VP or Director of Strategic Accounts

Position Title:  VP or Director of Strategic Accounts

Location: Remote

Reports To: SVP of Healthcare Solutions

Type: Full Time | High Impact | Quota-Carrying

About Drips:
Drips is a fast-growing, tech-enabled managed service transforming how health plans engage their members at scale. Our member engagement solution drives measurable outcomes across the member journey, helping national, regional, and local health plans improve Stars, HEDIS, HOS, Medication Adherence, acquisition, and retention strategies.

Our work in direct collaboration with our healthcare customers directly impacts quality scores, member experience, revenue protection, and operational and administrative expenses, making Drips an indispensable partner in today’s value-driven landscape.

Job Overview:
We are seeking a driven Director or Vice President, Strategic Accounts with healthcare experience to join our growing team during a critical phase of growth. The role is built for a relationship-first leader who thrives on growing and expanding existing accounts, retaining high-value clients, and consistently delivering impact at scale across our health plan partners.

You’ll serve as the strategic point of contact for several strategic accounts – specifically national, regional, and local health plans – working closely with the SVP of Healthcare Solutions to identify expansion opportunities and ensure alignment to value. Success in this role means proactive leadership, developing and executing account plans with a sharp eye for growth, and the ability to navigate complex health plan organizations with confidence and precision.

What You’ll be Responsible For:

• Manage a portfolio of strategic accounts, with direct accountability for the Four R’s: Revenue Growth, Retention, Renewal, and Referenceability
• Build and grow executive relationships, expanding our footprint, retaining high-value clients, and delivering on key performance objectives
• Partner with client stakeholders (C-level leaders, as well as SVPs and Directors of Stars, Quality, Digital, Population Health, etc.) to identify and execute on expansion opportunities tied to measurable outcomes
• Develop, own, and execute detailed account plans that set strategy, outline growth objectives, and establish clear action steps across internal and client stakeholders
• Lead strategic account planning and quarterly and annual business reviews that highlight value, build trust, and set the stage for long-term growth within our Voice-of-Customer initiatives
• Convert Voice-of-Customer feedback into actionable strategies and Objective Key Results (OKRs) to improve outcomes and deepen relationships
• Maintain account health by actively mitigating risks, aligning on goals, and ensuring seamless delivery in collaboration with Services and Product teams
• Forecast and report on renewal and expansion pipeline, ensuring visibility and accountability across the business
• Generate and maintain a strong expansion pipeline, converting qualified expansion opportunities into measurable bookings
• Forecast accuracy and maintain CRM discipline on opportunity progress

What You Bring:

• Director-level: Minimum 3–5 years in a similar role, with 7+ years of overall healthcare experience
• VP-level: 7–10+ years in a senior account management or strategic account leadership role, with a proven track record of managing and growing C-level relationships at health plans
• Deep health plan expertise required, with strong preference for government programs (Medicare, Medicaid). Commercial-only experience acceptable but not preferred
• Consistent sales quota achievement and Gross and Net Retention success
• Ability to monitor client health, proactively mitigate risk, and have rigor around problem-solving
• Proven ability to sell $1M+ multi-year expansion deals with complex sales motions and 4–6+ month cycles
• Command and executive presence with the ability to lead strategic conversations with C-suite executives
• Proven ability to design and execute strategic account plans that drive revenue growth, align to client priorities, and provide a roadmap for long-term partnership
• Embraces and contributes to high-performance culture, grounded in team collaboration, discipline, accountability, integrity, and a high drive
• Strong communication and account planning discipline and execution
• Nice to have: Prior experience working inside a health plan organization

Why Join Us?

• Category-defining company solving meaningful problems at scale
• Partner with leading health plans on initiatives that matter
• Enterprise sales with purpose
• High performance culture and value-driven teams
• Competitive base + uncapped commission upside
• Comprehensive benefits package with optional voluntary coverage, plus unlimited PTO