Strategic Account Manager

About the Role

As a Strategic Account Manager (SAM), you'll be a founding member of a new sales motion shaping strategy and execution of how Nourish unlocks health system access for our growing field sales team. You'll own a territory end-to-end — building your target list from scratch, landing meetings with service line leaders (the physician and operator dyads who control referral access), and turning those relationships into durable referral channels for Nourish dietitians.

This is a 0→1 role. We have strong evidence that in-system relationship-building dramatically amplifies the performance of our field team, and we're investing in a team to do help us execute at scale today.

This is an NYC-based or remote role. Expect ~50% travel to be in-person with health system partners across your territory.

Key Responsibilities:

• Own territory strategy end-to-end – Build and maintain a target list of service line leaders across health systems in your territory. Prioritize where to focus, sequence your approach, and re-underwrite every few weeks as new intel comes in. You decide where the wedge is.
• Open doors into complex health systems – Land meetings with service line leaders through a mix of cold outbound, in-person regional presence, and reference-based outreach. Work existing relationships, third-degree connections, and internal intel from Nourish's field team to break into accounts that have been closed to us.
• Sell service line leaders on Nourish as a clinical partner – Run deep discovery on each system and service line: incentive structures, decision dynamics, and the problems leaders are actually trying to solve. Position Nourish's field team as a service line asset, diligence the minimum viable path to referrals, and challenge customers when they stall.
• Own the service line leader relationship over time – Maintain trust long after launch. Counsel leaders on how to hit their own incentives, bring data and perspective to stalls, and be the consultative partner on how the relationship expands over time.
• Operationalize access and own implementation – Serve as the cross-functional QB post-commitment. Define the rollout plan, clear system-specific blockers (EHR workflow, top-down comms, clinic manager alignment), and run down internal requirements with the right Nourish stakeholders. Hand off to the field team with full context on expectations and risks.
• Build and iterate on the SAM playbook – Identify what's working in real time and feed it back into pitch materials, territory templates, and handoff protocols that every future SAM will use.

We’d love to hear from you if:

• You have 6–12 years of experience, the majority in quota-carrying B2B sales in healthcare, with a minimum of 2 years selling into healthcare — extra points if you've sold into health systems or physician groups.
• You're a top-quartile sales performer in a complex, multi-stakeholder healthcare environment and can speak fluently to P&L owners about the economics of a service line.
• You have clear evidence of zero-to-one work in your current role: opened a new territory, landed a first logo in a new segment, or sold to more senior buyers than your JD asked for.
• You have strong executive presence and are comfortable selling to VPs, service line leaders, and department heads — challenging customers when things stall, handling objections by reframing, and earning trust by being useful rather than easy.
• You're a consultative seller who engages with the person across the table as a partner — bringing data, counseling leaders on their incentives, and owning relationships permanently rather than handing them off.
• You're energized by 0→1 work and ambiguity, excited to build the playbook as you execute against it, and scrappy and operationally excellent enough to manage a full funnel of moving pieces on your own.
• You're highly collaborative and cross-functional, working closely with field sales, operations, product, clinical, and Enterprise BD to make sure your wins translate into real referral volume downstream.

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