Jay Kleinman is a Texas-based Partner in TechCXO’s Revenue Growth practice. He supports clients as a fractional Chief Revenue Officer (CRO), Chief Commercial Officer/Chief Growth Officer (CCO, CGO), and Chief Sales Officer (CSO). Jay is a seasoned sales, strategy, and business development leader with over 30 years of experience in healthcare services (payor/provider), MedTech, insurance solutions, technology, SaaS, marketing/advertising, and analytics. Jay’s track record of success includes end-to-end sales processes where he’s secured multiyear, 7+ figure agreements.
Jay’s areas of expertise include:
- Product/Market fit
- Client segmentation
- Go to Market strategy and communications
- Revenue Operations
- Sales Optimization
- Sales Execution (including direct selling)
During his distinguished career, Jay held the following enterprise sales leadership roles:
SVP, Sales – Together Senior Health – Jay was recruited by Redesign Health as the first commercial leader for this evidence-based Alzheimer’s/dementia digital therapy solution provider. He was responsible for all GTM and sales strategy, marketing, partnerships, sales operations, and execution, including maintaining a personal book of business. Primary clients include C-Suite of Medicare Advantage plans, ACOs, senior living facilities, and home health providers. Deal size varies from six-figure proof of concept to seven-figure enterprise-wide implementations. Results included POC and enterprise agreements with a variety of healthcare organizations, including CommonSpirit Health.
VP, Strategic Accounts – Prealize Health – Jay was responsible for sales strategy, processes, and execution for this AI/ML predictive analytics provider. Primary clients include the C-Suite of large, risk-bearing organizations such as payors, ACOs, and third-party specialty care management and healthcare services organizations. Average deal was seven figures and a three-year term. Jay leveraged marketing and lead gen efforts to segment prospects and pursue them accordingly. Jay achieved multi-year agreements with payor organizations like Premera Blue Cross and Sentara Health Plans.
EVP – Centraforce Health – As an investor operator, Jay led the sales, business development and marketing strategy and execution efforts for this VC investor-owned SDoH and Engagement analytics company. Primary clients included C-suite of payors and providers in need of data and insights to identify, understand, and intervene with populations with social risk and health equity factors that impact access to care. The personal average deal size was 6-7 figures and a three-year term. Key results included onboarding clients such as NTT Data, AvMed, and PeaceHealth.
EVP – Group One Insurance Services – As part of the leadership team, Jay retooled all sales and business strategies for this Canadian Managing General Agency. His efforts included the total turnaround of the business model, business development, and marketing approach, as well as the re-negotiation of Lloyds of London insurance contracts. This agency was responsible for writing high-risk, sub-standard insurance, including nearly 40% of all liquor liability in Canada. Jay’s efforts ultimately helped raise investor funding to grow and expand Group One’s national reach.
VP of Business Development – Conifer Health Solutions – Jay originally joined Tenet Health Care Corporation to lead the commercialization strategy for its revenue cycle operation, becoming Conifer Health Solutions. He initially led all sales and marketing efforts post-launch until taking a senior sales role calling on the CFOs of large health systems. The personal average deal size was 7-8 figures and a five-year term. Jay later moved to head up the commercialization of Tenet’s value-based care offering and roll it into Conifer. This included ACO/CIN development, network management, PMPM modeling, and the acquisition of a Population Health analytics and care management company to support our value-based care client contracts. Clients included LHP, National ACO, and Catholic Health Initiatives.
Jay has proficiency in platforms including CRMs (Salesforce, HubSpot, Pipedrive); Platform demos (Tableau, Microsoft BI), and Research (LinkedIn, Lusha, ZoomInfo, AIS Health Data, and Definitive Health).
Jay received his BA in Industrial Psychology from Auburn University. He lives in Dallas.