The Role:
As a National Strategic Account Executive, you will own a small portfolio (6-9 accounts) of Ambience's most strategic and complex health system relationships. This is a senior enterprise role focused on driving large-scale expansion, system-wide adoption, and long-term strategic value within the largest and most influential health systems in the country, while selectively landing new marquee national accounts.
You will operate as the primary executive owner of these relationships navigating evolving stakeholder dynamics, shaping enterprise-wide value narratives, and orchestrating internal and external resources to grow Ambience's footprint at scale. National Strategic Accounts Representatives are expected to operate with significant autonomy and judgment, balancing near-term expansion execution with long-term strategic positioning across multi-year account horizons.
What You'll Do:
- Own the end-to-end strategic account lifecycle for assigned national accounts, including enterprise expansion, new use case adoption, and long-term value realization
- Serve as the primary executive relationship owner for a small number of Ambience's largest health system partners, maintaining continuity through leadership turnover and strategic shifts
- Selectively lead net-new pursuits for top-tier national health systems in partnership with executive leadership and founders
- Map complex stakeholder environments and sustain multi-threaded executive engagement across clinical, operational, financial, and IT leadership (CMIO, CMO, CIO, CFO, COO, Revenue Cycle)
- Shape enterprise decision criteria and evaluation frameworks so Ambience's clinical, operational, and financial value (particularly in inpatient settings) is clearly differentiated and prioritized
- Conduct deep discovery to understand enterprise workflows, system constraints, and financial drivers, and translate those insights into compelling expansion narratives
- Build and maintain CFO-grade ROI models that explicitly tie Ambience's platform to inpatient documentation integrity, CMI, CDI, coding accuracy, throughput, physician efficiency, and system-level outcomes
- Design and execute multi-phase enterprise expansion strategies across facilities, service lines, and capabilities
- Negotiate high-value, multi-year enterprise agreements and expansion structures that balance customer outcomes with Ambience's long-term strategic and financial interests
- Navigate internal politics, manage competing incentives, and maintain executive sponsorship through shifting priorities and budget cycles
- Orchestrate founders, executive leadership, Product, Care Transformation, Marketing, and RevOps to reinforce value, manage risk, and accelerate expansion initiatives
- Maintain disciplined operating rigor, including account strategies, expansion roadmaps, forecasting, and internal executive communication
Who You Are:
- You have 8+ years of experience selling and managing complex enterprise software relationships within large health systems or academic medical centers
- You have owned and grown a small portfolio of large, multi-year enterprise accounts with demonstrated expansion success
- You have personally led seven-figure-plus enterprise deals involving high stakeholder complexity and long sales cycles
- You are fluent in selling to clinical, operational, and financial executives and can adapt messaging without losing credibility across audiences
- You understand how enterprise health system decisions actually get made, including politics, power dynamics, governance, and unspoken incentives
- You can construct, defend, and communicate CFO-level financial and ROI models grounded in real clinical and revenue-cycle workflows
- You think like an enterprise owner-comfortable balancing immediate expansion execution with long-term strategic account stewardship
- You are a disciplined value architect and strong closer, able to clearly articulate your role in driving expansion and landing major enterprise outcomes
- You are comfortable operating in high-growth or startup environments with limited playbooks and high accountability
- You value direct feedback, low-ego collaboration, and cross-functional ownership
- You are willing and excited to travel as needed to maintain executive relationships and close strategic expansion and new-logo opportunities
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.
