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About the Role

The Key Account Leader (KAL) role is a high-visibility, high-impact sales opportunity for a commercial standout who thrives at the intersection of strategic thinking, tactical precision, and exceptional collaboration. KALs set the bar for performance, accountability, and compliant execution. They are master orchestrators of strategic account growth, working in lockstep with Territory Leaders to unlock potential across select priority customers. As expert educators and business drivers, they play a pivotal role in shaping Tarsus’s market presence and accelerating our growth trajectory. This is an ideal role for someone who owns outcomes, operates with discipline and creativity, and is motivated by the opportunity to influence how eye care evolves.

Responsibilities

Deliver sales results across a defined strategic target list and geography through compliant, high-impact sales engagement to drive adoption, uptake, and utilization, exceeding sales goals.
Lead with strong business acumen, utilizing advanced analytics, insights, and field intelligence to identify growth opportunities and performance drivers.
Develop and execute strategic and tactical account plans that translate data into clear, outcome-driven actions.
Understand stakeholder priorities within key accounts and tailor engagement to accelerate adoption and utilization.
Execute a disciplined call strategy that deepens relationships, expands product experience, and drives impactful information exchange.
Leverage market access opportunities to expand reach and improve patient pathways.
Prioritize and manage a diverse portfolio of strategic accounts with clarity and focus.
Share ongoing insights with leadership and internal stakeholders to ensure feedback is captured.
Set the standard of outstanding compliant teamwork and collaboration with partner territory leaders, the district leader, sales leadership, medical team members, field reimbursement managers, sales ops, training, marketing and market access, to maximize sales performance.
Drive the Tarsus culture of commitment, empowerment and teamwork, including extreme ownership, inclusion, high accountability, continuous improvement, relentless pursuit of excellence and FUN!!
Achieve success and be prepared to adapt in a complex selling environment.
Ensure PDMA compliance and adhere to all company & industry compliance guidelines.
Share ongoing best practices among peers and leadership to elevate national performance.
Connect territory opportunities and strategic customers to sales leadership and senior Tarsus leadership, driving the culture of customer connectivity.
Bring a deep, holistic understanding of the eye care ecosystem, with fluency in anterior segment disease and how ECPs make decisions for total patient care.
Develop expert-level knowledge of ocular surface disease (OSD) and lid health—diagnostics, treatment modalities (OTC, therapeutic, procedural), and real-world practice behavior.
Navigate the full practice workflow and understand how each stakeholder—from technicians to prescribers — contribute to patient care.
Identify gaps and elevate patient care by aligning clinical insights with practice needs.
Integrate market access considerations into all strategic recommendations.
Build credible relationships with key opinion leaders and influencers; effectively connect them to Tarsus leadership.
Serve as a trusted, compliant clinical and product expert who enhances the reputation of Tarsus across the eye care community.

Requirements

Bachelor’s degree in business, science, or related field or commensurate experience.
At least 8 years of professional experience in pharmaceutical sales, account management, market access or relevant healthcare experience, with a minimum of 4+ years of direct pharmaceutical sales experience.
A proven track record of top-tier success.
Eye Care experience and successful launch experience is strongly preferred.
Established track record of managing complex or strategic accounts with evidence of excellent problem-solving and collaboration.
Highly adaptable to change, able to quickly pivot and respond given new market information in a fast-paced environment.
Strong communication, teamwork and change management skills.
Proven ability to make tough decisions and escalate appropriate issues.
Established track record in selling skills, high performance, impact and influence, customer focus and account management, maximizing resources, analytical skills, relationship building, decision making and judgment, teamwork and collaboration, adaptability and GRIT.

Skills

Strategic thinking
Tactical precision
Collaboration
Sales execution
Business acumen
Advanced analytics
Field intelligence
Strategic account planning
Tactical account planning
Stakeholder engagement
Call strategy execution
Market access
Portfolio management
Teamwork
Compliance
Adaptability
Communication
Change management
Decision making
Problem-solving
Customer focus
Relationship building
Analytical skills
Eye care ecosystem understanding
Anterior segment disease knowledge
Ocular surface disease (OSD) knowledge
Lid health knowledge
Practice workflow navigation
Clinical insights
Key opinion leader engagement

Location

Houston
Dallas
Austin

Work Type

Field-based
40 – 60%+ travel may be required within the geography
Additional travel may be required to various customer conventions and HQ in Irvine, CA.

Experience Level

At least 8 years of professional experience
Minimum of 4+ years of direct pharmaceutical sales experience

Education Level

Bachelor’s degree in business, science, or related field or commensurate experience

Salary/Compensations

$131,250
$175,000
$192,500

Benefits

Incentive bonus
Stock equity
Comprehensive benefits
Health insurance
Dental insurance
Vision insurance
Generous paid time off
Vacation
Holidays
Personal days

About the Company

Tarsus is committed to attracting and retaining top talent.