COMPANY OVERVIEW

Clearwater is a leading provider of cybersecurity, risk management, and compliance services for healthcare and other regulated industries. We partner with hospitals, health systems, physician groups, digital health companies, and organizations supporting the Defense Industrial Base (DIB) to protect mission-critical information, improve cybersecurity maturity, and meet compliance requirements.

Clearwater combines deep healthcare cybersecurity expertise with technology-enabled services, including IRM|Pro® software, managed security offerings, advisory services, assessments, and compliance programs. Our mission is to protect patients and critical infrastructure by maturing our clients' security posture and enabling long-term resilience.

POSITION SUMMARY

The Vice President of Account Management will design, build, and lead Clearwater’s Account Management and Retention function, operating horizontally across all verticals (IDN, PPMG, HCIT/Digital Health, and DIB). This leader is responsible for the end-to-end client lifecycle post-sale, including renewal strategy, expansion strategy, account health, forecasting discipline, and AM/ISR development.

This role is both strategic and hands-on, balancing playbook creation with daily coaching, meeting participation, forecasting rigor, and cross-functional alignment with Delivery, Marketing, Product, and Sales Operations. The VP will bring a proven, scalable playbook for managing complex, multi-stakeholder accounts in a consulting and cybersecurity environment, with a strong track record of delivering high renewal rates and consistent expansion growth.

This leader will drive Clearwater’s shift toward a more predictive, disciplined, and proactive account management function, and one that ensures retention, increases client lifetime value, and improves client experience across the board.

SPECIFIC JOB RESPONSIBILITIES

Account Management Strategy & Leadership

· Build and execute a scalable Account Management and Renewal playbook covering onboarding, account planning, renewal management, forecasting, expansion strategy, and escalation paths.

· Establish unified AM standards across all verticals while allowing for appropriate vertical-specific adaptations.

· Define and implement a single, consistent renewal process including early risk identification, templates, and escalation mechanisms.

· Lead weekly AM-only team meetings, best-practice reviews, and structured 1:1 coaching.

· Co-own AM hiring decisions with vertical VPs; lead onboarding program.

· Develop structured career pathways for AMs and ISRs.

Retention, Expansion & Financial Performance

· Own renewal and retention targets across all verticals.

· Build and manage an accurate time-to-renewal forecast process, ensuring strong forecast discipline and early visibility into renewal risks.

· Develop expansion playbooks in collaboration with sales and delivery; establish clear cross-sell and upsell paths tied to client maturity and solution needs.

· Drive improvements in expansion bookings, and client lifetime value.

· Build a measurable account health scoring model that incorporates usage, engagement, delivery feedback, risk indicators, and value milestones.

Execution, Coaching & Operational Excellence

· Provide hands-on coaching to Account Managers and ISRs, including call shadowing, renewal strategy reviews, and joint preparation for client meetings.

· Support AMs as executive presence on strategic client conversations.

· Ensure strong documentation, CRM hygiene, and process compliance across all Ams.

· Partner closely with Sales Ops to develop dashboards, KPI tracking, and executive-level reporting.

· Elevate Clearwater’s account planning discipline: annual plans, quarterly updates, and alignment with AEs and Delivery.

Cross-Functional Collaboration

· Work deeply with Consulting leadership to align on client goals, address service quality issues, and manage escalations.

· Partner with Product leadership to provide client insights and improve roadmap communication to existing customers.

· Collaborate with the Director, SDR to drive outbound expansion efforts and ensure alignment between growth and retention processes. 

Analytics, Reporting & Continuous Improvement

· Own reporting and strategic insights on renewal performance, expansion trends, client health, risk indicators, and forecast accuracy.

· Drive continuous improvement through analysis of renewal outcomes, expansion conversion, AM productivity, and client feedback.

· Build and refine AM performance scorecards and KPIs.

EXPERIENCE REQUIRED

• 10–15+ years in Account Management, Client Success, or Renewal leadership roles.
• Proven success leading retention and expansion motions in healthcare or cybersecurity services (strong preference).
• Experience managing AM and ISR teams of at least 8–10 people, with demonstrated success scaling to larger teams.
• Deep experience designing and implementing renewal processes, escalation paths, account planning frameworks, and retention analytics.
• Strong background working with complex enterprise accounts and multi-stakeholder environments.
• Experience collaborating cross-functionally with Consulting, Product, and Sales Ops.
• Demonstrated success improving renewal rates, forecast accuracy, and expansion performance.

QUALIFICATIONS, SKILLS, & KNOWLEDGE

• Bachelor’s degree preferred.
• Strong leadership presence with the ability to influence across a matrixed      organization.
• Exceptional ability to coach, mentor, and develop talent, especially mid-level AMs.
• Strong operational and analytical skills with expertise in forecasting, reporting, and retention analytics.
• Ability      to translate cybersecurity, risk, and compliance concepts into business-value conversations.
• Comfortable serving as an executive presence on strategic client calls while allowing AMs to lead.
• Experience with Salesforce, account planning tools, and AM workflow tooling.
• Ability to thrive in a structured, enterprise environment that is also fast-moving and growth-oriented.

· Ability to embrace Clearwater’s CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture.? 

WHY JOIN CLEARWATER

• Lead a critical function responsible for protecting and expanding Clearwater’s client relationships.
• Opportunity to architect the company’s long-term retention and expansion engine.
• Work across healthcare, digital health, and defense sectors to drive meaningful client outcomes.
• Strong executive support and clear strategic mandate.
• Ability to build, scale, and shape a next-generation Account Management organization.

Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays, and paid sick time. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including applicable candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process.

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.

The base salary range for this role is $____225,000_______ to $____250,000_______. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays, and paid sick time. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including applicable candidate experience, skills, education and other factors permitted by law.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process.

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.