Senior Account Manager, Upsell and Expansion

Summary

Join Spring Health as a Senior Account Manager, Upsell and Expansion and contribute to our mission of revolutionizing mental healthcare. This role focuses on expanding Spring Health's presence within our largest enterprise clients by identifying and pursuing new revenue opportunities. You will build strong relationships with key stakeholders, understand their needs, and align them with Spring Health's solutions. The position requires proven experience in account management or sales, particularly with large, complex customers, and a strong understanding of HR and CFO dynamics. Success involves achieving an upsell quota and leveraging internal relationships. Spring Health offers a competitive total rewards package, including a base salary range of $132,000-$165,000, stock options, and comprehensive benefits.

Requirements

• Proven experience in an account management or sales role, ideally with a focus on customer expansion and growth within enterprise accounts
• Demonstrated success in consultative selling, particularly with large, complex customers
• Strong understanding of HR and CFO dynamics, with the ability to effectively engage and influence these decision-makers
• Passion for advancing mental health care and improving employee well-being
• Outstanding communication and presentation skills as well as a thoughtful and collaborative approach to sales to existing customers
• Entrepreneurial focus with a determination to succeed in an innovative, fast-paced environment with a high tolerance for ambiguity
• Strong background and track record of success as an individual contributor, with experience closing 6-figure deals and exceeding a quota
• Humility, resourcefulness, directness, ambition, extreme comfortability with change
• Emotional intelligence and an empathetic nature
• The ability to travel up to 30% of the year to meet with existing customers, build relationships and close expansion deals

Responsibilities

• Identify and pursue new opportunities within existing enterprise accounts to expand the adoption of Spring Health’s offerings
• Build business cases to demonstrate the need and value to expand their current mental health offering
• Partner with the Customer Success team to develop meaningful relationships with key stakeholders, including HR leaders at the VP level and above as well as CFOs, within our largest customers
• Understand customer goals, pain points, evolving business needs buying cycles, and areas of opportunity to deliver targeted recommendations, positioning Spring Health as an essential partner in enhancing their mental health offerings
• Own and iterate full cycle sales pitches to existing customers using a consultative sales approach, including but not limited to running discovery calls, Spring Health overview presentations of specific features/enhancements, demonstrations of the technology platform, pricing and proposal analysis and reviews when necessary and negotiation to close
• Meet and exceed a set revenue target by closing sales from assigned enterprise customers, contributing directly to the company’s growth
• Work with Customer Success, Sales, Strategic Alliances, Product, Operations and Marketing teams to ensure customer needs are met and value is continuously delivered. Provide customer feedback to influence product roadmap
• Stay current on mental health industry trends, competitive offerings, and the evolving needs of HR and finance decision-makers

Benefits

• Health, Dental, Vision benefits start on your first day at Spring
• You and your dependents also receive access to One Medical accounts HSA and FSA plans are also available, with Spring contributing up to $1K for HSAs, depending on your plan type
• Employer sponsored 401(k) match of up to 2% for retirement planning
• A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents
• We offer competitive paid time off policies including vacation, sick leave and company holidays
• At 6 months tenure with Spring, we offer parental leave of 18 weeks for birthing parents and 16 weeks for non-birthing parents
• Access to Noom , a weight management program—based in psychology, that’s tailored to your unique needs and goals
• Access to fertility care support through Carrot , in addition to $4,000 reimbursement for related fertility expenses
• Access to Wellhub ,  which connects employees to the best options for fitness, mindfulness, nutrition, and sleep in one subscription
• Access to BrightHorizons , which provides sponsored child care, back-up care, and elder care
• Up to $1,000 Professional Development Reimbursement a year
• $200 per year donation matching to support your favorite causes