Kyle Lauriano — Enterprise Account & Customer Success Leader

How I Operate

Retention isn't a metric I chase. It's the byproduct of ownership.

I sell to and partner with the most risk-averse buyers in enterprise software — hospital CFOs, COOs, and Revenue Cycle VPs making multi-year, compliance-driven decisions. Earning their trust takes domain fluency and discipline, not a pitch.

Own

The largest, most complex book

94 enterprise health-system accounts across 533 facilities and 36 states — multi-stakeholder committees, multi-year contracts, and financials audited by CMS. I'm the primary point of trust across finance, revenue cycle, IT, and clinical leadership.

Grow

Expansion without a hard sell

I grew total book value 72% in two years — largely through expansion of existing accounts: renewals signed before expiration, cross-sell into new facilities, and upsell timed to proven value. Growth that comes from trust, not pressure.

Keep

Trust that survives a change of control

When my company was acquired, I carried all 94 accounts through the transition with zero attrition and 100% of revenue preserved. Retention through an ownership change is the definitive test of account ownership — and it held.

Track Record

The numbers behind the trust.

760%

Of quota in a single year.

In 2024 I closed $6.1M against an $800K target — $5.3M above plan. The headline is real, but the deeper story is consistency: $12.9M closed across 295 deals since 2021, won through years of relationship investment and precise financial storytelling.

94%+

Gross renewal rate, sustained.

On $3.5M+ in recurring ARR, renewing year over year — with a disciplined cadence of 122 client meetings and 50 quarterly business reviews across the portfolio, so renewals rarely become surprises.

100%

Retention through an acquisition.

Led stakeholder communication and contract continuity across the entire portfolio through a change-of-control event — every contract honored, zero attrition, when churn risk is at its highest.

72%

Book growth in two years.

Net revenue retention above 100%, driven almost entirely by expansion of existing accounts rather than net-new logos — the clearest signal that customers see me as a partner, not a vendor.

In Their Words

What the people who managed me say.

In 2024, Kyle closed $6.1M against an $800K quota, a 760% attainment that was unlike anything I'd seen at that tenure level. What made it more impressive was the consistency: 94%+ renewal rate, a disciplined Salesforce pipeline, and the ability to manage 94 enterprise accounts without dropping the ball on any of them. He's one of the most capable enterprise account managers I've worked with.

Damian Jones

Sr. Director of Sales & Account Management, BESLER — managed Kyle directly

He understood how to sell across a portfolio in a way that felt consultative rather than transactional, and the result was expanded relationships and outcomes his clients genuinely appreciated. Trustworthy, professionally polished, and capable of growing enterprise accounts with both rigor and relationship skills. I would hire Kyle again without hesitation.

Michael Passanante, FACHE

CMO — managed Kyle on the commercial team at BESLER

Kyle built one of the strongest portfolios on the team through consistency, professionalism, and the way he approached client relationships. He managed complex enterprise relationships well and always kept opportunities moving forward. Any organization would be fortunate to have him.

Stephen Trabucco

Head of Sales — worked alongside Kyle at BESLER for ~5 years

All recommendations verified on LinkedIn→

Domain Depth

Credibility that's earned in the first conversation, not the fifth.

I'm CRCR- and CHCRS-certified with genuine fluency in hospital finance, revenue cycle, and the CMS-audited regulatory environment my clients operate in. That means I speak my buyers' language — realized savings, revenue integrity, compliance risk avoided — from the first meeting. The domain can shift into adjacent regulated industries; the motion, the discipline, and the results travel.

Revenue Cycle Hospital Finance C-Suite Selling Renewals & Retention Expansion & Upsell MEDDIC Salesforce Regulated / Compliance

The Path

A decade compounding in one direction.

Every move deeper into complex, high-stakes enterprise relationships — from marketing, to selling, to owning the accounts that matter most.

2020 — Present

Strategic Account Manager

Kodiak Solutions (formerly BESLER)

Own the largest book in the organization — 94 enterprise health-system accounts, full lifecycle from C-suite negotiation through renewal and expansion. Carried the entire portfolio through a change-of-control acquisition with zero attrition.

2019 — 2020

Solutions Advisor

Zelis

Enabled $100M+ in annual enterprise sales; ran RFI/RFP processes for 50+ concurrent proposals at 100% regulatory compliance, building the financial-business-case and MEDDIC discipline that defines how I sell today.

2015 — 2019

Account Manager & Client Advisor

EXP Systems — progressed from Marketing Coordinator

Grew from marketing into revenue: $2.3M in closed revenue and $1.8M in ARR expansion through consultative selling — plus a digital-marketing transformation that drove a 60% sales lift. Where the "think like a marketer" instinct was built.

Advisory & Services

Ways I can help your team.

Alongside full-time roles, I take on select advisory engagements for RCM and health-tech vendors — helping them win, keep, and grow complex healthcare accounts. The same motion I've run for a decade, applied to your team.

Healthcare RCM Go-to-Market Advisory

Helping RCM and health-tech vendors sell into hospital finance — buyer psychology, C-suite messaging, and the domain fluency (DRG, revenue integrity, Medicare reimbursement) that shortens complex, compliance-driven cycles.

GTM StrategyC-Suite MessagingRCM Domain

Enterprise Account & Retention Strategy

Building the playbooks that protect and grow a complex book — health scoring, QBR cadence, renewal and expansion motions, and the C-suite relationship discipline that keeps accounts through change.

Account StrategyRenewalsRetention

Customer Success & Expansion

Helping vendors build or scale the post-sale motion that grows revenue — onboarding and adoption, QBR cadence, health scoring, and the net-revenue-retention playbook that turns a customer base into a growth engine.

Customer SuccessOnboardingNRR

Engagements are scoped to fit — from a one-time strategy session to ongoing advisory.

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