their current mental health offering.
• Account Retention: Collaborate with the Customer Success team to build out a unique renewal strategy for each customer, including their expansion and margin-specific goals.
• Relationship Building: Partner with the Customer Success team to develop meaningful relationships with key stakeholders, including HR leaders at the VP level and above as well as CFOs, within our largest customers.
• Consultative Selling: Understand customer goals, pain points, evolving business needs buying cycles, and areas of opportunity to deliver targeted recommendations, positioning Spring Health as an essential partner in enhancing their mental health offerings.
• Ownership of Commercial Execution: Manage the full commercial cycle for customer expansions and renewals, from initial discovery and product demonstration to pricing, negotiation, and final contract execution.
• Quota Achievement: Meet and exceed a set revenue target by closing renewal and upsells from assigned enterprise customers, contributing directly to the company’s growth.
• Cross-Functional Collaboration: Work with Customer Success, Sales, Strategic Alliances, Product, Operations and Marketing teams to ensure customer needs are met and value is continuously delivered. Provide customer feedback to influence product roadmap.
• Market Intelligence: Stay current on mental health industry trends, competitive offerings, and the evolving needs of HR and finance decision-makers.

What success looks like in this role:

• Achieving an upsell quota by establishing strong customer relationships with our enterprise partners and leveraging internal relationships to understand the needs of our customers.

What you’ll bring:

• Proven experience in an account management or sales role, ideally with a focus on customer expansion and growth within enterprise accounts.
• Demonstrated success in consultative selling, particularly with large, complex customers in a complex renewal environment.
• Strong understanding of HR and CFO dynamics, with the ability to effectively engage and influence these decision-makers.
• Passion for advancing mental health care and improving employee well-being.
• Outstanding communication and presentation skills as well as a thoughtful and collaborative approach to sales to existing customers
• Entrepreneurial focus with a determination to succeed in an innovative, fast-paced environment with a high tolerance for ambiguity
• Strong background and track record of success as an individual contributor, with experience closing 6-figure deals and exceeding a quota.
• Humility, resourcefulness, directness, ambition, extreme comfortability with change.
• Emotional intelligence and an empathetic nature.
• The ability to travel up to 30% of the year to meet with existing customers, build relationships and close expansion deals.
• While not required, experience in employee benefits is strongly preferred, whether as a producer or consultant/broker

The target base salary range for this position is $106,400 - $138,400 and is part of a competitive total rewards package including stock options and benefits. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually using Radford Global Compensation Database at minimum to ensure competitive and fair pay.

Benefits provided by Spring Health:

Note: We have even more benefits than listed here and below, your recruiter will provide more in-depth information as you continue in the interview process. All benefits are subject to individual plan requirements and eligibility criteria.

• Health, Dental, Vision benefits start on your first day at Spring Health. You and your dependents also receive an individual One Medical account which is valued at $199/year per user. HSA and FSA plans are also available.
• Employer sponsored 401(k) match of up to 2%
• A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents.
• Generous paid time off, 10 sick days, 12 paid holidays throughout the year, and a 1 month sabbatical leave granted at your 4 year anniversary
• We offer parental leave up to 18 weeks, depending on your eligibility including tenure and medical situation.
• Access to fertility care support through Carrot, in addition to $4,000 reimbursement for related fertility expenses.
• Access to Wellhub, an on-demand virtual benefit that provides wellbeing coaching, and budget management.
• Up to $1,000 Professional Development Reimbursement a year.
• $200 per year donation matching to support your favorite causes.