ABOUT THIS POSITIONThe Director, Client Marketing plays a critical role in synthesizing client performance data to inform targeted cross-sell strategy and differentiated positioning. The primary objective of this role is to unlock expansion by turning client results into actionable growth strategies. By aligning performance data, product differentiation, and go-to-market execution, the role enables cross-sell at scale-powering sales and client teams with credible proof points, orchestrating ABM-driven client conference experiences, and building durable referral pathways.
This role sits within Waystar's Marketing organization and serves as a strategic bridge between revenue cycle expertise, client value, and commercial growth.
WHAT YOU'LL DO- Partners with Product Marketing, Performance Marketing, and Product teams to translate client performance data into clear cross-sell narratives that differentiate solutions and align to solve real client problems.
- Synthesizes outcomes, benchmarks, and proof points from existing clients to surface expansion opportunities and position incremental value credibly with customer facing teams.
- Shapes cross-sell strategy by identifying where client results signal unmet needs and mapping those insights to differentiated solution bundles and expansion plays.
- Equips Client Success and Sales with data-backed messaging, use cases, and talking points that enable confident share-of-wallet expansion grounded in demonstrated ROI.
- Acts as the connective tissue across data, product positioning, and go-to-market execution to ensure cross-sell motions are targeted, relevant, and defensible.
- Partners across Marketing, Sales, and Client Success to identify new opportunities to incorporate and expand coordinated ABM and cross-sell motions, aligning content, proof points, and performance data to drive pipeline expansion.
- Leads and scales the internal referral program, aligning incentives for CSMs and creating a repeatable engine for qualified expansion and net-new opportunities.
- Establishes clear feedback loops between client performance insights and GTM strategy-continuously refining cross-sell priorities based on what resonates with customers.
- Translate complex clinical, financial, and analytical insights into clear, compelling narratives.
- Partner with Product, Client Success, Growth, and Marketing teams to ensure accuracy and alignment.
WHAT YOU'LL NEED- Bachelor's degree required; advanced degree preferred.
- 7+ years of experience marketing or selling revenue cycle or healthcare technology.
- Proven experience driving cross-sell, expansion, or share-of-wallet growth through data-informed strategy.
- Strong ability to synthesize client performance data, outcomes, and insights into clear, differentiated value stories for client-facing teams.
- Demonstrated success partnering cross-functionally with Marketing, Sales, and Client Success to influence GTM strategy.
- Experience building messaging that equips Sales and Client Success to have confident, ROI-based expansion conversations.
- Strategic mindset with the ability to move from insight to action-comfortable shaping "what we should do" as well as "how it shows up."
- Strong executive communication skills; able to distill complex information into concise, credible narratives for internal and external audiences.
- Strong executive presence and stakeholder influence.
- Experience supporting B2B go-to-market motions.
- Excellent written and verbal communication skills.
- Ability to manage multiple priorities in a fast-paced environment.
BONUS POINTS
- Experience in revenue cycle, clinical, quality, or outcomes-focused healthcare organizations a plus.
- Background in client marketing or value storytelling.
- Familiarity with revenue cycle management or healthcare SaaS.
WAYSTAR PERKS- Competitive total rewards (base salary + bonus, if applicable)
- Customizable benefits package (3 medical plans with Health Saving Account company match)
- We offer generous paid time off for our non-exempt team members, starting with 3 weeks + 13 paid holidays, including 2 personal floating holidays. We also offer flexible time off for our exempt team members + 13 paid holidays
- Paid parental leave (including maternity + paternity leave)
- Education assistance opportunities and free LinkedIn Learning access
- Free mental health and family planning programs, including adoption assistance and fertility support
- 401(K) program with company match
- Pet insurance
- Employee resource groups
