About the RoleWe are hiring a Head of National Strategic Accounts to own how Ambience breaks into and wins the largest, most complex health system accounts in the country. This is a hands-on player/coach role where you are personally involved in the deals that matter most, helping to accelerate them through relationships, creativity, and presence while raising the ceiling on the revenue team's ability to navigate whale accounts.
You bring deep strategic deal expertise, C-suite credibility, and a pattern library of what it takes to win eight-figure health system partnerships. You transfer that expertise through active deal involvement and coaching, not from the sidelines. This is a rare chance to define how Ambience wins its largest health systems. Your impact compounds: not just through the deals you personally drive, but through the frameworks and coaching infrastructure you build that lift the entire revenue team's game on complex accounts.
What You'll Do- Carry the work yourself, not just oversee it. You will personally own one self-sourced strategic account end to end as its DRI, and stay hands-on alongside reps across the four to five most complex active deals, coaching from inside the deal rather than from the sidelines
- Serve as Ambience's expert on how to structure, navigate, and win mega deals with large health systems. You will architect the account strategies, stakeholder maps, and deal structures the team executes against, and stay personally engaged in the deals where your presence or relationships change the outcome
- Open doors- leverage an existing network of health system C-suite executives to accelerate Ambience's access at target accounts, and bring the team into those relationships rather than handing them off
- Build the operating cadence and deal review process that lets the team triage strategic deals in real time
- Work cross-functionally with Value Attainment, Clinical Solutions, Sales Engineering, and Customer Success to coordinate on strategic accounts and ensure every deal has the right internal resources behind it
- Actively manage and coach the strategic accounts team and build out the team structure, hiring plan, and operating model over time
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 - whether personally leading or architecting the strategy that got the deal done
- Deep C-suite relationships across health system leadership (CEO, CMO, CIO, CFO) that you can activate on day one
- 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 - not just carrying a personal book
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
Pay TransparencyWe 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.
