The Role

We’re looking for a VP of Key Accounts to elevate how Particle manages, grows, and partners with our most strategic customers. Reporting to the Chief Growth Officer, this senior leader will own our approach to key account management - setting the standard for excellence in client relationships, business reviews, expansion strategy, and commercial impact.

This person will combine deep healthcare domain expertise with consultative commercial leadership to uncover new use cases, identify product opportunities, and drive measurable outcomes for our clients. This role brings together both strategic and execution, requiring both revenue operations, while also owning and driving results within specific accounts.

What You’ll Do

Strategic Account Leadership

• Lead the strategy, execution, and performance of Particle’s key accounts, representing a significant portion of company revenue.
• Build trusted executive relationships across healthcare organizations, including payers, providers, and life sciences, to uncover expansion opportunities and deepen engagement.
• Develop and operationalize a gold-standard Key Account Management framework, including account segmentation, success metrics, and operating rhythms.
  Design and lead Quarterly Business Reviews (QBRs) that showcase value realization, performance outcomes, and growth opportunities.

Revenue Growth & Business Development

• Create and maintain playbooks for expansion, renewals, and churn mitigation.
• Develop business cases and ROI models for value-based care arrangements and analytics-driven use cases, quantifying customer impact and commercial upside.
• Conduct analysis across all customer accounts to support revenue operations, including renewal forecasting, funnel conversion metrics, sales cycle performance, churn analysis, win rates, ACV, and LTV.
• Create segmented performance views across market verticals, product lines, and customer tiers to surface insights and opportunities.

Cross-Functional Partnership

• Partner closely with Solutions and Product to align customer needs with platform capabilities, representing the voice of key accounts and informing the product roadmap with clear commercial justification.
• Maintain strong pipeline hygiene and CRM architecture to ensure accurate, reliable reporting.
• Translate customer insights into commercial and product opportunities.

What We’re Looking For

• 10+ years of experience in enterprise account management, client success, or strategic partnerships — ideally within healthcare data, SaaS, or health tech.
• Proven success managing a book of business representing $10M+ ARR with strong year-over-year ACV growth.
• Deep understanding of value-based care, healthcare data workflows, and ROI quantification in healthcare organizations.
• Demonstrated track record of consistently achieving XX net revenue retention through strategic account expansion
• Experience with healthcare interoperability, data platforms, or analytics products.
• Strong stakeholder-mapping skills and comfort engaging with C-suite, technical, clinical, and compliance stakeholders.
• Excellent analytical and strategic thinking abilities, with the capacity to convert customer insights into commercial and product opportunities.
• Proficiency with CRM platforms (Salesforce preferred) and revenue analytics tools
• Familiarity working with clinical data types, such as medical records, ADTs, lab data, and claims data.

Preferred:

• Experience in early-stage or high-growth environments (Series A-C)
• Knowledge of healthcare regulations and compliance requirements (HIPAA, TEFCA or National Networks)
• Familiarity with healthcare data standards (CCDA, HL7, FHIR, claims formats)
• Previous experience building or scaling account management functions or processes
• Existing relationships within VBC organizations and payers

Compensation: For this role, we’re targeting a salary range of $180,000 base salary + $70,000 variable incentive; $250,000 OTE (On-Target Earnings), depending on experience and qualifications. If your background aligns more closely with a higher or lower level than the scope outlined here, compensation may vary accordingly.