Strategic Account Manager

This a Full Remote job, the offer is available from: Europe, EMEA, United Kingdom

The role at a glance

• Location: Remote, UK
• Type: Permanent, full-time
• Eligibility to work in the UK: We welcome applications from candidates already eligible to work in the UK and that do not require sponsorship from Whereby. You will be asked to share proof of this prior to receiving any offer of employment.
• Interviews: Around 6 hours over a few weeks, including some practical tasks.
• Salary: 72,000 - 77,000 GBP (up to 20% bonus - additional bonus due to overachievement)
• Reporting to: Chief Commercial Officer

Your mission at Whereby

As a Strategic Account Manager, your mission will be to grow revenue from our most important Whereby Embedded customers. You will take accounts where Whereby already powers video calls and turn them into much larger, longer-term partnerships.

That growth comes from three directions:

• Across the group: many of our customers are part of larger healthcare groups. You will use the trust we have built with one company to win its sister companies under the same parent.
• Across regions: where we serve a customer in some countries, you will bring Whereby into their operations in other markets, such as winning their US business when we already work with their UK and European teams.
• Across products: you will drive adoption of our value-added services, starting with transcription and growing as we launch new ones, so customers get more value from Whereby and we grow our share of their spend.

This is a hands-on, commercially driven role. You will own a focused set of key accounts, build a clear expansion plan for each, and push those plans through to signed contracts.

Whereby’s vision and mission

Our Vision: A world in which anywhere works

Our Mission: Empower telehealth and other businesses to connect seamlessly through video calling, enabling them to unlock their full potential.

📍 Our global HQ is in Norway, but our users (and team) are worldwide. Whereby has been used in nearly every country in the world by millions of people. 🌏

To succeed in this role, you will need to be a highly skilled communicator, thrive in a fast-paced environment, and collaborate remotely with our global team.

Benefits include unlimited holiday, flexible, hybrid working setup, home office budget, enhanced parental leave, equity, and more.

Commercial team mission

Whereby is loved by millions of users worldwide, and our Commercial team plays a key role in expanding our customer base and driving revenue growth. Focused on the Telehealth and Digital Mental Health industries, we’re on a mission to facilitate healthcare consultations globally through enterprise customers in the sector.

As a Strategic Account Manager, you’ll make sure our best customer relationships reach their full potential. You will work closely with Sales, Customer Success, Marketing and ProdEng to find, shape and close expansion opportunities within our existing customer base.

What you’ll do

Account expansion strategy

• Own a portfolio of key Whereby Embedded accounts and build a strategic account plan for each, with clear expansion targets.
• Map each customer’s wider organisation: parent companies, sister brands, regional entities and the decision-makers behind them.
• Turn existing relationships into warm introductions, and lead the conversations that bring new group companies and new regions onto Whereby.
• Multi-thread every key account, building relationships across Product, Engineering, Operations, Procurement and the executive team.

Value-added services

• Proactively identify where customers would benefit from our value-added services, starting with transcription and growing as we launch new ones, and drive those conversations to a decision.
• Build business cases with customers that tie new capabilities to their outcomes, such as clinician time saved, better documentation and improved patient experience.
• Partner with Product and Engineering on pilots and rollouts so expansions land well and stick.

Renewals and commercial negotiations

• Lead renewals for your accounts, using them as opportunities to expand scope, extend terms, make sure pricing keeps pace with the value Whereby delivers, and strengthen the partnership.
• Shape pricing and commercial proposals with the Commercial leadership team, and lead negotiations through to signature.
• Keep a close eye on account health and usage, spotting both growth signals and risks early.

Voice of the customer

• Bring structured feedback from strategic customers into the product roadmap.
• Share what you learn about the healthcare groups and markets you work in, helping shape our wider go-to-market strategy.
• Maintain accurate account plans, forecasts and activity in our CRM.

What we’re looking for

We’re looking for a commercially minded account manager who sees every customer relationship as a starting point. You are energised by growing accounts, comfortable asking for the next deal, and skilled at navigating large, multi-entity organisations.

Skills and competencies

• Expansion-driven: You actively hunt for growth within existing accounts and push opportunities to close.
• Strategic account planner: You can map a complex organisation and build a credible plan to grow within it.
• Relationship builder: You earn trust with senior stakeholders and use it to open new doors.
• Skilled negotiator: You are confident leading commercial discussions on pricing, scope and terms.
• Technically fluent: You understand APIs and integrations well enough to discuss them credibly with Product and Engineering teams.
• Proactive and independent: You are comfortable navigating ambiguity and driving initiatives to completion.

Experience

• 5+ years in Account Management, Strategic Account Management or a similar role in B2B SaaS, managing 6-figure contracts.
• A proven track record of expanding existing accounts, ideally including cross-sell into sister companies, new regions or new product lines.
• Experience selling technical solutions, ideally APIs or infrastructure products, to healthcare or other regulated industries.
• Experience managing complex stakeholder landscapes across Product, Engineering, Legal and Procurement.
• Strong documentation and presentation skills, capable of building compelling business cases for executive audiences.
• Bonus: Experience with healthcare groups operating across multiple countries, or a background in new business sales.

🌎 We believe in everyone

We fundamentally believe talent is distributed to all of us in equal measure. We open our doors (physical or URL) to everyone and we see our differences as a strength; it’s this philosophy that drives us towards our mission.

This means we see your unique history as having value money cannot buy; we believe in the strength of every intersection of race, religion or belief, ethnic origin, different physical ability, family structure, socio-economics, age, nationality, marital, domestic or civil partnership status, sexual orientation, gender identity.

Why join us?

• Work with some of the most interesting telehealth and digital health platforms in the world, and help them build better care experiences on Whereby.
• Have a direct, visible impact on revenue growth, with variable compensation that rewards expansion.
• Collaborate with cross-functional teams in a supportive, fast-paced environment that values innovation, learning and career growth.

Your progression

This is a senior-level role, with ample opportunity for career progression based on performance. As our strategic accounts grow, so does the opportunity to shape how Whereby manages and grows its largest customers, and to build out the account management function over time.

Ready to make an impact? Apply now!