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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 $80M in Series A funding (led by Spark Capital and Transformation Capital, with General Catalyst, McKesson Ventures, Conviction, and Y Combinator) and serves 60+ health systems including Yale New Haven, Mount Sinai, UCSF, and Ochsner.
As a Strategic Account Executive, you will own the full enterprise sales cycle from strategic account planning through contract execution, selling high-six-figure to multi-million-dollar deals to top executives at major health systems. You will build relationships with CEOs, CFOs, COOs, CIOs, Chief Digital Officers, and other executive stakeholders while orchestrating complex buying committees across clinical, operational, financial, and IT organizations. Your responsibilities include prospecting and developing relationships with C-suite executives across the largest healthcare organizations in the U.S., building and executing multi-threaded account strategies that engage diverse stakeholder groups, and leading complex sales processes involving pilots, business cases, procurement, security reviews, and executive presentations.
You will develop ROI models and executive-level business cases demonstrating measurable operational and financial impact, negotiate enterprise agreements including multi-year and multi-million-dollar contracts, and partner closely with Product, Customer Success, Solutions Engineering, Legal, and Leadership throughout the sales process. You will also represent Latent at executive events, conferences, and customer meetings. This role is ideal for someone energized by long, complex enterprise sales cycles, executive conversations, and building category-defining businesses while selling technology that delivers measurable impact across healthcare.
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 the 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 an early-stage, high-growth environment with significant ownership
- Highly process-oriented with excellent mid-to-late deal execution, ability to forecast well and 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
