Director, Account Management (California & Multi - State)

Director, Account Management (California & Multi-State) Zócalo Health Remote (Full Time) Compensation: $165,000 About Us Zócalo Health is a tech-enabled, community-oriented primary care organization serving people who have historically been underserved by the one-size-fits-all healthcare system. We partner with health plans, providers, and community organizations to deliver culturally competent primary care, behavioral health, and social care. Our model is built for populations with high medical and social complexity, where fragmented care drives poor outcomes and unnecessary cost. We combine local, community-based teams with virtual care and modern technology to deliver coordinated, whole-person care where members live and receive support. Founded in 2021, Zócalo Health is backed by leading healthcare and mission-aligned investors and is scaling rapidly across states and populations. We are building a durable care platform designed to perform in constrained healthcare environments and to lead the shift toward accountable, value-based care. Role Description The Director of Account Management will lead and scale Zócalo Health’s payer partnership strategy, beginning in California and expanding to additional markets including New York, Maryland, and Washington. This role owns a portfolio of Zócalo’s most strategic health plan relationships across Medicaid and Medicare lines of business including CalAIM, ECM/Community Supports, and D-SNP and is responsible for building and leading a high-performing Account Management function to support multi-state growth. This leader combines executive relationship ownership with team leadership and systems design to ensure strong partner performance, retention, and expansion. The role operates as a senior external partner to health plan leadership and a key internal driver of alignment across Operations, Clinical, Product, and Growth. This position will initially reports to the VP, Payer Partnerships & Strategy. Account Management Leadership (CA → Multi-State) Own Zócalo’s payer portfolio across California and emerging markets (NY, MD, WA) Serve as executive sponsor for high-priority, multi-line-of-business partnerships Ensure consistent, high-quality account management across markets Team & Function Building Build, lead, and develop the Account Management team Define account segmentation, ownership models, and operating cadence Establish scalable systems and a repeatable account management playbook Executive Partnership Ownership Serve as senior relationship owner across Medicaid and D-SNP payer partners Build trusted relationships with plan executives across operations, quality, care management, and finance Lead account strategy, including QBRs, performance reviews, and long-term growth planning Growth, Renewal & Expansion Own retention and renewal strategy across the payer portfolio Identify and drive expansion across geographies, populations, services, and products (including Medicare/D-SNP) Partner with contracting and growth teams to support new market and product expansion Performance & Operational Accountability Ensure performance against contract requirements, KPIs, and quality measures across lines of business Translate data into clear, executive-level insights and action plans Proactively identify risks and lead cross-functional interventions Qualifications 9-10+ years in payer/provider partnerships, account management, or managed care 3–5+ years leading teams or building functions in a high-growth environment Deep experience with Medicaid managed care; Medi-Cal strongly preferred Experience with Medicare or D-SNP programs strongly preferred Proven track record managing executive relationships and driving growth at scale Strong operational and financial acumen in value-based care environments Ability to build systems and teams in fast-scaling, ambiguous environments Preferred Qualifications Experience with CalAIM (ECM / Community Supports) Experience managing complex, multi-market payer partnerships What you can expect from Zócalo Health Annual performance bonus program up to 15% of base salary Equity compensation package Comprehensive benefits including medical, dental, and vision 401k Flexible PTO policy - take the time you need to recharge $1,000 home office stipend We provide the equipment needed for this role. Opportunity for rapid career progression with plenty of room for personal growth. You must be authorized to work in the United States. Remote Work can be done from anywhere in the U.S. At Zócalo Health Inc., we see diversity and inclusion as a source of strength in transforming healthcare. We believe building trust and innovation are best achieved through diverse perspectives. To us, acceptance and respect are rooted in an understanding that people do not experience things in the same way, including our healthcare system. Individuals seeking employment at Zócalo Health are considered without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Those seeking employment at Zócalo Health are considered without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.