Director, Client Marketing

Waystar, Inc; Lehi (UT); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Competitive total rewards (base salary

bonus, if applicable)

Customizable benefits package

Paid time off + holidays

Parental leave

Education assistance and LinkedIn学习

Mental health and fertility support

401(K) with company match

Pet insurance

Employee resource groups

Job summary

Waystar is seeking a Director of Client Marketing to translate client performance data into differentiated cross-sell narratives and actionable growth strategies. You will align data, product positioning, and go‑to‑market execution to enable expansion opportunities across client accounts.

In this role, you will partner with Marketing, Sales, and Client Success to craft credible ROI stories and scalable cross-sell motions, driving pipeline expansion and durable referral pathways within a

Qualifications

• 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 and insights into clear value stories for client-facing teams.
• Demonstrated success partnering cross-functionally to influence GTM strategy.

Responsibilities

• Partner with Product Marketing, Performance Marketing, and Product teams to translate client performance data into cross-sell narratives.
• Synthesize outcomes and proof points to surface expansion opportunities and differentiate value.
• Shape cross-sell strategy by mapping insights to differentiated solution bundles.
• Equip Sales with data-backed messaging, use cases, and talking points for expansion.
• Lead and scale the internal referral program to drive qualified expansion opportunities.
• Establish feedback loops between client insights and GTM strategy.

Skills

Executive communication

Stakeholder influence

Clear storytelling

Verbal communication

Written communication

Education

Bachelor’s degree

Advanced degree preferred

Job description

ABOUT THIS POSITION

The 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.

ABOUT WAYSTAR

Through a smart platform and better experience, Waystar helps providers simplify healthcare payments and yield powerful results throughout the complete revenue cycle. Waystar’s healthcare payments platform combines innovative, cloud‑based technology, robust data, and unparalleled client support to streamline workflows and improve financials so providers can focus on what matters most: their patients and communities. Waystar is trusted by 1M+ providers, 1K+ hospitals and health systems, and is connected to over 5K commercial and Medicaid/Medicare payers. We are deeply committed to living out our organizational values: honesty; kindness; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful, optimistic & fun. Waystar products have won multiple Best in KLAS® or Category Leader awards since 2010 and earned multiple #1 rankings from Black Book™ surveys since 2012. The Waystar platform supports more than 500,000 providers, 1,000 health systems and hospitals, and 5,000 payers and health plans. For more information, visit waystar.com or follow @Waystar on Twitter.

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

Waystar is proud to be an equal opportunity workplace. We celebrate, value, and support diversity and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, marital status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

We are deeply committed to living out our organizational values: honesty; kindness; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful, optimistic and fun.