Account Executive

Job description

**About Foodsmart:** Foodsmart is the leading Foodcare platform in the U.S., built to deliver nutrition-driven healthcare at scale. Powered by a national network of Registered Dietitians, Foodsmart combines personalized clinical nutrition care, behavior change tools, and food benefits to improve member health outcomes while lowering healthcare costs. Our platform is designed to foster healthier food choices, drive lasting behavior change, and deliver sustainable health outcomes. Through our highly personalized, digital platform, we guide more than 3 million members—including those in employer-sponsored health plans, regional and national Medicaid managed care organizations, Medicare Advantage plans, and commercial insurers—on a tailored journey to eating well while saving time and money. Foodsmart seamlessly integrates dietary assessments and nutrition counseling with online food ordering and cost-effective meal planning for the entire family, optimizing ingredients both at home and on the go. We partner with national and regional retailers across the U.S., many of whom accept SNAP/EBT, making healthier food more accessible. Additionally, we assist members with SNAP enrollment and management, providing tangible access to nutritious food. In 2024, Foodsmart secured a $200 million investment from TPG’s Rise Fund, which supports entrepreneurs dedicated to achieving the United Nations’ Sustainable Development Goals. This investment helps us expand our reach, particularly to low-income workers who are disproportionately affected by diet-related diseases. At Foodsmart, our mission is to make nutritious food accessible and affordable for everyone, regardless of economic status. We are committed to a set of core values that shape our culture and work environment: 👥 Customer First - You start with the member and work backwards. 🚀 Make It Happen - You act with urgency, use data, and hold high standards. 🤝 One Team - You collaborate with respect and commit as a group. Whether you're a dietitian, a commercial leader, or a technologist, working at Foodsmart means being part of a team that is passionate, supportive, and driven by a shared purpose. Join us in transforming the way people access and enjoy healthy food. **About the Role:** The Account Executive owns the growth trajectory for a portfolio of Foodsmart’s high-value, high-growth clients, including leading commercial and government health plans. You will lead renewal strategy, expansion planning, and upsell execution, working in close partnership with our Client Success team, which owns day-to-day service delivery, satisfaction, and escalation management. Your focus is building executive-level relationships that unlock growth, developing account strategies backed by data, and driving contract renewals and expansions that grow annual revenue. You will coordinate closely with Marketing to develop campaigns that support growth conversation, and work with Product, Sales, Finance, and Clinical Operations to structure and close expansion opportunities within your accounts. Experience working with health plans in the California market is preferred. ### You will: - Own annual revenue retention and growth for your client portfolio. You will develop and execute account growth plans that identify upsell and expansion opportunities aligned with client and company goals. - Lead the contract renewal process end-to-end — negotiating terms, articulating value, and securing renewals and multi-year commitments that protect and grow ARR. - Build and deepen executive-level relationships within your accounts, identifying new stakeholders and expansion champions to broaden sponsorship for Foodsmart across the organization. - Partner closely with the Client Success team to stay informed on account health and satisfaction, using that visibility to time renewal and expansion conversations and to get ahead of risk. - Understand data well and be data-driven in shaping account growth strategy. You will interpret and present ROI and clinical metrics to clients as a lever for expansion and renewal decisions. - Collaborate with the Foodsmart marketing team to co-create and adapt campaigns that support growth conversations — new lines of business, expanded populations, or increased engagement — using your own marketing experience to tailor materials to each client’s growth opportunity. - Work with Product and Sales to structure, price, and close new services or expanded scope within existing accounts. ### You are: - Motivated, collaborative, a quick learner, self-sufficient, and driven by excellence in execution - A skilled negotiator, comfortable leading renewal and expansion conversations, including pricing and contracting discussions - Knowledgeable of how health insurance companies serve members across LOBs (Medicare, Medicaid, Commercial) and have an understanding of health systems - Experienced in working directly with marketing agencies/internal teams, and cross-functional internal and external teams - Passionate about our company mission and impacting health outcomes at scale - An excellent communicator, a strategic thinker and able to align multiple stakeholders to drive decisions and action ### You have: - 6+ years of experience in a healthcare consulting, healthcare services, or clinical services company in a client-facing growth, sales, or account management role focused on renewals, upselling, or expansion. - A demonstrated history of exceeding revenue retention and growth targets with clients - Experience growing a book of business and exceeding ARR through client sales, upselling, and contract renewals - Experience analyzing clinical outcomes, marketing data, and campaign performance to build a growth case - Background working with executive-level clients and gaining approvals on new strategies/tactics informed by regulatory filings and networking within the account - Understanding of complex contracting and provider agreements within health plans as well as health system contracting processes - Bachelor’s degree required; MBA or Master’s degree preferred - Experience working with health plans in California is preferred - Understanding of telehealth, wellness or nutrition space is a plus - Experience in a startup or small company environment is a plus