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Latent is an enterprise pharmacy intelligence platform using clinical AI to streamline prior authorizations, appeals, and 340B compliance for health systems. The company raised an $80M Series A led by Spark Capital and Transformation Capital, with backing from General Catalyst, McKesson Ventures, Conviction, and Y Combinator. 60+ health systems including Yale New Haven, Mount Sinai, UCSF, and Ochsner currently use the platform.
As a Strategic Account Executive, you will build flagship customer relationships with top health systems, influence company strategy, and help create an enterprise business selling transformational healthcare technology. You'll own the full enterprise sales cycle from strategic account planning through contract execution, prospecting and developing relationships with C-suite executives (CEOs, CFOs, COOs, CIOs, Chief Digital Officers) across major U.S. health systems.
Key responsibilities include: building and executing multi-threaded account strategies engaging executive, operational, clinical, finance, and technology stakeholders; leading complex sales processes involving pilots, business cases, procurement, security reviews, and executive presentations; developing ROI models and business cases demonstrating measurable operational and financial impact; negotiating enterprise agreements including multi-year and multi-million dollar contracts; partnering with Product, Customer Success, Solutions Engineering, Legal, and Leadership throughout the sales process; and representing Latent at executive events and customer meetings.
You'll be selling high-six figure to multi-million dollar deals and will be responsible for creating and closing transformational partnerships that fundamentally change how healthcare organizations operate. This role is ideal for someone who has consistently closed seven-figure enterprise software deals and wants to help build a category-defining company.
REQUIREMENTS:
- 8+ years of enterprise SaaS sales experience
- 5+ years selling into Fortune 1000 or large enterprise healthcare organizations
- Demonstrated history of exceeding enterprise quotas of $3 million or more
- Proven experience closing $1M+ ARR or multi-million dollar enterprise software agreements
- Experience leading sales cycles lasting 6-18 months with numerous executive stakeholders
- Strong executive presence with ability to communicate confidently with CEOs and C-suite leaders
- Exceptional business acumen and consultative selling skills
- Experience building net-new pipeline while managing strategic opportunities
- Comfortable operating in early-stage, high-growth environment with significant ownership
- Highly process oriented with excellent mid-to-late deal execution, forecasting, and ability to close deals on time
- Preference for selling million-dollar business transformations over transactional software
- Ability to navigate ambiguity and build strategy from scratch
- Can influence executives without relying on technical teams to lead conversations
- Think like a business advisor rather than a software salesperson
NICE TO HAVE:
- Experience selling AI, automation, workflow, infrastructure, or healthcare technology
- Existing relationships with health system executives or healthcare enterprise buyers
- Experience selling transformational technology rather than point solutions
- Background working at high-growth venture-backed companies
