Director, Enterprise Account Management

📌 Core Information

🔹 Job Title: Director, Enterprise Account Management

🔹 Company: Oura

🔹 Location: San Francisco, California, United States (Remote OK)

🔹 Job Type: Full-Time

🔹 Category: Sales & Business Development

🔹 Date Posted: May 7, 2025

🔹 Experience Level: 12+ years

🔹 Remote Status: Remote OK (US-based)

🚀 Job Overview

Key aspects of this role include:

• Driving revenue growth and expansion within key enterprise accounts in Healthcare and Wellness verticals
• Building and leading a high-performing team of Enterprise Account Managers
• Defining and implementing best practices for effective enterprise account management
• Collaborating with internal teams to communicate market trends and opportunities

ASSUMPTION: This role requires a proven enterprise account management expert with a track record of driving revenue growth and scaling teams. The ideal candidate will have a deep understanding of the digital health landscape and wearable technology products.

📋 Key Responsibilities

✅ Drive revenue growth and expansion within key enterprise accounts in the Healthcare and Wellness verticals by cultivating strong, strategic relationships with executive-level stakeholders

✅ Develop strategic account plans and execute regular Quarterly Business Reviews (QBRs) to deliver value, achieve revenue targets, and ensure customer success

✅ Own the creation and execution of the overall strategy for the newly formed Enterprise Account Management function

✅ Build, lead, and develop a high-performing team of Enterprise Account Managers with specialized vertical expertise, encompassing recruitment, onboarding, coaching, and ongoing development to maximize their potential and achieve team objectives

✅ Define and implement best practices and processes for effective enterprise account management. Monitor and analyze key performance indicators for both individual accounts and the team, providing regular reporting and insights

✅ Foster a culture of accountability, collaboration, and continuous improvement within the Enterprise Account Management team

✅ Establish feedback loops with Product, Science, and Commercial Leadership to communicate key customer and market trends, needs, and opportunities for improved service and new market potential

ASSUMPTION: The responsibilities listed above are based on the provided job description. However, the role may evolve over time, and additional responsibilities may be assigned as needed.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 12+ years of experience selling health or wellness technology solutions into enterprise accounts and partners

Required Skills:

• Proven ability to drive revenue growth and expansion within enterprise accounts through strategic planning, effective contract negotiation, and a history of exceeding targets
• Demonstrated track record of building, leading, and scaling high-performing account management teams
• Excellent communication, presentation, and interpersonal skills, with a proven ability to collaborate effectively across internal teams
• Strong business acumen and deep knowledge of the digital health landscape and wearable technology products
• Passion for the Oura product and our mission to empower everyone to realize their health potential
• Self-starter who thrives in fast-paced, high-growth settings and demonstrates a “no job too big or small” mentality

Preferred Skills:

• Experience working with B2B Healthcare and Wellness accounts
• Familiarity with CRM systems (e.g., Salesforce, HubSpot)
• Experience with account planning and Quarterly Business Reviews (QBRs)

ASSUMPTION: The required and preferred skills listed above are based on the provided job description. However, the qualifications may be adjusted based on the specific needs of the role and the organization.

💰 Compensation & Benefits

Salary Range: $144,000 to $180,000 USD per year (market-based approach, may vary depending on location)

Benefits:

• Competitive salary and equity packages
• Health, dental, vision insurance, and mental health resources
• An Oura Ring of your own plus employee discounts for friends & family
• 20 days of paid time off plus 13 paid holidays plus 8 days of flexible wellness time off
• Paid sick leave and parental leave

Working Hours: Full-time (40 hours per week), with flexibility for remote work

ASSUMPTION: The salary range provided is based on the company's market-based approach to pay. However, the actual offer may vary depending on the candidate's location, skills, and experience.

📌 Applicant Insights

🔍 Company Context

Industry: Wellness and Fitness Services. Oura is a fast-growing startup focused on empowering people to track all stages of sleep and activity using the Oura Ring and connected app.

Company Size: 501-1,000 employees. As a mid-sized company, Oura offers the opportunity to work in a dynamic environment with a clear mission and a strong focus on employee well-being.

Founded: 2013. Oura has been on a mission to empower every person to own their inner potential since its founding in 2013.

Company Description:

• Oura is an award-winning and fast-growing startup that helps people track all stages of sleep and activity using the Oura Ring and connected app
• The company provides daily feedback and practical steps to inspire healthy lifestyles, helping hundreds of thousands of people improve their sleep, understand their bodies, and transform their health
• Oura is known for its skilled and multidisciplinary team of experts in hardware engineering, software development, machine learning, bioscience, sleep, industrial and UX design, production, marketing, and customer experience

Company Specialties:

• Consumer electronics
• Health technology
• Wearable technology
• Sleep monitoring
• Software development

Company Website: ouraring.com/whatsoura

ASSUMPTION: Oura's mission, values, and culture are centered around empowering people to take control of their health and well-being. The company prioritizes employee well-being and offers a range of benefits to support its team members.

📊 Role Analysis

Career Level: This role is a senior-level position, requiring a proven track record in enterprise account management and team leadership.

Reporting Structure: The Director, Enterprise Account Management will report directly to the Chief Commercial Officer (CCO) and will be responsible for building and leading a team of Enterprise Account Managers.

Work Arrangement: This is a remote role, with the expectation that the successful candidate will be based in the United States. Oura has offices in San Francisco and San Diego for those who prefer hybrid or office settings, and employees in other major cities occasionally gather informally at local co-working locations.

Growth Opportunities:

• As the first hire in this role, the successful candidate will have the opportunity to shape the Enterprise Account Management function and grow the team
• With Oura's rapid growth, there may be opportunities for the candidate to take on additional responsibilities or advance their career within the company

ASSUMPTION: The growth opportunities listed above are based on the company's current growth trajectory and may evolve over time. The specific opportunities available to the successful candidate will depend on the organization's needs and the individual's performance.

🌍 Location & Work Environment

Office Type: Oura has offices in San Francisco and San Diego, with remote work options available for this role.

Office Location(s): San Francisco, California, United States (with remote work options)

Geographic Context:

• San Francisco is a major city in California, known for its vibrant tech industry, diverse culture, and mild Mediterranean climate
• The city offers a range of housing options, from urban apartments to suburban homes, and has a robust public transportation system
• San Francisco is home to numerous tech companies, startups, and venture capital firms, providing ample networking opportunities

Work Schedule: Full-time (40 hours per week), with flexibility for remote work

ASSUMPTION: The work environment at Oura is dynamic and fast-paced, with a strong focus on collaboration, innovation, and employee well-being. The company offers a range of benefits and perks to support its team members, including an Oura Ring of their own and employee discounts for friends and family.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with the Talent Acquisition team
• Interview with the hiring manager (Director of Commercial Operations)
• Interview with the Chief Commercial Officer (CCO)
• Final interview with the CEO
• Background check and offer extension

Key Assessment Areas:

• Sales and business development skills, with a focus on enterprise account management
• Leadership and team-building abilities
• Strategic thinking and problem-solving skills
• Communication and interpersonal skills
• Cultural fit with Oura's mission, values, and work environment

Application Tips:

• Highlight your relevant experience and achievements in enterprise account management and team leadership
• Tailor your resume and cover letter to emphasize your skills and qualifications for this specific role
• Prepare for behavioral and situational interview questions that focus on your sales and leadership skills
• Research Oura's mission, values, and company culture to demonstrate your fit with the organization

ATS Keywords: Enterprise Account Management, Revenue Growth, Strategic Planning, Contract Negotiation, Team Building, Leadership, Digital Health, Wearable Technology, Customer Success, Collaboration, Coaching, Continuous Improvement, Market Trends

ASSUMPTION: The interview process at Oura is designed to assess the candidate's skills, experience, and cultural fit with the organization. The company values transparency, collaboration, and innovation in its hiring process.

🛠️ Tools & Technologies

• CRM system (e.g., Salesforce, HubSpot)
• Account planning and Quarterly Business Reviews (QBRs) tools
• Project management and team collaboration tools (e.g., Asana, Trello, Slack)

ASSUMPTION: The tools and technologies listed above are based on industry standards and best practices for enterprise account management. However, the specific tools used by Oura may vary, and the successful candidate may be required to learn and adapt to the company's existing technology stack.

👔 Cultural Fit Considerations

Company Values:

• Empowerment: Oura is committed to empowering people to take control of their health and well-being
• Innovation: The company is dedicated to continuous learning, improvement, and pushing the boundaries of what's possible in health technology
• Collaboration: Oura values teamwork, open communication, and a culture of support and respect

Work Style:

• Dynamic and fast-paced work environment
• Strong focus on collaboration, innovation, and employee well-being
• Remote work options available, with a preference for US-based candidates

Self-Assessment Questions:

• Do you share Oura's passion for empowering people to take control of their health and well-being?
• Are you comfortable working in a dynamic, fast-paced environment and adapting to change?
• Do you thrive in a collaborative work environment and enjoy working with a diverse team of experts?

ASSUMPTION: Oura's company values and work style are centered around empowering people, fostering innovation, and promoting collaboration. The successful candidate will be a strong cultural fit with the organization and will share Oura's commitment to its mission and values.

⚠️ Potential Challenges

• As the first hire in this role, the successful candidate may face challenges in defining and implementing best practices for enterprise account management at Oura
• The role requires a strong understanding of the digital health landscape and wearable technology products, which may present a learning curve for candidates without relevant experience
• The successful candidate may face competition from other enterprise account management professionals and may need to demonstrate their unique value proposition to secure the role
• The remote work arrangement may present challenges in building and maintaining relationships with team members and stakeholders, requiring strong communication and collaboration skills

ASSUMPTION: The potential challenges listed above are based on the specific requirements and context of this role. The successful candidate will need to be proactive, adaptable, and resilient in the face of these challenges to thrive in the role.

📈 Similar Roles Comparison

• This role is unique in its focus on building and scaling the Enterprise Account Management function at Oura, with a strong emphasis on driving revenue growth and expansion within key enterprise accounts
• Compared to other enterprise account management roles, this position offers the opportunity to shape the function and grow the team, with a clear focus on driving commercial success for the organization
• Career paths for successful candidates in this role may include advancement to a vice president or chief of staff position within the commercial organization, or transition to a leadership role within another function at Oura

ASSUMPTION: The comparison points listed above are based on industry trends and best practices for enterprise account management roles. However, the specific opportunities and career paths available to the successful candidate will depend on Oura's organizational structure and the individual's performance in the role.

📝 Sample Projects

• Developing a strategic account plan for a key enterprise account in the Healthcare vertical, including a detailed analysis of the account's business needs, priorities, and opportunities for revenue growth
• Conducting a competitive landscape analysis of the wearable technology market, with a focus on identifying trends, gaps, and opportunities for Oura's product portfolio
• Designing and implementing a Quarterly Business Reviews (QBRs) process for Oura's enterprise accounts, including the development of templates, agendas, and reporting tools to ensure consistent and effective customer communication

ASSUMPTION: The sample projects listed above are based on the key responsibilities and required qualifications for this role. However, the specific projects assigned to the successful candidate may vary depending on the organization's needs and priorities.

❓ Key Questions to Ask During Interview

• What are the key priorities for the first 90 days in this role, and how will my success be measured?
• How does Oura support the professional development and growth of its team members, particularly in roles like this one?
• What are the key challenges facing the Enterprise Account Management function at Oura, and how can I contribute to addressing them?
• How does Oura collaborate with its enterprise customers to ensure their success and drive revenue growth?
• What is the company's long-term vision for the Enterprise Account Management function, and how does this role fit into that vision?

ASSUMPTION: The key questions listed above are designed to help the successful candidate understand the role's priorities, challenges, and opportunities for growth. The specific questions asked during the interview may vary depending on the organization's needs and the individual's qualifications.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link: oura.com/careers
• Tailor your resume and cover letter to highlight your relevant experience and skills for this specific role
• Prepare for behavioral and situational interview questions that focus on your sales and leadership skills
• Research Oura's mission, values, and company culture to demonstrate your fit with the organization
• Follow up with the Talent Acquisition team one week after submitting your application to inquire about the status of your application

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.