Principal, Key Accounts

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🇺🇸 United States – Remote

💵 $155k - $185k / year

⏰ Full Time

🔴 Lead

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Elation Health

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2010

⚕️ Healthcare Insurance

🤖 Artificial Intelligence

Healthcare Insurance • Software as a Service (SaaS) • Artificial Intelligence

Elation Health is a company that provides a clinical-first electronic health record (EHR) platform designed for primary care practices. Their platform, which includes AI-powered features like Note Assist, aims to enhance patient care by streamlining clinical workflows and improving efficiency. Elation Health serves small to medium-sized practices, direct care providers, and enterprises, offering services such as medical billing software, telehealth, and patient engagement tools. With a focus on better patient-provider relationships and exceptional care, Elation Health supports over 32,000 clinicians in advancing their medical practices.

📋 Description

• Own the end-to-end success and growth of a portfolio of Elation's largest, most strategic accounts, including gross revenue retention, net revenue retention, and expansion ARR • Develop and execute account plans that reflect each customer's business goals, organizational dynamics, and clinical priorities • Proactively identify and manage retention risks, escalating cross-functionally and setting clear expectations externally • Build and maintain trusted relationships with C-suite and senior decision-makers across your accounts, including CMOs, CEOs, COOs, and clinical leaders • Serve as a strategic advisor and thought partner, helping customers think through how Elation supports their long-term care delivery and business goals • Lead executive business reviews that drive alignment, demonstrate value, and open doors to expansion • Identify, develop, and close upsell and cross-sell opportunities in partnership with Sales • Translate customer challenges and workflows into compelling business cases for expanded Elation adoption • Bring a commercial mindset to every customer interaction, always thinking about how to deepen the partnership and grow the relationship • Act as the voice of your customers internally, advocating for their needs with Product, Engineering, and Operations, and ensuring feedback shapes Elation's roadmap • Partner with Sales, Marketing, and Service teams to ensure seamless, cohesive experiences across the customer lifecycle • Contribute to the development of frameworks and playbooks that raise the bar for how Elation engages with enterprise customers • Own your book of business metrics: health scores, usage trends, risk signals, and expansion pipeline • Regularly communicate account status, risks, and opportunities to senior leadership with clarity and commercial context • Maintain rigorous account documentation to ensure continuity and institutional knowledge

🎯 Requirements

• 8+ years in Customer Success, Strategic Account Management, or Consulting, with at least 3 years managing enterprise or key accounts at a SaaS company • 3+ years of experience in healthcare, deep familiarity with primary care organizations, physician group dynamics, or health system operations strongly preferred • A demonstrable track record of retaining and growing complex, multi-stakeholder accounts • Experience selling or co-selling expansion, you're comfortable in commercial conversations and partnering closely with Sales • Executive presence and credibility: you can hold a room with a CMO and a CFO, and you know how to build trust at the top • Strong business acumen, you connect customer outcomes to business value, and you use data to tell that story • A bias toward action, ownership, and candor, you don't wait to be asked, and you communicate clearly even when it's hard • Genuine curiosity about AI in healthcare. You follow where the space is going, you use AI tools yourself, and you can have a credible, nuanced conversation with clinical and operational leaders about what's real.