Account Executive - Healthcare Growth & Client Expansion

About the Role:

The Account Executive owns the growth trajectory for Foodsmart’s high-value, high-growth clients, including commercial and government health plans. Key responsibilities include:

• Leading renewal strategy, expansion planning, and upsell execution in partnership with the Client Success team.
• Building executive-level relationships to unlock growth, developing data-backed account strategies, and driving contract renewals and expansions that grow annual revenue.
• Collaborating with Marketing to develop campaigns supporting growth conversations, and working with Product, Sales, Finance, and Clinical Operations to structure and close expansion opportunities.
• Experience working with health plans in the California market is preferred.

You will:

• Own annual revenue retention and growth for your client portfolio, identifying 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 to protect and grow ARR.
• Build and deepen executive-level relationships within accounts, identifying new stakeholders and expansion champions.
• Partner closely with the Client Success team to stay informed on account health and satisfaction, timing renewal and expansion conversations and mitigating risk.
• Use data to shape account growth strategy, interpreting and presenting ROI and clinical metrics to clients for expansion and renewal decisions.
• Collaborate with the Foodsmart marketing team to co-create and adapt campaigns supporting growth conversations.
• Work with Product and Sales to structure, price, and close new services or expanded scope within existing accounts.

You are:

• A motivated, collaborative, 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 understand health systems.
• Experienced in working directly with marketing agencies/internal teams and cross-functional internal and external teams.
• Passionate about Foodsmart’s mission and impacting health outcomes at scale.
• An excellent communicator, strategic thinker, and able to align multiple stakeholders to drive decisions and action.

You have:

• 6+ years of experience in healthcare consulting, healthcare services, or clinical services 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 and health system contracting processes.
• A 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.