Key Account Manager

About the job

Job Description: Role Overview: The Key Account Manager (KAM) will be responsible for driving revenue growth, account expansion, and long-term strategic partnerships with large hospital groups and healthcare enterprises. This role requires strong CXO-level selling capability, a deep understanding of hospital economics, and the ability to position company as a revenue-intelligence and care-orchestration platform that delivers measurable business outcomes. The KAM will own the end-to-end account lifecycle—from new logo acquisition and pilot conversion to multi-department expansion and predictable revenue realization. Key Responsibilities: Strategic Account Management & Revenue Growth • Own and grow a portfolio of enterprise hospital accounts, driving ARR growth through new acquisitions, upsell, cross-sell, and renewals • Convert pilots and proof-of-value engagements into long-term commercial contracts • Identify and unlock incremental revenue opportunities across service lines (Women & Childcare, IVF, Oncology, Diagnostics, Multi-Specialty) • Build multi-year account expansion roadmaps aligned with hospital growth objectives CXO & Clinical Leadership Engagement • Engage with CXOs and senior leadership (CEO, COO, CIO, CMO, Head Medical Services, Operations Heads) to align on revenue, outcomes, and operational priorities • Lead value-based selling conversations, articulating ROI, revenue uplift, and efficiency gains • Navigate complex hospital buying committees and decision-making processes Solution Selling & Deal Closure • Drive consultative solution selling—mapping hospital pain points to company's revenue and care-intelligence capabilities • Lead product demonstrations, pilot structuring, commercial negotiations, and contract closures • Collaborate with Product, Clinical, and Customer Success teams to ensure seamless onboarding and value realization Revenue Predictability & Performance Management • Own revenue forecasts, pipeline hygiene, and quarterly targets • Track and communicate measurable business outcomes delivered to accounts (conversion uplift, IP growth, diagnostics realization, etc.) • Ensure high customer satisfaction & retention Market & Stakeholder Intelligence • Stay deeply connected to hospital market dynamics, competitive landscape, and evolving care-delivery economics • Act as the voice of the customer, feeding insights into product and growth strategy Candidate Profile Experience & Background • 6–12 years of experience in enterprise B2B sales/key account management within healthcare • Strong experience selling to large hospital chains, multi-specialty hospitals, or healthcare enterprises • Prior exposure to healthcare SaaS, EMR/HIS, diagnostics, medical devices, or revenue-cycle solutions is highly preferred • Demonstrated success in CXO-level selling and closing high-value, multi-stakeholder deals Skills & Competencies • Proven ability to sell value, ROI, and outcomes, not just features • Strong understanding of hospital workflows, service-line economics, and patient lifecycle monetization • Excellent executive communication, negotiation, and stakeholder management skills • Data-driven, structured, and comfortable owning revenue numbers • High ownership mindset with the ability to operate in a fast-growing, high-accountability environment Success Metrics • New enterprise accounts acquired and pilots converted • ARR and revenue growth within assigned territory • Expansion across departments and service lines • Deal cycle velocity and win rates • Customer retention and reference creation Why Join Company • Opportunity to sell a category-defining revenue-intelligence platform in healthcare • Direct ownership of high-impact enterprise accounts • Exposure to CXOs and leadership teams across leading hospital groups • Fast growth, high accountability, and clear path to leadership roles