The Role

The Head of Enterprise Accounts will lead our enterprise seller team and pipeline generation function reporting directly to the CRO. This is a frontline sales leadership role with a combined mandate spanning our Strategic Growth Executive selling organization and the newly founded ADR team - you will be responsible for pipeline management, deal inspection, seller coaching, forecasting, hiring, and outbound pipeline generation across a team selling AI-powered clinical documentation and coding into the nation's largest health systems.

Our team is seeking a leader who can build the operating cadence, coaching infrastructure, and accountability framework that turns talented individual contributors into a high-performing, scalable team. You will inherit a team of approximately 5 enterprise sellers and grow it to 10+ over the next 6-12 months while also owning the ADR team from day one - building the outbound function and managing the reps directly.

You are not a strategist who delegates execution. You are in the pipeline reviews, on the deal inspection calls, coaching sellers through complex multi-stakeholder health system deals, running ADR standups, and personally ensuring forecast accuracy. You will partner closely with the CRO on strategic account assignments and territory planning, and with the recruiting team on building the bench.

What You Will Do

• Build and run a structured weekly operating cadence that produces reliable pipeline visibility and forecast accuracy - including formalized pipeline reviews with deal inspection frameworks, account strategy sessions, documented coaching outputs per deal, and the rigor required for Ambience's board and leadership team to confidently plan against your numbers
• Coach enterprise sellers on the specific competencies that win healthcare AI deals, including multi-threaded selling across clinical, IT, and financial stakeholders, champion development, clinical buyer access patterns, Epic timing navigation, and gain-share deal mechanics - with individual development plans, monthly feedback cadences, and measurable improvement in close rates and deal velocity
• Own performance management end to end, with clear frameworks for identifying under performers and exceptional performers
• Grow the enterprise seller team while maintaining a high hiring bar throughout rapid scaling, including defining the seller profile in partnership with recruiting, actively participating in final-round interview panels, and launching a structured onboarding program with defined ramp milestones from first qualified pipeline through first closed deal
• Directly manage the ADR team as a core part of your scope - establishing activity standards and quality metrics, building an account-based outbound strategy coordinated with enterprise seller territories and aligned with product marketing positioning, and developing internal talent
• Serve as a tightly integrated cross-functional partner to Sales Enablement on training effectiveness and content needs, Product Marketing on messaging and competitive intelligence, and RevOps on CRM hygiene, reporting accuracy, and process improvement - with structured cadences and clear feedback loops that make your function the most predictable partner on the GTM side

Who You Are

• You have 8+ years in enterprise healthcare sales, including at least 3+ years in frontline sales management where you were directly managing individual sellers
• You can coach complex, multi-threaded health system deals with high ACVs and long cycles, navigating multiple stakeholders across clinical, IT, finance, and procurement, and you do so by making your sellers better rather than taking over their deals
• You hold sellers accountable on pipeline hygiene, forecast accuracy, and deal progression without micromanaging - your pipeline reviews produce coaching actions rather than status updates, and your team respects you because you sharpen their skills, not because you police their activity
• You understand the healthcare AI landscape well enough to credibly engage with CMIOs, CFOs, and CIOs on clinical workflow, documentation integrity, and AI-driven care transformation, and you bring enough domain depth to coach sellers through the political dynamics and buying processes unique to large health systems
• You are comfortable building from scratch - new operating cadences, new onboarding programs, new pipeline generation functions - and you have managed or built a ADR team alongside experienced enterprise sellers, understanding the very different coaching and development needs of early-career reps
• You are a magnet for talent: strong sellers want to work for you because you make them better, and your recruiting partners consider you a high-collaboration, high-bar hiring manager who actively strengthens the team rather than delegating the hiring function

Pay Transparency

We offer a base compensation range of approximately $250,000 - $300,000 per year, exclusive of variable pay and equity.

This intentionally broad range provides flexibility for candidates to tailor their cash and equity mix based on individual preferences. Our compensation philosophy prioritizes meaningful equity grants, enabling team members to share directly in the impact they help create.

Are you outside of the range? We encourage you to still apply: we take an individualized approach to ensure that compensation accounts for all of the life factors that matter for each candidate.

Life at Ambience

Working at Ambience means opting into a high-ownership, high-trust environment built for people who want to grow fast, operate decisively and focus on work that matters. This could be the right place for you if you want to

• Work on mission-critical AI technology that directly improves clinicians' day-to-day lives and health system financial health across some of the most complex, high-stakes workflows in the world.
• Join a "dream team" culture where we hire exceptional people, expect exceptional outcomes and invest deeply in feedback and continuous growth. We operate as a championship team, and that means being ok with hard, uncomfortable, ambiguous problems that lead to real greatness.
• Operate with real ownership and accountability in an environment where there are no bystanders: If something is broken, we fix it! You will have meaningful autonomy and be expected to drive work to completion.

To help you do your best work, we pair these expectations with benefits intentionally designed to help you feel supported and safe at Ambience and beyond. Some of our key benefits include

• Comprehensive medical, dental, and vision coverage for you and your dependents
• 401(k) with a company match of up to 3% of base salary
• A remote-friendly culture (with a San Francisco HQ) and full equipment provisioning to ensure you can work effectively from wherever you're based.
• Parental leave to support your family needs
• 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 designed to support real rest and long-term sustainability.