Director, Account Management (California & Multi - State)

About the role

The Director of Account Management will lead and scale Zócalo Health’s payer partnership strategy, beginning in California and expanding to additional markets including New York, Maryland, and Washington.

Responsibilities

• Own Zócalo’s payer portfolio across California and emerging markets (NY, MD, WA)
• Serve as executive sponsor for high-priority, multi-line-of-business partnerships
• Ensure consistent, high-quality account management across markets
• Build, lead, and develop the Account Management team
• Define account segmentation, ownership models, and operating cadence
• Establish scalable systems and a repeatable account management playbook
• Serve as senior relationship owner across Medicaid and D-SNP payer partners
• Build trusted relationships with plan executives across operations, quality, care management, and finance
• Lead account strategy, including QBRs, performance reviews, and long-term growth planning
• Own retention and renewal strategy across the payer portfolio
• Identify and drive expansion across geographies, populations, services, and products (including Medicare/D-SNP)
• Partner with contracting and growth teams to support new market and product expansion
• Ensure performance against contract requirements, KPIs, and quality measures across lines of business
• Translate data into clear, executive-level insights and action plans
• Proactively identify risks and lead cross-functional interventions

Requirements

• 9-10+ years in payer/provider partnerships, account management, or managed care
• 3–5+ years leading teams or building functions in a high-growth environment
• Deep experience with Medicaid managed care; Medi-Cal strongly preferred
• Experience with Medicare or D-SNP programs strongly preferred
• Proven track record managing executive relationships and driving growth at scale
• Strong operational and financial acumen in value-based care environments
• Ability to build systems and teams in fast-scaling, ambiguous environments

Qualifications

• Experience with CalAIM (ECM / Community Supports)
• Experience managing complex, multi-market payer partnerships

Benefits

Annual performance bonus program up to 15% of base salary
Equity compensation package
Comprehensive benefits including medical, dental, and vision
401k
Flexible PTO policy - take the time you need to recharge
$1,000 home office stipend

Pay

$165,000

Schedule

Remote (Full Time)