Senior Manager, Key Accounts

Why This Role

Get in early on a new category. Prescribers order, practices bill, patients use the treatment. It's a motion you know, and you'll help build the market, not maintain one.
A step up in scope. This isn't a territory role. You'll own a book of our most important accounts and shape how we grow them.
First in seat. You'll build the playbook, and as the business grows, you'll hire and lead the team.
Paid for growth. Base salary plus a variable incentive tied to year-over-year order growth on your accounts, plus equity.
Real visibility. You'll report to the CRO, and your results will show up directly in company growth.

Key Responsibilities

Account Ownership and Growth
Get accounts bought in, then grow them. Build relationships with executives, provider leaders, practice managers, and clinical champions so accounts are committed to the program, not just signed up. Build account plans with clear order growth targets, risks, and next steps.
Know every account down to the prescriber: who's ordering, who stopped, who never started, and why.
Expand. Find the next site, service line, provider group, or product inside each account and make the case to clinical and operational leaders. Partner with Sales on contract amendments and pricing.
Flex your coverage. High-touch for health systems. For large practices and provider groups, use scaled approaches such as group training, office hours, and practice-ready resources where they fit.
Provider Engagement
Drive repeat ordering. Diagnose what's slowing adoption, such as workflow breaks, staff turnover, reimbursement friction, or a lost champion, and fix it with named owners and dates.
Take the friction out of billing. Help practice billing and revenue cycle teams get comfortable ordering and billing a newer type of treatment, from charge capture and coding to denials. Spot problems early, bring in Market Access, who own reimbursement and payer strategy, and make sure the practice knows how to handle it next time.
Train and retrain prescribers and practice staff as teams change, in partnership with Clinical and Implementation. Track the impact on ordering and activation.
Internal Stakeholder Management
Take a clean handoff from Implementation. Work alongside PECT as implementation wraps up, then own the account once it's live and ordering. Bring implementation back in when an expansion needs new workflows or EHR work.
Be the customer's primary point of contact and escalation. Drive resolution across Sales, Market Access, Clinical, Product, and Legal.
Keep leadership and customer sponsors informed with clear, executive-ready updates.
You’ve worked hand in hand with sales, implementation, and reimbursement teams, and you know how to get things done without authority.
Reporting and Documentation
Run business reviews with clinical, operational, revenue cycle, and executive sponsors, built on order and activation data and clear next steps.
Keep Salesforce current on accounts, contacts, opportunities, and forecast. Use dashboards to spot adoption risk and growth.
Partner with Finance on account reporting, forecasting, and practice invoice issues.

Required Skills and Experience

Required
5-7+ years in healthcare field account management, key account management, or clinical sales, including 4+ years at a med device, diagnostics, or digital health company where revenue depended on providers ordering. Think ambulatory cardiac monitoring, home sleep testing and PAP, CGM, or remote patient monitoring.
A track record of growing order or utilization volume across health systems and large practices or provider groups. Show us your attainment, rank, and account growth.
You're a seller and a relationship builder. You've won over skeptical prescribers and practice managers, and you've kept accounts growing after the sale.
Hands-on knowledge of how practices bill and get paid: fee-for-service, HCPCS/CPT, charge capture, and denials. You've helped a billing team work through a new or unfamiliar code, and you understand what it means for a practice to carry reimbursement risk.
Credibility with health system executives, and just as comfortable with a group practice's practice manager.
The ability to turn utilization data into an action plan and an ROI story. Salesforce experience; Looker or similar a plus.
Bachelor's degree required. An MBA, MPH, or clinical background is a plus. A clinical license is not required.
Willingness to travel 25-30% for onsite provider engagement, training, and account reviews.
Nice to Have
Consistent top-of-region ranking or President's Club.
You've trained, mentored, or led others, or built a playbook from scratch.
Sleep medicine or behavioral health experience.

What Success Looks Like

Year-over-year order growth across your book and in each account.
Percentage of accounts hitting agreed ordering targets.
Growth in active and repeat prescribers.
Patient activation rate against agreed account goals.
Expansion into new sites, service lines, or provider groups.