Sr. Director, Account Executives (customer Development) - Remote Eligible

Sr. Director, Account Executives (Customer Development)

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