Director, Account Management

At Bayvrio, we are redefining pharmacy benefit management through an intelligent technology platform and dynamic marketplace designed to put control back in client's hands. Our solution enables organizations to customize pharmacy benefit strategies that align with their unique needs—driving measurable savings while improving access and quality of care.

By combining smart technology with a curated, modular marketplace, we challenge the limitations of today’s broken system. Our approach empowers clients with flexibility, transparency, and choice—delivering tailored solutions that maximize value and create a more efficient, patient-centered pharmacy experience.

About the role

Summary

The Director, Account Management provides strategic leadership over the account management function, with direct responsibility for the organization's most complex, high-revenue, and strategically significant client relationships. This role sets account strategy, drives enterprise-level retention and growth outcomes, and represents the client's voice at the executive level. The Director leads and develops a team of account managers, partners with Sales, Underwriting, Operations, Product, and senior leadership to align client strategy with corporate objectives, and serves as an escalation point for the organization's most sensitive client matters. This position operates with a high degree of autonomy and is accountable for the overall health, growth, and profitability of the assigned account portfolio.

Essential Duties & Responsibilities

Strategic Leadership & Executive Client Relationships

●  Serve as executive relationship owner for the organization's largest, most complex, or most strategically important accounts.

●  Build and sustain trusted, consultative partnerships with C-suite and senior client stakeholders.

●  Set overall account strategy and lead enterprise-level business reviews, strategic planning sessions, and executive briefings.

● Own the portfolio's retention strategy, proactively identifying risk and directing cross-functional response to protect key relationships.

● Champion SaaS platform adoption and value realization across the portfolio, ensuring strategy translates into measurable client outcomes.

● Serve as final escalation point for the highest-priority client issues, directing root-cause analysis and resolution.

Team Leadership & Account Management Oversight

● Lead, coach, and develop a team of account managers, setting performance expectations and supporting career growth.

● Establish account management processes, playbooks, and standards of excellence across the team.

● Oversee complex implementations, plan redesigns, and benefit strategy discussions on flagship accounts.

● Partner with Product, Technology, and Customer Success leadership to shape onboarding, configuration, integrations, and feature roadmap priorities based on client and portfolio needs.

● Ensure contract compliance and oversee renewal strategy execution across the portfolio.

● Ensure alignment between client expectations and operational delivery, resolving cross-functional conflicts as needed.

 Strategic Growth & Revenue Responsibility

● Own revenue growth targets for the account portfolio, including upsell, cross-sell, and expansion opportunities.

●  Lead and support high-value RFP responses and complex renewal negotiations.

● Analyze portfolio-level utilization, financial performance, and service trends to inform strategic recommendations to senior leadership.

● Advise clients and internal stakeholders on industry trends, pricing strategy, regulatory changes, and value-added programs.

● Partner with Sales leadership on account planning and go-to-market strategy for strategic accounts.

Reporting & Continuous Improvement

● Synthesize complex data into executive-ready insights and strategic recommendations.

●  Drive process improvements that enhance client experience, retention, and operational efficiency across the account management function.

● Maintain deep working knowledge of PBM operations, pricing components, claims processing, and regulatory requirements.

● Maintain working knowledge of SaaS delivery models, subscription billing structures, and system integrations.

● Mentor and develop future account management leaders within the organization.

Education and Experience

●        Bachelor's degree required; MBA or advanced degree preferred.

●        8+ years of progressive experience in account management, client success, or a related field, including experience managing strategic, complex, or enterprise-level accounts, required.

●        3+ years of people leadership experience managing account management or client-facing teams required.

●        Experience in healthcare, PBM, or SaaS environments strongly preferred.

●        Strong working knowledge of PBM operations, pricing models, claims processing, and regulatory requirements preferred.

●        Demonstrated track record managing strategic accounts and driving enterprise-level retention, growth, and profitability.

●        Executive-level communication, negotiation, analytical, and strategic planning skills.

Knowledge, Skills, and Abilities

●        Proven strategic account management experience, including managing enterprise-level or highly complex accounts.

●        Demonstrated people leadership, coaching, and team development skills.

●        Executive presence with strong oral and written communication skills.

●        Operates independently and exercises sound, autonomous judgment on strategic matters.

●        Accountable for portfolio-level revenue growth and retention strategy.

●        Serves as senior escalation resource and subject matter expert across the organization.

●        Proficiency with Microsoft Office Suite and the ability to learn proprietary or industry software systems.

●        Experience overseeing SaaS implementations, system integrations, or technology-enabled service solutions.

●        Ability to translate technical, operational, or regulatory information clearly for executive audiences.

●        Strong organizational and cross-functional influence skills.

●        Must be dependable and maintain the highest levels of confidentiality.

●        Demonstrated ability to research and resolve complex technical and non-technical issues.