Strategic Account Manager, Sales

Optura is healthcare's AI orchestration platform. We help healthcare organizations transform disconnected AI pilots into a unified, enterprise-scale program that delivers measurable value. Our platform enables teams to design, execute, and monitor intelligent agents that drive automation, insights, and action, while providing the control and observability needed to scale safely. Built for real-world complexity, Optura supports multiple model providers, integrates seamlessly with existing infrastructure, and offers both SaaS and self-hosted options.

Our mission: revolutionize how healthcare deploys and operationalizes AI in production.

We are seeking a Strategic Account Manager to run a true hybrid book: part hunter, part farmer. You will own the complete sales cycle for emerging and mid-tier healthcare accounts and fixed-price pilots — and as those pilots convert to platform adoption, you will own the expansion, renewal, and growth of everything you land. As one of our earliest go-to-market hires, you will work alongside our senior account executives on strategic accounts, help build our commercial playbook from the ground up, and have a clear path to a Senior Enterprise Account Executive seat.

This is a role for someone who likes winning new logos and genuinely enjoys growing what they land — customers do not expand because we push harder; they expand because the value landed.

• Own growth and retention across a book of live customers, from initial pilot through platform adoption, expansion, and renewal

• Build and work the expansion and upsell pipeline inside your accounts in partnership with the Strategic Account Director, so there's always a next business case in motion before anyone asks for one

• Own the operational relationship: day-to-day owners, AI center-of-excellence leads, and the people using the platform every day

• Partner with Forward Deployed Engineering and delivery to ground every expansion conversation in value customers have already realized, not value we hoped for

• Build and hold relationships with Director and Vice President level sponsors across healthcare payer and provider organizations

• Co-sell alongside Strategic Account Directors on shared accounts, carrying more of the relationship as it matures

• Keep pipeline, forecasting, and CRM discipline honest across the landed book, so leadership can see what's real without having to ask twice

• Help build the early commercial playbook for how Optura grows accounts, and feed what works back to the team

• 2+ years in B2B software, AI, or tech sales, account management, or customer success with a commercial number

• Evidence of growing an existing account: expansion, upsell, or renewal you personally drove

• Credibility with operators, not only signers. The people using the product trusted you

• Comfortable saying what you don't know and going to find out

• Experience selling to healthcare payers, providers, pharmacy benefit managers, healthtech platforms, or life sciences organizations

• Familiarity with enterprise AI platforms, large language model technologies, or healthcare data workflows

• Understanding of healthcare regulatory frameworks, including HIPAA, HITRUST, or CMS guidelines

• Strong outbound prospecting and storytelling capabilities

• Experience operating in an early-stage or high-growth startup environment

• Ability to translate technical concepts into clear business value

• Nashville metro area or open to remote for the right candidate

We offer a competitive compensation and benefits package, including:

• Health, dental, and vision insurance

• Generous paid time off

• Opportunities for professional growth and development

, we're not just building a product; we are intentionally building the team, culture, and equity we want to see in the tech world. That starts with recognizing that innovation thrives when diverse perspectives come together. Optura is an Equal Employment Opportunity Employer, period. We actively welcome and celebrate every candidate regardless of their race, color, religion, age, marital status, sex (including pregnancy, childbirth,…