Strategic Account Executive

At Kalderos, we are building unifying technologies that bring transparency, trust, and equity to the entire healthcare community with a focus on pharmaceutical pricing.  Our success is measured when we can empower all of healthcare to focus more on improving the health of people. 

That success is driven by Kalderos’ greatest asset, our people. Our team thrives on the problems that we solve, is driven to innovate, and thrives on the feedback of their peers. Our team is passionate about what they do and we are looking for people to join our company and our mission.
That’s where you come in! We are seeking a highly strategic and results-driven individual to join our team and lead strategic client partnerships and drive new business within the healthcare technology sector. The successful candidate will be responsible for developing and executing long-term strategic account plans, driving significant revenue growth, fostering executive-level relationships and consistently meeting sales targets. This is a pivotal role for an experienced professional to shape strategic initiatives, drive quantifiable results, and make a significant contribution to the growth of both our clients and our organization. Candidates with exceptional strategic thinking, negotiation skills, financial acumen, and a passion for impacting the healthcare industry are highly encouraged to apply.

• Identify and capitalize on strategic upsell, cross-sell, and new strategic growth opportunities within existing client accounts, with a focus on measurable revenue impact.
• Lead complex contract negotiations, pricing strategies, and manage contractual obligations at a strategic level.
• Develop and execute strategies designed to significantly increase revenue and strengthen client partnerships.
• Deliver on quantifiable revenue growth targets per account, market share expansion within accounts, and measurable ROI of strategic initiatives.
• Drive active sales cycles while building a new business pipeline through prospecting and relationship building within assigned accounts.
• Consistently meet or exceed sales targets

• Develop and execute comprehensive, long-term strategic account plans with clear, quantifiable objectives and metrics for success, including revenue growth, market share expansion, and ROI of initiatives.
• Cultivate deep, strategic relationships with C-level executives and key decision-makers, establishing trusted advisor status and building strategic partnerships.
• Act as a strategic advisor and thought leader within accounts, providing industry insights and strategic recommendations that shape the client's broader strategy.
• Conduct regular strategic business reviews to identify new opportunities 
• Identify potential risks within accounts (e.g., competitive threats, industry changes) and develop and implement mitigation plans.
• Lead strategic initiatives and complex projects for client accounts, driving cross-functional alignment and ensuring successful outcomes.
• Monitor client engagement, product utilization, and strategic initiative performance, providing detailed reports that identify strategic opportunities, potential risks, and quantifiable results.

• Maintain a deep understanding of our solutions and articulate their strategic value proposition within the 340B and Medicaid landscape, aligning with each client's strategic objectives.
• Provide expert-level product support and strategic guidance, enabling clients to maximize their outcomes and align with their strategic goals.
• Contribute to the enhancement of customer success and strategic partnership strategies by offering data-driven insights and strategic recommendations.
• Gain a strong understanding of the customer’s business.

• Analyze client data to identify strategic trends, unlock new strategic opportunities, and implement meaningful improvements that align with client and organizational objectives.
• Ability to work with all customer roles and functions including executive-level personnel, customer stakeholders, operations, vendor management, sourcing, and procurement.
• Manage pipeline, opportunities, forecasting, prospecting, and other responsibilities related to field sales functions.
• Regular travel to clients.

• Bachelor’s degree in Business, Science, Technology, or Healthcare Administration.
• Ten or more years of demonstrable success in establishing and leading strategic client relationships, with a focus on driving revenue growth and achieving strategic objectives.
• Five or more years of practical experience with Salesforce or a similar CRM platform, with a focus on strategic account management functionalities.
• Software sales experience, specifically subscription and renewal models, and strategic partnership models.
• Track record of carrying and achieving quarterly and annual quota.
• Working knowledge of the Pharmaceutical Manufacturing space

• Ability to effectively coordinate internal teams to align with and deliver on client goals
• Highly strategic thinker with a proven ability to develop and execute long-term account plans.
• Strong financial acumen, negotiation skills, and contract management experience.
• Exceptional ability to engage and build relationships with C-level executives.
• Demonstrated ability to lead strategic initiatives and drive quantifiable results.
• Excellent communication, presentation, and interpersonal skills, with the ability to influence and persuade at all levels.
• Ability to work effectively both independently and as part of a strategic, collaborative team.
• Adaptable and results-oriented, capable of performing effectively in a fast-paced and dynamic environment.
• Analytical and data-proficient, utilizing insights to drive strategic decision-making and measurable ROI.
• Ability to extract insights from data for use in the delivery of the value proposition.
• Ability to operate in a rapidly changing, fast-paced, entrepreneurial environment with a cadence of delivering consistent results.
• Exceptional presentation skills and/or public speaking experience.
• Success selling into complex businesses.
• Previous sales process & methodology training.
• Self-driven, motivated, and results-oriented.
• Ability to travel up to 50%

• Advanced degree in Pharmacy, Life Science, Healthcare Administration, or Accounting.
• Prior experience with the 340B program and/or Medicaid Drug Rebate program, with strategic implications.

Expected Salary Range: $125,000 - $160,000 base + commission

This is a hybrid role in Boston, MA or Chicago, IL, potential to be remote in the US for the right person. Up to 50% travel is expected.

• Medical, Dental, and Vision benefits
• 401k with company match
• Flexible PTO with a 10 day minimum
• Opportunity for growth
• Mobile & Wifi Reimbursement
• Commuter Reimbursement
• Donation matching for charitable contributions
• Travel reimbursement for healthcare services not available near your home
• New employee home office setup reimbursement

• We thrive on collaboration, because we believe that we can only put our best work into the world when we work together to solve problems.
• We empower each other and believe in ensuring all voices are heard.
• We know the importance of feedback in individual and organizational growth and development, which is why we've embedded it into our practice and culture. 
• We’re curious and go deep. Our slack channels are filled throughout the day with insightful articles, discussions around our industry, healthcare, and anything else that interests our team!

To learn more: https://www.kalderos.com/company/culture

We know that job postings can be intimidating, and research shows that while men apply to jobs when they meet an average of 60% of the criteria, women and other marginalized folks tend to only apply when they check every box. We encourage you to apply if you think you may be a fit and give us both a chance to find out!

Kalderos is proud to be an equal opportunity workplace.  We are committed to equal opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

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