Director of Enterprise Accounts

Waterlily (Headquarters: Remote (with option to be hybrid in San Francisco, CA))

Enterprise Sales Account Management Director C-Suite Fortune 100 Strategy Insurance Healthcare Fintech LTC Remote San Francisco Startup Relationship Management Expansion Management Sales

**About Waterlily:**

Waterlily uses advanced AI to tackle one of the biggest, unsolved challenges in retirement planning: long-term care (LTC). We have already closed enterprise deals with multiple Fortune 100 insurance carriers and distributors, and raised an oversubscribed $7m Seed round from backers such as Insight Partners, Nationwide, Edward Jones, Brewer Lane Ventures, and Genworth. Our mission is to help families proactively plan for LTC needs and costs, and reduce America's multi-trillion-dollar LTC crisis.

**Company Culture:**

We have extremely high standards and expect our team to move quickly while maintaining top quality. Our interview process is rigorous. Those who join a small, highly skilled team work directly with our founders (UC Berkeley/MIT grads, previous successful exits). We value rapid learning, candid feedback, and intense execution. Expect to invest significant time (50-80 hours/week when needed) to achieve top-tier outcomes. We seek individuals who thrive in a demanding pace but also pace themselves sustainably.

**Role: Director of Enterprise Accounts**

As the Director of Enterprise Accounts, you will own and cultivate complex, high-stakes relationships with C-suite executives at our Fortune 100 enterprise clients (insurance carriers and distributors). This role requires a unique blend of high-level strategic thinking and meticulous, hands-on execution to ensure client success, drive adoption, and secure significant account expansions.

**Responsibilities:**

*   Develop and maintain strong, trusted relationships with key stakeholders, including C-suite executives, at major enterprise accounts.
*   Serve as the primary point of contact and strategic advisor for assigned clients.
*   Understand client strategic priorities, challenges, and business objectives related to LTC planning and insurance distribution.
*   Develop and execute account plans to ensure client success, retention, and growth.
*   Identify and pursue expansion opportunities within existing accounts (upsell/cross-sell).
*   Lead complex contract negotiations and renewals.
*   Collaborate closely with internal teams (product, engineering, sales, founders) to advocate for client needs and ensure successful delivery.
*   Combine strategic oversight with hands-on management of account activities and deliverables.

**Required Skills:**

*   Proven track record of successfully managing complex, large enterprise accounts (Fortune 100/500), preferably within the insurance, financial services, or healthcare sectors.
*   Experience building and maintaining relationships with C-suite level executives.
*   Strong strategic thinking and account planning capabilities.
*   Excellent negotiation, communication, and presentation skills.
*   Ability to understand complex technical and business requirements.
*   Demonstrated ability to drive account growth and achieve revenue targets.
*   Comfortable with both high-level strategy and detailed, hands-on execution.

**Ideal Candidate:**

*   Strategic, relationship-focused leader with exceptional business acumen.
*   Experienced in navigating large, complex enterprise organizations.
*   Results-oriented with a proven ability to exceed expectations.
*   Thrives in a fast-paced, high-growth environment requiring initiative and autonomy.
*   Motivated to operate at a demanding pace and meet high standards.
*   Shares our commitment to solving long-term care at scale and building deep enterprise partnerships.

**Benefits:**

We provide competitive salaries, meaningful equity, health insurance, 401(k) match, and other benefits for US employees. International hires join as contractors with a comparable setup.