Position Summary

KlearTrust, an FFF Enterprises company, is seeking a Vice President of Sales to aggressively drive net-new revenue growth with equal emphasis on enabling payer cost management and utilization control and supporting life sciences innovation and market access. This executive will be a hands-on, front-line commercial leader responsible for creating demand, opening strategic accounts, and closing complex, enterprise deals by clearly articulating the value of KlearTrust's Patient Journey Intelligence and Continuous Active Intelligence™ platform. The ideal candidate thrives in building pipeline from zero, navigating ambiguity, and winning in competitive, multi-stakeholder environments-positioning KlearTrust as a critical enabler of specialty drug therapy optimization, real-time decision-making, and performance-based contracting. This role is best suited for a highly driven, entrepreneurial leader who thrives in building from zero and winning in competitive, high-stakes environments.

KlearTrust is a data-driven healthcare intelligence platform that helps payers, providers, and life sciences companies optimize decision-making and financial performance across the patient journey, with an initial focus on high-cost, complex specialty drug therapies. By leveraging Patient Journey Intelligence and its Continuous Active Intelligence™ platform, KlearTrust integrates claims, clinical, pharmacy, and patient-reported data into a unified, real-time view that enables stakeholders to move from retrospective analysis to proactive, in-the-moment action. This allows both payers and manufacturers to better manage utilization, improve outcomes, and operationalize innovative contracting models such as value- and outcomes-based agreements. Positioned as a neutral, trusted layer across the healthcare ecosystem, KlearTrust aligns incentives while maintaining data ownership, creating a scalable, high-margin platform with strong network effects and growing demand as specialty drug complexity and spend continue to rise.

Essential Functions and Duties

New Business Development & Revenue Generation

• Aggressively source, develop, and close net-new business opportunities across payer, life sciences, and provider segments.
• Build and maintain a robust, self-generated pipeline, leveraging industry relationships, targeted outreach, and market insights.
• Identify and penetrate high-value target accounts, establishing executive-level access and advancing opportunities from initial engagement through close.
• Lead the full sales cycle, including prospecting, qualification, solution positioning, negotiation, and deal closure.
• Consistently meet or exceed aggressive revenue and pipeline targets in a fast-paced, growth-oriented environment.
• Develop and close strategic opportunities with national and regional payers, focusing on specialty drug cost management, utilization optimization, and total cost of care reduction.

Market Creation & Strategic Positioning

• Create demand in emerging or undefined markets by evangelizing KlearTrust's differentiated value proposition.
• Translate complex clinical, financial, and operational capabilities into clear, compelling business cases that drive urgency with senior stakeholders.
• Position KlearTrust as a trusted, neutral partner across the specialty drug ecosystem, aligning stakeholders around shared value.
• Identify and capitalize on market trends, whitespace opportunities, and competitive gaps to accelerate growth.
• Articulate and quantify value for payers, including medical cost offset, utilization management impact, and ROI across the total cost of care.

Enterprise Sales Execution

• Navigate and manage complex, multi-stakeholder sales processes, including payer medical, pharmacy, actuarial, and finance leadership, as well as life sciences market access and commercial teams.
• Develop and deliver high-impact presentations and proposals tailored to payer and life sciences audiences.
• Lead contracting discussions, including innovative structures performance-based agreements.
• Overcome objections and barriers by leveraging deep industry knowledge and data-driven insights.

Pipeline Management & Sales Discipline

• Maintain rigorous pipeline hygiene, forecasting accuracy, and CRM discipline to ensure visibility and accountability.
• Continuously assess deal progression, prioritize high-value opportunities, and allocate time and resources accordingly.
• Provide accurate, data-driven revenue forecasts and performance insights to executive leadership.

Leadership & Team Building

• Build, lead, and scale a high-performing, hunter-oriented sales team focused on new business acquisition.
• Establish clear expectations, performance metrics, and accountability standards aligned with aggressive growth goals.
• Coach and mentor team members on prospecting, deal strategy, and closing execution.
• Foster a culture of urgency, ownership, and continuous improvement.

Client & Executive Engagement

• Build and maintain strong, trust-based relationships with senior stakeholders, including C-suite, market access, and clinical leaders.
• Act as a strategic advisor to clients, aligning KlearTrust's capabilities with their clinical, financial, and operational priorities.
• Ensure successful transition from sale to implementation, maintaining accountability for client satisfaction and long-term value realization.

Cross-Functional Collaboration

• Partner closely with product, data, and executive leadership to refine positioning, inform product development, and strengthen go-to-market strategy.
• Provide real-time market feedback to shape offerings, messaging, and commercial strategy.
• Collaborate with finance and operations to support deal structuring, pricing strategies, and financial modeling.
• Adhere to all company policies, compliance requirements, and regulatory standards while representing the organization with professionalism and integrity.
• Other duties as assigned.

Education, Knowledge, Skills, and Experience

Required Education:

• Bachelor's degree in business, marketing or a related field or four (4) years of relevant experience in lieu degree.
• Master's degree preferred.

Required Knowledge:

• Deep, end-to-end understanding of the specialty pharmaceutical ecosystem, including drug development commercialization and the full lifecycle of specialty therapies across distribution, dispensing (specialty pharmacy), reimbursement, and patient access.
• Understanding of payer economics and decision-making, including actuarial modeling, medical loss ratio (MLR), formulary management, IBNR, and utilization management strategies.
• Extensive knowledge of specialty drug pricing and economics, including WAC, AWP, ASP, AMP, 340B, rebates, discounts, fees, and gross-to-net dynamics, as well as their implications across payers, providers, and manufacturers.
• Strong expertise in specialty drug billing and reimbursement, including medical vs. pharmacy benefit dynamics, buy-and-bill, white bagging, brown bagging, prior authorization, and reimbursement workflows across sites of care.
• In-depth understanding of distribution and channel strategies, including specialty pharmacy networks, limited distribution models, GPOs, wholesalers, and integrated delivery networks (IDNs).
• Advanced knowledge of pharmaceutical contracting and market access, including payer contracting, formulary strategy, rebate structures, outcomes-based agreements, value-based arrangements, and risk-sharing models.
• Strong grasp of patient support services and access programs, including hub services, affordability programs, adherence programs, and patient journey optimization.
• Deep understanding of payer and provider decision-making dynamics, including utilization management, coverage policy development, and cost-containment strategies for high-cost specialty therapies.
• Understanding of site-of-care economics and optimization strategies, including cost differentials across infusion centers, hospital outpatient departments, physician offices, and home infusion.
• Familiarity with healthcare data and technology trends, including real-world data (RWD), real-world evidence (RWE), interoperability, and platforms that integrate claims, clinical, and pharmacy data to drive actionable insights.
• Knowledge of value-based care models and the evolving shift toward outcomes-driven reimbursement, including the operational and data requirements to support these models.
• Strong understanding of healthcare market dynamics, including regulatory considerations, policy changes, competitive landscape, and emerging trends impacting specialty drug utilization and spend.
• Demonstrated ability to translate complex clinical, financial, and operational data into strategic insights that inform commercial strategy, contracting, and client value propositions.
• Ability to effectively communicate highly technical and complex specialty pharmacy and market access concepts to both executive and operational stakeholders across payer, provider, and life sciences organizations.

Preferred Knowledge:

• Foundational to advanced understanding of clinical pharmacology and therapeutics, including mechanisms of action, drug classes, and treatment pathways for high-cost, complex specialty conditions (e.g., oncology, rare disease, immunology).
• Knowledge of disease states and clinical treatment paradigms, including lines of therapy, clinical guidelines, and evolving standards of care.
• Familiarity with drug indications, labeling, and clinical differentiation, including how therapies are positioned relative to competitors within therapeutic classes.
• Understanding of clinical trial design and endpoints, including efficacy measures, safety profiles, and how clinical data translates into real-world use and value.
• Experience interpreting and applying real-world evidence (RWE) and outcomes data to support clinical, economic, and commercial decision-making.
• Awareness of patient outcomes and quality metrics, including adherence, persistence, response rates, and total cost of care considerations.
• Understanding of how clinical outcomes tie to value-based and outcomes-based contracts, including measurable endpoints and performance tracking.
• Familiarity with care delivery models and site-of-care considerations, including infusion centers, physician offices, hospitals, and home-based care.
• Knowledge of clinical workflows and provider decision-making, including prescribing behavior, care coordination, and patient management challenges in specialty populations.
• Ability to translate complex clinical concepts into clear, actionable insights for non-clinical stakeholders, supporting sales strategy and client engagement.

Required Experience:

• Minimum of 10+ years of progressive commercial experience (14+ years for non-degreed candidates) within healthcare, life sciences, or healthcare technology, with significant exposure to specialty pharmaceuticals.
• Proven track record as a top-performing "hunter", consistently sourcing, developing, and closing net-new business opportunities, particularly in complex, enterprise healthcare environments.
• Demonstrated success opening new markets and creating demand for innovative, data-driven, or non-traditional solutions-especially where no established budget or category previously existed.
• Extensive experience selling into and across payers and pharmaceutical manufacturers, with the ability to independently build senior-level relationships (C-suite, market access, medical, finance).
• History of closing large, strategic deals with long, multi-stakeholder sales cycles, including navigating clinical, financial, operational, and contracting decision-makers.
• Strong experience identifying and advancing opportunities tied to specialty drug management, market access, payer strategy, or value-based care initiatives.
• Demonstrated ability to articulate and sell complex value propositions, translating clinical, financial, and operational impact into compelling business cases that drive urgency and action.
• Experience leading early-stage or growth-phase commercial efforts, including building pipeline from zero, developing go-to-market approaches, and establishing initial lighthouse clients.
• Proven ability to self-source, qualify, and aggressively advance opportunities without reliance on marketing-generated leads.
• Experience negotiating and closing innovative contracting structures, including performance-based or outcomes-driven agreements.
• Demonstrated resilience, urgency, and accountability, with a consistent record of exceeding aggressive revenue targets in ambiguous and evolving market environments.

Preferred Experience:

• 5+ years of experience across the specialty pharmaceutical ecosystem, including market access, payer strategy, specialty pharmacy, or provider-facing roles.
• 5+ years of experience with specialty pharmacy, GPO, wholesale distribution, or channel strategy, including an understanding of product flow and stakeholder incentives.
• Experience selling healthcare data, analytics, or technology-enabled solutions, particularly those leveraging claims, clinical, or pharmacy data.
• Demonstrated success in early-stage or growth-phase companies, including building pipeline from zero and securing initial "lighthouse" clients.
• Experience structuring or supporting innovative contracting models, including value-based or outcomes-based agreements.
• Background engaging with clinical, market access, and financial stakeholders, with the ability to connect clinical outcomes to economic value.
• Experience working with or leveraging real-world data (RWD) and real-world evidence (RWE) in commercial or strategic contexts.
• Prior experience in high-cost, complex therapeutic areas (e.g., oncology, rare disease, immunology, cell and gene therapy