Principal Account Partner

Company Description

Today, when you go to your doctor and get referred to a specialist, your doctor sends out a referral and tells you, “They’ll be in touch soon.” So you wait. And wait. Sometimes days, weeks, or even months. Why? Because too often providers are overwhelmed with the painstakingly tedious work required to get paid by insurance companies. Powered by proprietary models, Tennr handles the complex paperwork that gets patients through the door and providers paid, helping operators get patients the right care, at the right time, in the right setting.

Role Description

As a Principal Account Partner at Tennr, you own whether Tennr’s most strategic customers get the value they signed up for - not just the relationship but the outcome itself.
The best way to think about the role is you're the product manager for the account. The "product" is the customer's outcome, and you own it start to finish - deciding what value actually means for this customer, pushing our teams to deliver on it, and demonstrating that we did. It's a role built at the intersection of strategy, operations, and healthcare, for someone who's worked inside healthcare, understands how complex provider organizations really operate, and knows how to drive change through people who don't report to them.
You won't do this alone. A dedicated project manager owns deployment execution, and a solutions engineering team owns the build - which means your time stays focused on the value thesis, the executive relationship, and growing the account.
This role is ideal for high-performing professionals from healthcare consulting or healthcare operations backgrounds who have seen how broken healthcare administrative is today — and want to be on the side that's fixing it.

Key Responsibilities

• Spend time with customer leadership to deeply understand their goals, incentives, and how they measure success, and take a hard stake on what real value looks like for the stakeholders who matter.

• Revisit the value thesis when customer goals shift, leadership changes, or scope changes.

• Monitor outcomes against what was sold and usage against contracted volume, run the ROI analysis.

• When an account isn't on track, diagnose the cause, drive the right internal team to act, and hold the bar on priority and on what "done" means.

• Own QBRs, executive syncs, and customer leadership presentations, and renewal conversations - all carried by rigorous ROI framing and executive-grade storytelling.

• Be the voice of the customer internally, partnering with Sales, Solutions, Product, and Engineering so our most strategic customers' needs shape what we build.

• Develop the expansion thesis across the customer's journey, build the case, and bring it to customer leadership and owning whether the account grows.

• Serve as the permanent relationship holder for the account's full lifecycle, from deployment through renewal and expansion.

• Travel on-site as needed to deepen relationships, accelerate adoption, and drive strategic partnership goals.

Qualifications

• 3-6 years+ of experience in healthcare consulting, healthcare operations, or a directly related enterprise customer-facing role in SaaS, AI-native software, or HealthTech

• Experience working inside or alongside complex provider organizations - you understand how health systems, clinical practices, and provider groups make decisions and measure success

• Experience owning enterprise-level relationships - you've navigated multi-stakeholder environments, presented to executive leadership, and driven outcomes that required organizational change

• Exceptional written and verbal communication, with strong executive-level storytelling skills

• Highly analytical and detail-oriented, with experience translating data into clear recommendations

• Experience building polished, metrics-driven presentations and client-facing materials

• Systems thinker - you don't just solve the problem in front of you, you build the process so it doesn't happen again

• High ownership mindset and excitement to drive real customer outcomes in a fast-paced, cross-functional environment

• Willing to travel as needed

Why Tennr?

• Drive Impact: Help build the foundation of how our team operates every day

• Develop Operational Expertise: Learn the inner workings of scaling systems, tools, and infrastructure

• Innovate with Purpose: Join a high-caliber team leveraging AI to solve real-world problems in healthcare

• Be Rewarded: Receive a competitive compensation package, including equity, top-tier benefits, and 401(k) match

• Collaborate & Connect: Thrive in our vibrant Hudson Square office (4 days/week onsite)

Benefits

• Beautiful new office at 345 Hudson Street

• Unlimited PTO

• 100% paid employee health benefit options

• Employer-funded 401(k) match

• Competitive parental leave