Josh Kalscheur

Captain
DISC Type : DS

Advisor - Go-To-Market, Sales, Business Development at SageSurfer

Madison, Wisconsin, United States

Overview

Josh is a health tech sales and Go-To-Market leader with a history of guiding startups to successful acquisitions. Colleagues describe him as a supportive, pragmatic thought leader and influencer. He is an alumnus of the University of Wisconsin-Madison and is currently a Sales Executive and Director at BDO USA.

His career in healthcare began with providing front-line, in-home respite care to children and adults with developmental and cognitive disabilities, including autism. This foundational experience underscores his long-standing commitment to improving healthcare from the ground up, a passion he carries into his current executive advisory work.

He has successfully navigated three health tech companies through acquisitions: Nordic Global, Cured, and Veda.

Personality Overview

Consummate Professional

Output-Driven

Long-Term Thinker

Reading between the lines and seeing beyond your words comes naturally to them.  They might take some time to make their mind up but once they do, they don't change it easily. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Health Tech GTM
Identifies himself as a Go-To-Market leader and advisor with experience taking multiple health tech startups from early stages to successful exits.
Patient Experience
Worked with Cured by Innovaccer, which focused on the Healthcare Experience Platform (HXP) and the evolution of CRM in healthcare.
Healthcare Data
His work at Veda involved solving the core challenge of inaccurate provider data to improve efficiency in billing, reimbursement, and patient access.

Media Appearances

Josh has no verified media appearances

Work History

7-2025
Advisor - Go-To-Market, Sales, Business Development at SageSurfer
4-2025
Sales Executive - Director, Business Development at BDO USA
9-2024 - 3-2025
Vice President, Sales & Strategic Partnerships at Veda
2-2024 - 9-2024
Vice President Strategic Partnerships at Veda
11-2023 - 2-2024
Regional Vice President of Sales at Cured by Innovaccer

Education

2003 - 2007
Bachelor of Arts (BA) from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 18 Location : Madison, Wisconsin, United States Job Level : Senior Designation : Advisor - Go-To-Market, Sales, Business Development at SageSurfer
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Insights For Selling To Josh

During A Call Or A Meeting

DO's

  • Let them know of potential risks but suggest mitigation methods alongside
  • Focus on the results that your product produces, expect some strategic questions in return
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Josh is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Josh

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Josh move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Josh take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Josh

Personality Compatibility


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