Strategic Account Manager

In the healthcare sector, the Health Insurance Portability and Accountability Act of 1996 (HIPAA) requires that all insurance payers exchange transactions such as claims, eligibility checks, prior authorizations, and remittances using a standardized EDI format called X12 HIPAA. A small group of legacy clearinghouses process the majority of these transactions, offering consolidated connectivity to carriers and providers.

Stedi is the world's only programmable healthcare clearinghouse. By offering modern API interfaces alongside traditional real-time and batch EDI processes, we enable both healthcare technology businesses and established players to exchange mission-critical transactions. Our clearinghouse product and customer-first approach have set us apart. Stedi was ranked as Ramp’s #3 fastest-growing SaaS vendor.

Stedi has lightning in a bottle: engineers and designers shipping products week in and week out; a lean business team supporting the company’s infrastructure; passion for automation and eliminating toil; $92 million in funding from top investors like Stripe, Addition, USV, Bloomberg Beta, First Round Capital, and more. To learn more about how we work, watch our founder Zack’s interview with First Round Capital.

We are hiring our first Strategic Account Manager to join our go-to-market team. In this role, you will own Stedi’s largest and most sophisticated customers. You will have an outsized impact on Stedi’s overall revenue by identifying expansion opportunities, partnerships, and more.

This is more than a traditional sales role - you are expected to become an expert in Stedi’s entire suite of products, services, roadmap, and more. As the face of the relationship, you will develop one-off strategies and tactics to ensure the success of our largest customers on the Stedi platform, with the goal of expanding the relationship and identifying more ways of working together.

Above all, you will create and maintain relationships that will shape how we work with customers for years to come.

• Serve as the primary commercial point of contact for a book of strategic customers representing a significant percentage of Stedi’s monthly recurring revenue (MRR).

• Manage a pipeline of expansion opportunities in Stedi’s CRM to track upsells, cross-sells, renewals, and transaction usage growth.

• Bring revenue expansion opportunities from ideation through to execution – identifying new expansion use cases, supporting the customer’s technical validation process, addressing pricing and contractual blockers, and ultimately ensuring successful product adoption.

• Interface with customers daily – including executive leadership, product managers, engineers, and ops teams – through Slack, Zoom, email and in-person meetings.

• Proactively surface product and payer-level usage insights in order to address issues preventing additional product adoption.

• Collaborate with solutions engineering, payer operations, data analytics, and leadership to assist in customer engagements.

• You have 5+ years of quota-carrying sales, account management, sales engineering, or customer success experience. You have a strong track record of supporting customers as they adopt and utilize technical API-driven products. You also have experience getting contracts signed.

• You have previous healthcare experience. You come from the healthcare industry, specifically software companies that sell to payers, providers, revenue cycle management (RCM) businesses, and EHR/practice management systems.

• You’re comfortable working with technical API products. You understand how to work with, sell, and support technical product offerings - you speak the language and exhibit genuine curiosity around the product you sell.

• You are exceptional at staying on top of many open threads simultaneously. You are hyper-responsive, organized, and thorough. You almost never drop balls.

• You strive to become the customer’s most trusted advisor. Helping customers use the Stedi platform as it exists today is routine. You go a step further by helping customers innovate on the platform to drive real business outcomes for them and their partners.

• You have a low ego. No task is too small in order to find success and generate revenue.

• You do what it takes to get the job done. You are resourceful, self-motivating, self-disciplined, and don’t wait to be told what to do. You put in the hours.

• You move fast. We move fast as an organization. This requires an ability to match our pace and not get lost by responding with urgency (both externally to customers and internally to stakeholders), communicating what you are working on, and proactively asking for help or feedback when you need it.

The annual compensation range for this role is $225K-300K. For roles with a variable component, the range provided is the role’s On Target Earnings ("OTE") range, which means that the range is inclusive of the sales commissions or bonus target and annual base salary. This range may be inclusive of multiple experience levels at Stedi and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, location, and qualifications. Please reach out to your recruiter with any questions.

We’ve been made aware of individuals impersonating the Stedi recruiting team. Please note:

• All official communication about roles at Stedi will only come from an @stedi.com email address.

• If you’re unsure whether a message is legitimate or have any concerns, feel free to contact us directly at [email protected].

We appreciate your attention to this and your interest in joining Stedi.

At Stedi, we're looking for people who are deeply curious and aligned to our ways of working. You're encouraged to apply even if your experience doesn't perfectly match the job description.