客户执行官
Client Executive
### 为什么选择Clarium？
医疗行业每年在供应链上的支出超过250亿美元，这是由于数据碎片化、低效的工作流程和浪费的物资造成的。Clarium正在解决这个问题。我们的AI驱动平台Astra OS，为医院提供端到端的供应链运营可见性，自动化工作流程并提供可操作的见解，使供应链团队能够专注于最重要的事情：患者护理。我们已获得包括耶鲁纽黑文医疗系统、斯坦福、Geisinger和Kaiser Permanente在内的全球领先医疗系统的信任。
Clarium成立于2020年，已累计融资4300万美元。我们的A轮融资由Northzone领投，General Catalyst、AlleyCorp、Kaiser Permanente Ventures、德克萨斯医学中心风险投资和1984 Ventures等机构跟投。
### 这是一个机会
我们正在招聘一位具有商业思维、具备高管素质的客户执行官，负责一组现有医疗系统客户的长期合作和商业成果。你将接手一些现有客户，并回答最关键的问题：这家医疗系统是否实现了购买时承诺的节省，其高管团队是否相信这一点，这个故事是否公开，他们是否会续约，以及我们接下来应该做什么？
你将对每个客户的商业成果负责；包括收入留存率、续约签字以及系统内部的扩展。你将与每个客户的负责人一起制定战略规划，涵盖实施、客户成功、产品和工程部门，指导工作而非亲自执行，并在需要时与Clarium领导层互动以加强与客户的对齐。
在90天内，你将接管你的客户组合，针对客户实际签约内容建立经过验证的价值基准，完成首次高管业务评审，绘制每个客户的利益相关者图谱（包括自交易完成后新增的人员），识别每个客户至少一个合格的扩展机会，并负责你的续约预测。在12个月时，你将实现客户组合的收入留存，完成多个医疗系统的扩展，建立Clarium在整个客户群中使用的价值报告模型，并将至少一名客户转化为公开参考案例。
### 在这个职位中，你将
- 负责一组具有500万至700万美元收入潜力的医疗系统的商业关系和客户计划，建立跨运营部门的关系
查看英文原文
### Why Clarium?
The healthcare industry overspends on its supply chain by over $25B each year, the result of fragmented data, inefficient workflows, and wasted supplies. Clarium is fixing that. Our AI-powered platform, Astra OS, gives hospitals end-to-end visibility into their supply chain operations, automating workflows and surfacing actionable insights so supply chain teams can focus on what matters most: patient care. We're trusted by some of the world's leading health systems, including Yale New Haven Health, Stanford, Geisinger, and Kaiser Permanente.
Founded in 2020, Clarium has raised $43M in total funding. Our Series A was led by Northzone, with participation from General Catalyst, AlleyCorp, Kaiser Permanente Ventures, Texas Medical Center Ventures, and 1984 Ventures.
### The Opportunity
We're hiring a commercially minded, executive-caliber Client Executive to own the long-term partnership and commercial outcomes for a portfolio of live health system customers. You'll take a set of existing accounts and answer the questions that matter most: is this health system realizing the savings it bought, does its executive team believe it, is that story public, will they renew, and what should we be doing together next?
You'll be the single person accountable for the commercial outcome of each account; gross retention, the renewal signature, and expansion inside the system. You'll lead strategic planning with the owners on each account across Implementation, Customer Success, Product, and Engineering, directing the work rather than doing it, and you'll engage Clarium leadership when it strengthens alignment with the customer.
By day 90, you'll have taken over your portfolio, built a validated value baseline for each account against what the customer actually contracted for, delivered your first executive business reviews, mapped every account's stakeholder landscape (including who's new since the deal closed), identified at least one qualified expansion opportunity per account, and owned your renewal forecast. At 12 months, you'll have delivered gross retention on your book, closed expansion in multiple health systems, established the value reporting model Clarium uses across its customer base, and converted at least one customer into a public reference.
### In This Role You Will
- Own the commercial relationship and account plan for a named portfolio of live health systems with $5–7M in revenue potential, building relationships across operational, managerial, and executive stakeholders and holding them through personnel, process, and technology turnover
- Run quarterly and annual executive business reviews with supply chain, finance, and clinical leadership covering performance against baseline, peer benchmarking, and the agenda for the next quarter
- Carry gross and net retention targets across your portfolio, own the renewal and upsell narrative, terms, and closing, and maintain an accurate renewal forecast
- Define, instrument, and report the financial and operational outcomes each health system contracted for, and build a savings case that holds up in front of executives and sponsors — including owning the numbers that determine what Clarium is paid where revenue is tied to validated savings
- Direct each account through the CSM, Implementation, and Product/FDE leads on it — set strategy, sequence the work, escalate what needs escalating, and make sure those leads have what they need to hit their goals
- Source, build, and close expansion end to end inside existing accounts — new modules, new service lines, and new entities within a customer's ecosystem — and cultivate customer advocates for case studies and references
- Give Clarium leadership an early, specific, unsentimental read on which accounts are at risk and why, and translate adoption patterns, friction, and pricing feedback into structured input for Product, Sales, and Leadership
### What You'll Bring
- 10+ years in a commercial role in healthcare SaaS or health technology — client executive, strategic account management, account management, or equivalent — serving hospitals, health systems, or IDNs
- Past personal responsibility for a renewal, expansion, or growth quota, with specific results you can walk us through
- A track record of running business reviews and commercial conversations with C-suite and VP-level health system leaders
- The ability to build and defend a quantified financial case in front of an audience whose job is to poke holes in it
- Comfort operating through others and being accountable for outcomes you don't directly execute
#### **Nice to Have**
- Health system supply chain domain experience — sourcing, contracting, value analysis, clinical resource management, or supply chain leadership — as an operator or vendor-side at a supply chain technology company; direct or vendor-side perioperative experience is just as valuable
- Experience with outcomes-based, at-risk, or shared-savings commercial structures
- Healthcare consulting or transformation experience with provider clients
- Experience at a scaling company where the playbook didn't exist yet and you helped write it
#### Skills & Tools You'll Use
Nice to Know: Familiarity with health system ERP and supply chain systems (Workday · Oracle · Infor · GHX) and EHR environments (Epic), and how they shape what's operationally possible
### What You Get at Clarium
Target Base Salary Range: $160K - $190K (plus variable compensation)
The base salary Clarium offers may vary depending upon the ultimate scope and responsibilities of the position and on the candidate's job-related knowledge, skills, and experience. The total package will include equity, in addition to a full range of medical and/or other benefits, depending on the position offered. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.
- Incentive Stock Options proportionate to your salary
- Fully remote, with a NYC co-working space available; distributed team across multiple time zones with opportunities for in-person time
- Unlimited PTO
- Top-tier health, vision, and dental benefits
- 401K
- The opportunity to build on a strong foundational team with deep data and engineering roots at a stage where your work genuinely shapes the product
- A fast-paced, high-growth environment where we move quickly to solve critical healthcare challenges
- The chance to empower frontline healthcare workers by automating the administrative friction in their day-to-day
- Collaborative work alongside a high-caliber team of clinicians, engineers, and revenue leaders
#### **Equal Opportunity Statement**
Clarium is committed to promoting an inclusive work environment free of discrimination and harassment. We value a diverse and balanced team where everyone can belong.