The Sr. Director will lead the Account Executives team focusing on renewals, upsells, and cross-sells, and drive customer lifecycle strategy.
About Lyra Health
Lyra Health is the leading provider of mental health solutions for employers supporting more than 20 million people globally. The company has delivered 13 million sessions of mental health care, published more than 20 peer-reviewed studies, and delivered unmatched outcomes in terms of access, clinical effectiveness and cost efficiency. Extensive peer-reviewed research confirms Lyra’s transformative care model helps people recover twice as fast and results in a 26% annual reduction in overall healthcare claims costs. Lyra is transforming access to life-changing mental health care through Lyra Empower, the only fully integrated, AI-powered platform combining the highest-quality care and technology solutions.
About the Role:
We are seeking an experienced and strategic Sr. Director, Account Executives (Customer Development) to build and lead our post-sale growth and expansion team. This role will be responsible for managing a team of Account Executives focused on expanding revenue within our existing customer base, overseeing competitive renewals, upsells and cross-sells, and driving commercial strategy in collaboration with Customer Success, GTM Ops, and Product.
The ideal candidate is a data-driven, customer-obsessed leader with a proven track record of growing and scaling sales or AE teams in healthcare/healthcare tech or recurring revenue environment. You will play a critical role in shaping our customer lifecycle strategy and maximizing customer lifetime value. You'll excel in this role if you're someone who gets things done, cares deeply about making an impact, feels energized by ambiguous challenges, naturally brings people together, and can smoothly handle multiple moving pieces.
This role can be carried out from our Burlingame, CA headquarters, hybrid, or fully remote/virtually. Remote candidates must be physically located within the United States.
Responsibilities
- Lead, coach, and scale a high-performing team of post-sale Account Executives focused on renewals, upsells and cross-sells.
- Define and drive the expansion and retention strategy across customer segments.
- Collaborate with Customer Success, GTM Ops, Marketing, and Product teams to ensure aligned customer experiences and coordinated growth plans.
- Own and forecast renewal and expansion revenue metrics, delivering against quarterly and annual targets.
- Create scalable processes for pipeline development, account planning, and contract negotiations.
- Analyze customer health data, product usage trends, and market insights to optimize AE activities.
- Partner with CSOps to develop tools, playbooks, and reporting infrastructure that support efficient execution.
- Serve as an executive sponsor or escalation point for key accounts as needed.
- Champion a culture of customer value, team accountability, and continuous improvement.
Qualifications
- 10+ years of experience in customer-facing revenue roles (Account Management, Customer Success, or Sales).
- 8+ years of people leadership experience, including managing senior-level AEs.
- Demonstrated success in driving renewals and expansion within existing accounts.
- Strategic thinker with strong execution ability—comfortable working at both 30,000 feet and in the weeds.
- Strong business and financial acumen; can confidently manage commercial levers, pricing strategies, and complex negotiations.
- Experience working cross-functionally in a matrixed organization.
- Expertise in CRM (e.g., Salesforce), customer success tools (e.g., Gainsight), and BI/reporting platforms.
Preferred Qualifications
- Experience in B2B healthcare companies.
- Background in building or scaling post-sale commercial organizations.
- Track record of successfully leading teams through change and transformation.
Success Metrics
- Achieving/exceeding net revenue retention (NRR) goals
- Consistent team performance vs. expansion and renewal quota
- Team engagement and development metrics (eNPS, promotion readiness)
- Forecast accuracy and pipeline health
- Customer satisfaction and retention KPIs
"We are an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, age, disability, genetic information or any other category protected by law.
By applying for this position, you acknowledge that your personal information will be processed as per the Lyra Health Workforce Privacy Notice. Through this application, to the extent permitted by law, we will collect personal information from you including, but not limited to, your name, email address, gender identity, employment information, and phone number for the purposes of recruiting and assessing suitability, aptitude, skills, qualifications, and interests for employment with Lyra. We may also collect information about your race, ethnicity, and sexual orientation, which is considered sensitive personal information under the California Privacy Rights Act (CPRA) and special category data under the UK and EU GDPR. Providing this information is optional and completely voluntary, and if you provide it you consent to Lyra processing it for the purposes as described at the point of collection, for example for diversity and inclusion initiatives. If you are a California resident and would like to limit how we use this information, please use the Limit the Use of My Sensitive Personal Information form. This information will only be retained for as long as needed to fulfill the purposes for which it was collected, as described above. Please note that Lyra does not “sell” or “share” personal information as defined by the CPRA. Outside of the United States, for example in the EU, Switzerland and the UK, you may have the right to request access to, or a copy of, your personal information, including in a portable format; request that we delete your information from our systems; object to or restrict processing of your information; or correct inaccurate or outdated personal information in our systems. These rights may be subject to legal limitations. To exercise your data privacy rights outside of the United States, please contact [email protected]. For more information about how we use and retain your information, please see our Workforce Privacy Notice."
Top Skills
Gainsight
Salesforce
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