Head of National Strategic Accounts
About The Position
Ambience is seeking a Head of National Strategic Accounts to lead the company's entry into and success with the largest and most complex health system accounts nationwide. This role is a hands-on player/coach position, requiring direct involvement in key deals to accelerate them through relationships and creative strategies, while also enhancing the revenue team's capabilities in managing large accounts. The ideal candidate will possess deep strategic deal expertise, C-suite credibility, and a proven history of securing eight-figure health system partnerships. This role offers a unique opportunity to shape Ambience's strategy for acquiring its largest health system clients and to build frameworks and coaching structures that elevate the entire revenue team's performance on complex accounts.
Requirements
- 12+ years in enterprise healthcare sales or strategic account leadership, with significant experience in deals with the largest health systems in the country.
- Demonstrated track record of involvement in closing $5M+ deals with multi-stakeholder, multi-year sales cycles.
- Deep C-suite relationships across health system leadership (CEO, CMO, CIO, CFO) that can be activated immediately.
- Experience navigating complex health system procurement, including IT governance, clinical governance, legal review, and board-level approvals.
- Strong understanding of health system operations, clinical workflows, and the healthcare technology landscape.
- Experience building, mentoring, or significantly elevating a strategic accounts or enterprise sales team.
Nice To Haves
- Experience selling clinical AI, ambient documentation, or clinical decision support solutions.
- Background in health system consulting or advisory.
- Experience with gainshare or performance-based contract structures.
- Track record competing against and displacing Epic, Nuance/DAX, or other incumbent clinical documentation vendors.
Responsibilities
- Personally own one self-sourced strategic account end-to-end as the DRI, and remain hands-on with reps on the four to five most complex active deals, coaching from within the deal.
- Serve as Ambience's expert in structuring, navigating, and winning mega deals with large health systems, architecting account strategies, stakeholder maps, and deal structures.
- Leverage an existing network of health system C-suite executives to accelerate access at target accounts and bring the team into these relationships.
- Build the operating cadence and deal review process for real-time strategic deal triage.
- Collaborate cross-functionally with Value Attainment, Clinical Solutions, Sales Engineering, and Customer Success to coordinate on strategic accounts.
- Actively manage and coach the strategic accounts team, and develop the team structure, hiring plan, and operating model.
Benefits
- Comprehensive medical, dental, and vision coverage for you and your dependents
- 401(k) with a company match of up to 3% of base salary
- Remote-friendly culture (with a San Francisco HQ) and full equipment provisioning
- Parental leave
- Annual company-wide off-sites, team off-sites and regular team lunches and all-hands gatherings, with travel, lodging and meals covered
- Flexible time off with no annual cap
- Company-wide holidays and an annual holiday shutdown from December 24–January 1
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
