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Develop Health is an AI-powered healthcare automation company focused on accelerating access to life-saving medications by automating complex processes like benefit verification and prior authorization. The company has helped over 2.5 million patients and partners with major pharmacy benefit managers and payers nationwide. The founding team includes veterans from successful healthcare exits (Rupa Health, Canvas Medical), and the company is scaling rapidly post-funding.
You will own a strategic book of the company's largest digital health and pharmacy accounts post-signature. This is a quota-free role where success is measured on retention, renewals, and volume growth. You'll work closely with product and engineering teams to drive customer outcomes.
Key responsibilities include:
- Serve as the primary post-sale contact for high-value digital health and pharmacy customers
- Establish success criteria with each account and track performance against them
- Conduct quarterly business reviews (QBRs) that connect platform performance (approval rates, turnaround time) to customer business goals
- Identify at-risk accounts early using usage and support data, and execute turnaround plans
- Own renewal processes and identify expansion opportunities (volume growth, new sites)
- Collaborate with account executives on expansion conversations requiring commercial input
- Bring customer insights and patterns to product and engineering teams with clear impact assessment
- Handle complex escalations and route others appropriately
- Build and document playbooks, templates, and account health scoring processes for team reuse
You'll need to learn the healthcare domain quickly, including prior authorization, benefit verification, PBM/payer dynamics, and how telehealth and pharmacy businesses operate.
REQUIREMENTS:
- 5+ years in post-sale, account-owning roles (Customer Success, Account Management, or Strategic Account Management) with a named book of business
- Demonstrated retention and growth metrics: renewals, net revenue retention (NRR), saves, or volume growth on accounts you owned
- B2B experience selling to companies (not consumers)
- Hands-on account management experience including account planning, success criteria definition, health scoring, and QBR execution
- Comfort reading and acting on data dashboards
- Executive presence and ability to run meetings with C-suite customers (COOs, heads of pharmacy)
BONUS QUALIFICATIONS:
- Account management experience at health-tech companies selling to providers, telehealth, or pharmacies
- Background in pharma manufacturing or pharma services account management
- Experience building CS or AM functions at early-stage startups
- Domain expertise in women's health, GLP-1, or weight-management telehealth
- Familiarity with CS tools (Pylon, Gainsight, Vitally) or light SQL
