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Ambience Healthcare is an AI-powered clinical documentation and workflow platform that helps health systems reduce administrative burden on clinicians while improving coding accuracy and financial outcomes. The company is backed by leading VCs including Andreessen Horowitz, OpenAI Startup Fund, and Kleiner Perkins, and has been recognized as a top AI healthcare company.
As a National Strategic Account Executive, you will own a small portfolio of 6–9 of Ambience's most strategic and complex health system relationships. This is a senior enterprise sales 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 serve as the primary executive relationship owner, navigating evolving stakeholder dynamics across clinical, operational, financial, and IT leadership (CMIO, CMO, CIO, CFO, COO, Revenue Cycle). You will map complex organizational structures, maintain continuity through leadership transitions, and shape enterprise decision criteria so Ambience's value is clearly differentiated.
Key responsibilities include:
- 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 Ambience's largest health system partners
- Selectively lead net-new pursuits for top-tier national health systems in partnership with executive leadership and founders
- Conduct deep discovery to understand enterprise workflows, system constraints, and financial drivers
- Build and maintain CFO-grade ROI models that 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 that balance customer outcomes with Ambience's strategic and financial interests
- Navigate internal politics, manage competing incentives, and maintain executive sponsorship through shifting priorities and budget cycles
- Orchestrate cross-functional resources (founders, executive leadership, Product, Care Transformation, Marketing, RevOps) to reinforce value and accelerate expansion
- Maintain disciplined operating rigor, including account strategies, expansion roadmaps, forecasting, and internal executive communication
The role operates with significant autonomy and judgment, balancing near-term expansion execution with long-term strategic positioning across multi-year account horizons. You will travel as needed to maintain executive relationships and close strategic opportunities.
Ambience offers a high-ownership, high-trust environment with comprehensive benefits including medical/dental/vision coverage, 401(k) match, remote-friendly culture with San Francisco HQ, parental leave, flexible time off with no annual cap, and company-wide off-sites.
REQUIREMENTS:
- 8+ years of experience selling and managing complex enterprise software relationships within large health systems or academic medical centers
- Demonstrated success owning and growing a small portfolio of large, multi-year enterprise accounts with expansion track record
- Personally led seven-figure-plus enterprise deals involving high stakeholder complexity and long sales cycles
- Fluency in selling to clinical, operational, and financial executives with ability to adapt messaging across audiences without losing credibility
- Deep understanding of how enterprise health system decisions are made, including politics, power dynamics, governance, and unspoken incentives
- Ability to construct, defend, and communicate CFO-level financial and ROI models grounded in real clinical and revenue-cycle workflows
- Enterprise owner mindset—comfortable balancing immediate expansion execution with long-term strategic account stewardship
- Disciplined value architect and strong closer, able to clearly articulate role in driving expansion and landing major enterprise outcomes
- Comfort operating in high-growth or startup environments with limited playbooks and high accountability
- Values direct feedback, low-ego collaboration, and cross-functional ownership
- Willing and excited to travel as needed to maintain executive relationships and close strategic opportunities
