Regional VP of Sales
About The Position
Latent is reimagining the future of medication access by using medical language models and AI to slash the burden of prior authorizations, appeals, and operational overhead across health systems. Our flagship product dives into EHR data to surface critical patient evidence and streamline authorization workflows. Backed by Conviction (Sarah Guo), General Catalyst, Y Combinator 25+ leading US health systems customers signed to-date including Ochsner, Yale, Henry Ford, Vanderbilt, MetroHealth, Northwestern, UCLA, UC Irvine, and UCSF At Latent, you get a rare chance to wear a tech sales hat and make a meaningful impact on healthcare. You’ll report to Maryana Kessel, VP of Sales. Role Overview As Regional VP of Sales at Latent Health, you will lead and scale our enterprise sales team. You’ll build and coach a high-performing team of AEs and SDRs, set the sales strategy, and ensure consistent attainment of aggressive growth targets aligned with Latent’s commercialization strategy. You’ll bring firsthand expertise in closing $1M+ enterprise deals and model the consultative, ROI-driven approach needed to win in complex health tech sales. This role is ideal for a leader who thrives in ambiguity, operates with extreme ownership, and is passionate about transforming healthcare through cutting-edge AI adoption.
Requirements
- 5+ years in sales management and 7+ years enterprise tech sales with a proven record of $1M+ annual quota attainment and closing six- and seven-figure deals.
- Expert in driving complex sales cycles (traditionally 6–18 months, brought down to 4-6 months), multi-stakeholder deals, and sophisticated contract negotiations.
- Consultative seller with strong ROI storytelling skills, particularly around clinical operations, cost savings, and workflow acceleration.
- Proven ability to influence C-suite and clinical leaders with excellent communication and executive presence in presentations, demos, C-level conversations.
- Experience with ROI based selling in AI, analytics, SaaS, or deep-tech (healthcare exposure is not a requirement).
- Thrive in ambiguity with a high degree of ownership and bias towards action.
- Willingness to travel ~30%.
Responsibilities
- Lead and develop a sales team: Recruit, coach, and mentor AEs and SRDs to consistently achieve multi seven-figure quota attainment.
- Set and execute sales strategy: Define territory coverage, account plans, pipeline development, and forecasting to deliver predictable growth.
- Engage in strategic deals directly: Co-pilot enterprise opportunities through the full sales cycle (prospecting, discovery, contracting, expansion), drawing on personal experience closing six- and seven-figure deals. We are doers here, not just delegators.
- Develop and influence executive-level relationships: Build trust with CPOs, CMOs, CIOs, Pharmacy leadership, Legal, and Compliance stakeholders across accounts.
- Navigate complex procurement and contracting: Oversee sophisticated negotiations involving legal, security, compliance, and data governance.
- Partner cross-functionally: Collaborate closely with product, engineering, account management, and implementation teams to shape proposals and ensure seamless delivery.
- Own forecasting and reporting: Maintain CRM discipline, pipeline visibility, and performance tracking for both individual and team results.
Benefits
- Equity / stock options
- Health, dental, vision benefits
- Generous PTO and parental leave
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
