Director, Account Management (California & Multi - State)

Director, Account Management (California & Multi-State)Zócalo HealthRemote (Full Time)Compensation: $165,000About 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 DescriptionThe 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 partnershipsEnsure consistent, high-quality account management across marketsTeam & Function BuildingBuild, lead, and develop the Account Management teamDefine account segmentation, ownership models, and operating cadenceEstablish scalable systems and a repeatable account management playbookExecutive Partnership OwnershipServe as senior relationship owner across Medicaid and D-SNP payer partnersBuild trusted relationships with plan executives across operations, quality, care management, and financeLead account strategy, including QBRs, performance reviews, and long-term growth planningGrowth, Renewal & ExpansionOwn retention and renewal strategy across the payer portfolioIdentify 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 expansionPerformance & Operational AccountabilityEnsure performance against contract requirements, KPIs, and quality measures across lines of businessTranslate data into clear, executive-level insights and action plansProactively identify risks and lead cross-functional interventionsQualifications9-10+ years in payer/provider partnerships, account management, or managed care3–5+ years leading teams or building functions in a high-growth environmentDeep experience with Medicaid managed care; Medi-Cal strongly preferredExperience with Medicare or D-SNP programs strongly preferredProven track record managing executive relationships and driving growth at scaleStrong operational and financial acumen in value-based care environmentsAbility to build systems and teams in fast-scaling, ambiguous environmentsPreferred QualificationsExperience with CalAIM (ECM / Community Supports)Experience managing complex, multi-market payer partnershipsWhat you can expect from Zócalo HealthAnnual performance bonus program up to 15% of base salaryEquity compensation packageComprehensive benefits including medical, dental, and vision 401kFlexible PTO policy - take the time you need to recharge$1,000 home office stipendWe 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