Director Strategic Provider Accounts

At Carrum, we live and breathe the mission of transforming the healthcare system to create an unmatched experience for patients. If you are passionate about changing healthcare and want to finally get rid of surprise bills, poor quality, and high prices, while thriving in an entrepreneurial, cutting-edge environment, we would love to connect with you.

In 2014, Carrum reinvented the Centers of Excellence (COE) category in digital health. Today, 90% of the US population lives within 50 miles of a Carrum COE and our providers rank in the top 10% nationally. Our team’s execution has been recognized by the venture community and we’ve raised more than $96M in aggregate from investors like OMERS, Tiger Global Management, and Wildcat Ventures. Our impact has been externally proven in a 2021 RAND Corporation study and featured as a Harvard Business School (HBS) case study.

About the role

Reporting to the VP of Provider Operations and Account Management, the Director of Strategic Provider Accounts will serve as a critical leader, a key thought partner to leadership, and the champion of Carrum’s highest-value, most prestigious provider partnerships. In this role, you will lead the strategic vision, commercial growth, and retention efforts for our elite Center of Excellence (CoE) accounts. You will manage high-stakes commercial negotiations and sales conversations in lockstep with the Business Development (BD) team, while building and mentoring a high-performing account management function. Furthermore, you will work in close, symmetrical partnership with the Director of Provider Operations to align operational execution with account strategy, inform critical cross-functional projects, and ultimately deliver on company-wide OKRs.

Responsibilities

• Strategic Account Leadership & Thought Partnership
  • Own and elevate relationships with Carrum's most critical, high-profile strategic provider partners (e.g., health systems, major academic medical centers, and specialized ASCs) to ensure long-term retention and mutual growth.
  • Act as a key thought partner to executive leadership, helping shape Carrum’s overarching provider network strategy, commercial roadmap, and long-term positioning.
  • Partner seamlessly with the Director of Provider Operations to cross-pollinate operational insights and strategic accounts feedback, ensuring internal projects are prioritized effectively to meet and exceed network OKRs.
  • Architect a scalable account management strategy capable of handling a 5x–10x surge in COE accounts. Build the playbooks, tiering frameworks, and team structure required to decouple network growth from headcount, leveraging AI, automation, and cross-functional tools (Data, Product) to eliminate manual overhead.
• Commercial Growth & High-Stakes Negotiations
  • Lead strategic expansion and sales conversations in close partnership with the Business Development (BD) team, identifying net-new service line opportunities within existing accounts.
  • Own and execute high-value contract negotiations and renewals unilaterally, navigating complex health system dynamics and legal/financial frameworks to maximize mutual value.
  • Support downstream sales activities by advising on RFP responses in partnership with our commercial team and representing Carrum's network strength in the marketplace.
• Team Leadership & Operational Synergy
  • Build, mentor, and lead the strategic account management team, fostering a culture of high performance, accountability, and professional growth.
  • Drive cross-functional collaboration across internal departments (Clinical, Care Team, Client Success, Finance, and Data) to ensure a flawless experience for both providers and Carrum members.
  • Champion a metrics-driven culture by overseeing the development of account-specific KPIs, executive scorecards, and data-driven insights that demonstrate Carrum's value proposition to hospital leadership.
  • Act as the first escalation point for high-priority account crises, resolving complex operational, financial, or clinical friction points with urgency and diplomacy.

Requirements

• Experience: 8+ years of healthcare experience working directly with major hospitals, health systems, and physician groups, with at least 3+ years of direct people management and team leadership experience.
• Commercial & Negotiation Grit: Proven track record of managing and closing complex negotiations with hospital executives (VP, CFO, and C-Suite levels).
• Industry Knowledge: Deep understanding of value-based care, direct-to-employer contracting, bundled payments, and health system economics. Familiarity with elective surgeries, billing/invoicing, and CPT/DRG coding frameworks is highly preferred.
• Strategic & Operational Alignment: Demonstrated ability to act as a thought partner to senior executives while maintaining a strong operational alliance with project and operations teams to hit aggressive OKRs.
• Analytical Power: Highly data-driven, with a masterful ability to turn complex utilization and financial metrics into compelling, actionable stories for hospital and internal partners. Tech-forward mindset, proactively leveraging AI and advanced tools to streamline workflows and maximize team efficiency.
• Startup Agility & Attitude: Thrive in high-growth, entrepreneurial environments. Balance a strategic mindset with an "all hands on deck" willingness to solve problems alongside your team.
• Mission Alignment: Unrelenting commitment to excellence and a genuine passion for disrupting the traditional healthcare landscape for the better.
• Travel: Willingness to travel ~15% to cultivate deep, in-person relationships with key accounts and internal stakeholders.

Benefits

• Stock option plan
• Flexible schedules and remote work
• Chicago and San Francisco offices available
• Self-managed vacation days, within reason
• Paid parental leave
• Health, vision, and dental insurance
• 401K retirement plan

Pay

The salary range for this role is $175,000 - $210,000 depending on geography and level of experience, plus equity and an annual bonus.

About Carrum

We’re a health tech company that brings value-based care to the masses. We help employers deliver a memorable patient experience, immediately lower healthcare costs, and drive better outcomes through the power of technology and human-centered design. Since launching in 2014, we’ve partnered with Fortune 500 employers and top hospitals across the nation. We’ve been recognized by Harvard Business School and featured in TechCrunch, The Los Angeles Times, Washington Post, and Modern Healthcare. We believe we’re only scratching the surface of our opportunity and we’re looking for incredible people like you to help us realize our full impact.