National Accounts Manager - Remote, USA

Calyxo, Inc. is a medical device company headquartered in Pleasanton, California, USA. The company was founded in 2016 to address the profound need for improved kidney stone treatment. Kidney stone disease is a common, painful condition that consumes vast amounts of healthcare resources each year. Our team is led by executives and investors with a proven track record of commercializing paradigm-shifting devices to meet unmet needs within urology.

Are you ready to change the future of kidney stone treatment? We are seeking high achievers who want to be part of a dynamic team working in a fun, diverse atmosphere.

In This Role, You Will:

The National Accounts Manager is responsible for developing and managing relationships with key national accounts, including hospital systems, group purchasing organizations (GPOs), integrated delivery networks (IDNs), and other strategic partners. Reporting to the Director, Commercial Acceleration and Strategic Initiatives, this role will drive sales growth, negotiate contracts, and ensure strong customer relationships to expand market presence and revenue. The ideal candidate has a proven track record in medical device sales, strong negotiation skills, and experience working with national healthcare networks.

• Strategic Account Management:
  • Develop and execute sales strategies to expand business within key national accounts, including GPOs, IDNs, government, and major hospital networks.
  • Build and maintain long-term relationships with key decision-makers, stakeholders, and influencers within national accounts.
  • Identify opportunities for growth and develop customized sales plans for each national account.
  • Manage and execute objectives with strategic partnerships (distributors, mobile service providers, etc.).
• Sales & Revenue Growth:
  • Develop pricing strategies to drive contract compliance and achieve corporate ASP objectives.
  • Achieve or exceed sales targets by driving contract negotiations, renewals, and expansions.
  • Collaborate with regional sales teams to implement account-specific strategies and drive local execution.
  • Monitor and analyze sales data, market trends, and competitive activity to optimize account strategies.
• Contract Negotiation & Management:
  • Lead contract negotiations, pricing discussions, and agreements with national accounts.
  • Ensure compliance with contractual obligations, pricing structures, and reimbursement strategies.
  • Work cross-functionally with legal, finance, and operations to manage contract execution and implementation.
• Cross-Functional Collaboration:
  • Partner with marketing, product management, and customer service teams to ensure customer needs are met and solutions are effectively positioned.
  • Develop content, messaging, and collateral for account engagement tactics.
  • Work closely with regulatory and reimbursement teams to stay ahead of industry trends and changes that impact national accounts.
  • Represent the company at industry conferences, trade shows, and customer meetings.

Who You Will Report To:

• Director, Commercial Acceleration & Strategic Initiatives

Requirements:

• Bachelor’s degree in Business, Sales, or a related field; MBA preferred.
• 7+ years of experience in medical device sales, with at least 3 years managing national accounts, GPOs, or IDNs.
• Proven track record of negotiating and closing large-scale contracts in the healthcare industry.
• Strong knowledge of the U.S. healthcare system, including GPOs, IDNs, reimbursement, and hospital purchasing processes.
• Outstanding track record of achieving and exceeding milestons and driving best-in-class growth.
• Demonstrates strong, collaborative leadership skills and balance with tactical execution.
• Possess a natural orientation toward creative problem-solving in a fast-paced environment.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to travel up to 50% to meet with key accounts and attend industry events. Overnight travel is required.
• Valid driver’s license issued by the state in which the individual resides; good driving record.
• Full-time employment
• Compliance with relevant county, state, and Federal rules regarding vaccinations.

What We Offer:

At Calyxo, you will be part of a knowledgeable, high-achieving, experienced and fun team. You will work in a diverse work environment with experienced, proven leaders and have an opportunity to shape our company culture. You will experience constant learning and dynamic challenges to help you grow and be the best version of yourself.

We also offer a compensation plan as follows:

• Competitive salary with a generous $140,000 annual base salary plus $100,000 annual variable bonus
• Stock options—ownership and a stake in growing a mission-driven company
• Employee benefits package that includes 401(k), healthcare insurance and paid time off

Calyxo is deeply committed to fostering an environment where diversity and inclusion are not only valued but also prioritized. We believe a diverse and inclusive community empowers us to act courageously, care deeply, and dream boldly to impact people in big ways. Diverse viewpoints bring diverse capabilities, which strengthen our focus and fuel our growth. 
 
Calyxo is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other applicable legally protected characteristics

Legal authorization to work in the United States is required. In compliance with federal law, all persons hired will be required to verify their identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.