Director, Value Realization

Job description

WHY CLARIUM? The healthcare industry overspends on its supply chain by over $25B each year, the result of fragmented data, inefficient workflows, and wasted supplies. Clarium is fixing that. Our AI-powered platform, Astra OS, gives hospitals end-to-end visibility into their supply chain operations, automating workflows and surfacing actionable insights so supply chain teams can focus on what matters most: patient care. We're trusted by some of the world's leading health systems, including Yale New Haven Health, Stanford, Geisinger, and Kaiser Permanente. Founded in 2020, Clarium has raised $43M in total funding. Our Series A was led by Northzone, with participation from General Catalyst, AlleyCorp, Kaiser Permanente Ventures, Texas Medical Center Ventures, and 1984 Ventures. ABOUT THE ROLE This is a highly cross-functional role at the intersection of sales, customer experience, marketing, product, and data. You will define how we quantify, communicate, and operationalize customer ROI helping customers realize measurable outcomes while enabling Clarium to drive stronger retention and expansion. This role sets the methodology and tools that Customer Success Managers use to deliver and communicate value — making it a force multiplier across the customer portfolio. WHAT YOU’LL OWN Today, we have an opportunity to sharpen ROI quantification for prospects, formalize implementation baselines, and strengthen the feedback loop between customer outcomes and product development. We need someone who can create, align, and refine this process across GTM and product teams. As Director of Value Realization, you will: - Design and operationalize a repeatable ROI framework for prospects and customers - Serve as a cross-functional leader influencing GTM strategy, product direction and customer growth initiatives through measurable customer value outcomes. - Develop a technical assessment methodology for evaluating prospective and existing customers, identifying fit, readiness, and value potential, while generating insights that inform Clarium's ideal customer profile as the dataset matures. - Partner with Sales and Marketing to strengthen our commercial value narrative - Establish pre- and post-implementation baselines for each customer to measure realized outcomes, and aggregate trends and insights across the portfolio to identify patterns in value delivery. - Create an initial value realization dashboard in collaboration with Product and Data teams - Enable Customer Experience teams to lead ROI-driven QBRs and executive conversations. In the near term, this means building the collateral, dashboards, and narrative scaffolding directly; over time, the goal is equipping the team to own this capability independently as the function scales.Translate operational and product outcomes into executive-level narratives that support customer expansion, retention and strategic decision-making. - Participate in advanced sales cycles, including executive-level prospect meetings, on-site presentations, and strategic ROI discussions with prospective customers - Help shape requirements for AI-driven and agentic workflow capabilities by translating customer operational patterns and value outcomes into scalable product intelligence - Identify opportunities to improve expansion, retention, and long-term customer value - Build the systems, processes, and eventually team structure needed to scale the function - Influence product roadmap decisions based on measurable customer outcomes - Drive measurable improvements in customer expansion and retention - Establish Value Realization as a core capability across the organization - This role is expected to evolve as the company scales, with opportunities to shape broader customer strategy, partnerships, commercial operations and value intelligence capabilities over time. WHAT WE’RE LOOKING FOR - Experience in value engineering, strategic consulting, customer strategy, revenue operations, or customer value realization - Strong executive communication skills with the ability to engage CFO, COO, and CEO stakeholders - Analytical mindset with experience translating operational data into business outcomes - Ability to design scalable operational frameworks, playbooks and measurement systems that evolve from early customer engagements into repeatable company-wide capabilities - Ability to work cross-functionally across Sales, CX, Product, and Data teams - Experience building processes and functions in high-growth environments - Comfort operating in ambiguity and creating structure from scratch - Healthcare technology or enterprise SaaS experience preferred WHAT YOU GET AT CLARIUM Target Base Salary Range: $140,000–$190,000 The base salary Clarium offers may vary depending upon the ultimate scope and responsibilities of the position and on the candidate’s job-related knowledge, skills, and experience. The total package will include equity, in addition to a full range of medical and/or other benefits, depending on the position offered. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans. - Incentive Stock Options proportionate to your salary - Fully remote, with a NYC co-working space available; 20–25% travel expected for on-site executive engagements, QBRs, and account health visits." - Unlimited PTO - Top-tier health, vision, and dental benefits - 401K - The opportunity to build on a strong foundational team with deep data and engineering roots at a stage where your work genuinely shapes the product Equal Opportunity Statement Clarium is committed to promoting an inclusive work environment free of discrimination and harassment. We value a diverse and balanced team where everyone can belong.