Key Accounts Director

GLAUKOS - KEY ACCOUNTS DIRECTOR

• Atlanta, GA; Miami & Fort Lauderdale, FL
• Washington DC; Charlotte, NC; Nashville, TN
• NY; Boston, MA
• Dallas & Houston, TX
• Chicago, IL; Minneapolis, MN; St. Louis, MO

*Compensation: $144-205K base + $80K variable comp + RSUs*

The Key Accounts Director will drive strategic growth of Glaukos products within designated national and regional accounts. This role is responsible for establishing and expanding C-suite-level relationships across health systems, national management organizations, private equity groups, and distribution channels. The Director leads contract negotiation, execution, and pull-through to support product adoption and future pipeline introductions. This individual will collaborate cross-functionally to ensure alignment with company strategies and regional business objectives, while navigating complex, matrixed customer environments to identify emerging opportunities and drive business performance.

Key Responsibilities

• Build and expand long-term executive-level relationships with national, regional, and private equity partners.
• Develop and implement account strategies to achieve performance goals.
• Negotiate, execute, and manage contracts to drive product integration and pull-through.
• Collaborate with internal stakeholders (Corporate Accounts, Private Equity, Sales, Market Access, Medical, Marketing, Finance, Legal, GPS) to align on growth initiatives.
• Identify synergies that connect brand priorities with account strategies.
• Maintain deep knowledge of payer dynamics, reimbursement trends, and distribution channels.
• Share market insights and emerging trends with internal teams to support strategy development.
• Attend relevant industry and customer meetings.
• Demonstrate a high level of agility, persistence, and execution in a fast-paced and ambiguous environment.
• Ensure all activities comply with corporate, regulatory, and legal standards.

Qualifications

Required

• Bachelor's degree.
• 8+ years in complex, customer-facing roles within the pharmaceutical, ophthalmology, medical device, or similar sectors, including reimbursement experience.
• 4+ years managing large national accounts and/or private equity partnerships.
• Proven success in contract negotiation and business development.
• Strong strategic, communication, and relationship-building skills across all organizational levels.
• Experience working cross-functionally with teams such as marketing, sales, and market access.
• Ability to travel, including overnight stays (~60%).

Preferred

• Channel distribution experience.
• Experience in strategy or corporate development within medical device or pharma.
• Experience partnering with ACOs, IDNs, National Management Companies, and health systems.

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