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Latent is an enterprise pharmacy intelligence platform powered by clinical AI that helps health systems optimize pharmacy operations and improve medication access. The platform serves 60+ leading health systems collectively serving an estimated 70 million people. The company has raised $80 million from top-tier investors including Spark Capital, General Catalyst, and Y Combinator.
As Clinical GTM Lead, you will serve as Latent's pharmacy subject matter expert for prospective and current customers. You'll be the clinical bridge between customers and Latent's commercial and product teams, working hands-on across the entire customer lifecycle.
Key responsibilities include:
• Lead clinical portions of sales calls, product demos, diligence, and executive meetings. Address questions about pharmacy operations, medication access, and workflow integration. Partner with Sales to anticipate objections, explain the product to clinical and nonclinical stakeholders, and build trust through accurate answers.
• Support customer implementation and growth by working with Partner Experience to understand workflows, guide implementation decisions, and help pharmacy teams adopt the product successfully. Identify opportunities for deeper use, retention, and expansion.
• Translate customer feedback and clinical requirements into clear product recommendations, balancing clinical value, operational feasibility, and business impact. Review customer-facing claims, presentations, and guidance for clinical accuracy and sound judgment around patient safety and compliance.
• Build scalable tools and materials—clinical presentations, diligence responses, workflow guidance, and FAQs—that equip Sales and Partner Experience to handle recurring clinical questions confidently while knowing when to escalate.
Success metrics: Within six months, you'll be a trusted clinical partner on key sales opportunities and accounts with reusable materials in regular use. Within 12 months, you'll have strengthened clinical confidence throughout the sales process, supported retention and expansion, and established a clear feedback loop among customers, Latent's clinical team, and Product.
This is a hands-on role for someone who enjoys working directly with customers, turning clinical insight into practical action, and helping pharmacy leaders understand how Latent fits their workflows and makes a difference.
REQUIREMENTS:
• PharmD from an accredited institution and an active or recently active pharmacist license in at least one U.S. state.
• At least seven years of relevant experience across pharmacy practice, clinical operations, healthcare technology, or related work, including meaningful experience with pharmacy workflows.
• Strong understanding of medication access and the day-to-day needs of pharmacists, pharmacy leaders, and the organizations they serve.
• Experience working directly with customers and communicating with clinical, operational, and executive stakeholders. Ability to lead detailed workflow discussions and executive conversations with equal confidence.
• Track record of owning clinical, operational, product, or customer outcomes, with ability to turn clinical requirements into practical solutions.
• Clear writing and presentation skills. Ability to make complex clinical topics understandable and create materials other teams can use.
• Sound judgment about clinical risk, patient safety, compliance, and product claims.
• Comfort learning and explaining technical and AI products, and working closely with commercial and technical teams.
• Hands-on, low-ego approach. Takes ownership, moves through ambiguity, and helps the team get work done.
NICE TO HAVE:
• Experience at a healthcare technology, digital health, or pharmacy technology company.
• Experience supporting enterprise healthcare sales, strategic accounts, or technology implementations in a pharmacy organization.
• Familiarity with AI products or clinical decision support tools.
• Relationships with pharmacy executives or health system pharmacy leaders, or experience speaking at industry events.
