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Ribbon’s data platform fuels healthcare enterprises with actionable provider information to transform how care decision
The Role
As Account Director, you'll manage strategic CRO relationships, acquire new customers, and align business objectives with solutions, ensuring retention and driving expansion.
Summary Generated by Built In
At H1, we believe access to the best healthcare information is a basic human right. Our mission is to provide a platform that can optimally inform every doctor interaction globally. This promotes health equity and builds needed trust in healthcare systems. To accomplish this our teams harness the power of data and AI-technology to unlock groundbreaking medical insights and convert those insights into action that result in optimal patient outcomes and accelerates an equitable and inclusive drug development lifecycle. Visit h1.co to learn more about us.
The Commercial team at H1 plays a crucial role in creating that future. It is our role to work in partnership with our colleagues and our customers to understand the most valuable products we can deliver to the market. We strive to deeply understand our customers’ needs, and our users’ workflows, to solve their problems in simple and novel ways.
WHAT YOU'LL DO AT H1
As an Account Director of Strategic Accounts, you will own and grow a portfolio of H1’s most critical Contract Research Organization (CRO) customer relationships while also acquiring new CRO customers to expand H1’s market presence. You will serve as a trusted advisor to senior stakeholders (including C-suite executives), aligning their business objectives with H1’s solutions, driving measurable value, and expanding our footprint across business units, regions, and product lines. This role blends strategic account leadership with new logo acquisition, requiring a balance of hunter mentality and farmer discipline.
You will:
- Serve as the executive-level point of contact for assigned strategic accounts, building long-term, trusted partnerships across C-Suite, Regional, Franchise, and Business Unit leaders.
- Ensure retention by leading Executive Business Reviews, navigating renewals, and proactively addressing risks to customer health.
- Act as H1’s ambassador within customer steering committees, ensuring alignment between customer priorities and H1’s roadmap.
- Develop and execute multi-year account strategies that expand H1’s footprint through cross-sell and upsell opportunities.
- Identify and drive expansion opportunities into new business units, geographies, or product lines.
- Partner with H1’s Legal, Finance, and internal stakeholders to negotiate renewals, expansions, and complex agreements.
- Identify, prospect, and acquire new CRO customers; own the full sales cycle for new logos — from prospecting and discovery through negotiation and contract execution.
- Collaborate with Marketing and Business Development teams to build pipeline and accelerate market penetration.
- Seamlessly transition new customers into long-term strategic accounts with support from Customer Success and Implementation teams.
- Gain a deep understanding of customer initiatives, industry trends, and emerging business needs to anticipate opportunities.
- Provide structured, data-driven feedback to Product, Marketing, and Customer Success teams to influence product roadmap and go-to-market strategy.
- Represent customer perspectives internally, ensuring H1 delivers best-in-class solutions and support.
- Accurately forecast quarterly revenue (both new and expansion) across your accounts and pipeline.
- Maintain rigorous CRM hygiene, ensuring all pipeline, account, and deal activity is documented and up to date.
- Become a subject-matter expert in H1’s products, services, and value proposition to credibly engage with executives and technical stakeholders.
ABOUT YOU
You’re a driven sales professional who consistently drives to overachieve your targets. You’re an expert at discovery and have proven success with both new logo acquisition and a land and expand motion in large, global multinational companies.
REQUIREMENTS
- 8+ years of experience in enterprise account management and new business acquisition, ideally within SaaS, data, or healthtech.
- Demonstrated success managing a multi-million-dollar portfolio while consistently exceeding new business quotas.
- Strong executive presence with the ability to engage, influence, and build trust at the C-level.
- Proven track record of driving both net-new ARR and expansion ARR across enterprise accounts.
- Commercial acumen with deep experience in complex deal negotiation and revenue forecasting.
- Strategic thinker who thrives in a fast-paced, cross-functional environment, balancing customer advocacy with revenue growth.
- Experience with value-based selling.
- Comfortable with traveling to customers 20% of the time.
COMPENSATION
This role pays $130,000 to $160,000 per year, based on experience, plus variable commission 50/50 split, based on performance, in addition to stock options.
Anticipated role close date: 11/28/2025
H1 OFFERS
- Full suite of health insurance options, in addition to generous paid time off
- Pre-planned company-wide wellness holidays
- Retirement options
- Health & charitable donation stipends
- Impactful Business Resource Groups
- Flexible work hours & the opportunity to work from anywhere
- The opportunity to work with leading biotech and life sciences companies in an innovative industry with a mission to improve healthcare around the globe
H1 is proud to be an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, ancestry, national origin, religion, disability, sex (including pregnancy), age, gender, gender identity, sexual orientation, marital status, veteran status, or any other characteristic protected by law.
H1 is committed to working with and providing access and reasonable accommodation to applicants with mental and/or physical disabilities. If you require an accommodation, please reach out to your recruiter once you've begun the interview process. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Top Skills
Data
Healthtech
SaaS
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The Company
What We Do
At Ribbon, we’re building the infrastructure to transform billions of care decisions.
Our data platform fuels healthcare enterprises with actionable provider information, including insurance coverage, prices, and performance. By partnering with Ribbon, you can empower people to make the most informed decisions about their care by finding trusted, affordable providers.
Together, we can create a healthier future where people receive exceptional care.
Why Work With Us
We are passionate about simplifying healthcare decisions and determined to build the best team possible: one that is diverse, inclusive, and committed to living our values. We care deeply about our team and strive to offer a generous benefits package to support everyone’s well-being.
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