Director, Account Management (California & Multi - State)

Director, Account Management (California & Multi-State)

Zócalo Health

Remote (Full Time)

Compensation: $165,000

About 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 Description

The 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 partnerships

Ensure consistent, high-quality account management across markets

Team & Function Building

Build, lead, and develop the Account Management team

Define account segmentation, ownership models, and operating cadence

Establish scalable systems and a repeatable account management playbook

Executive Partnership Ownership

Serve as senior relationship owner across Medicaid and D-SNP payer partners

Build trusted relationships with plan executives across operations, quality, care management, and finance

Lead account strategy, including QBRs, performance reviews, and long-term growth planning

Growth, Renewal & Expansion

Own retention and renewal strategy across the payer portfolio

Identify 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 expansion

Performance & Operational Accountability

Ensure performance against contract requirements, KPIs, and quality measures across lines of business

Translate data into clear, executive-level insights and action plans

Proactively identify risks and lead cross-functional interventions

Qualifications

9-10+ years in payer/provider partnerships, account management, or managed care

3–5+ years leading teams or building functions in a high-growth environment

Deep experience with Medicaid managed care; Medi-Cal strongly preferred

Experience with Medicare or D-SNP programs strongly preferred

Proven track record managing executive relationships and driving growth at scale

Strong operational and financial acumen in value-based care environments

Ability to build systems and teams in fast-scaling, ambiguous environments

Preferred Qualifications

Experience with CalAIM (ECM / Community Supports)

Experience managing complex, multi-market payer partnerships

What you can expect from Zócalo Health

Annual performance bonus program up to 15% of base salary

Equity compensation package

Comprehensive benefits including medical, dental, and vision 

401k

Flexible PTO policy - take the time you need to recharge

$1,000 home office stipend

We 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, or disability status. 

Those seeking employment at Zócalo Health are considered without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.