Head of National Strategic Accounts

About Us:

Here at Ambience, we never set out to be just another scribe. We’re building the AI intelligence platform that restores humanity to healthcare and drives meaningful ROI for health systems across the country.

Our technology helps providers focus on delivering great care by removing the administrative burden that pulls them away from patients and away from their most impactful work. Ambience delivers real-time coding-aware documentation and clinical workflow support across ambulatory, emergency and inpatient settings at the top health systems in North America.

Our teams operate relentlessly with extreme ownership to build the best solutions for our health system partners. We value candor, positivity and deep thought — and we expect a lot from each other because we know the problems we’re solving truly matter.

Ambience was ranked #1 for Improving the Clinician Experience in the KLAS Research Emerging Solutions Top 20 Report, recognized by Fast Company as one of the Next Big Things in Tech, named one of the best AI companies in healthcare by Inc., and selected as a LinkedIn Top Startup in 2024 and 2025. We’re backed by Oak HC/FT, Andreessen Horowitz (a16z), OpenAI Startup Fund, and Kleiner Perkins — and we’re just getting started.

About the Role

We are hiring a Head of National Strategic Accounts to own how Ambience breaks into and wins the largest, most complex health system accounts in the country. This is a hands-on player/coach role where you are personally involved in the deals that matter most, helping to accelerate them through relationships, creativity, and presence while raising the ceiling on the revenue team's ability to navigate whale accounts.

You bring deep strategic deal expertise, C-suite credibility, and a pattern library of what it takes to win eight-figure health system partnerships. You transfer that expertise through active deal involvement and coaching, not from the sidelines. This is a rare chance to define how Ambience wins its largest health systems. Your impact compounds: not just through the deals you personally drive, but through the frameworks and coaching infrastructure you build that lift the entire revenue team's game on complex accounts.

What You'll Do

• Carry the work yourself, not just oversee it. You will personally own one self-sourced strategic account end to end as its DRI, and stay hands-on alongside reps across the four to five most complex active deals, coaching from inside the deal rather than from the sidelines
• Serve as Ambience's expert on how to structure, navigate, and win mega deals with large health systems. You will architect the account strategies, stakeholder maps, and deal structures the team executes against, and stay personally engaged in the deals where your presence or relationships change the outcome
• Open doors- leverage an existing network of health system C-suite executives to accelerate Ambience's access at target accounts, and bring the team into those relationships rather than handing them off
• Build the operating cadence and deal review process that lets the team triage strategic deals in real time
• Work cross-functionally with Value Attainment, Clinical Solutions, Sales Engineering, and Customer Success to coordinate on strategic accounts and ensure every deal has the right internal resources behind it
• Actively manage and coach the strategic accounts team and build out the team structure, hiring plan, and operating model over time

Requirements

• 12+ years in enterprise healthcare sales or strategic account leadership, with significant experience in deals with the largest health systems in the country
• Demonstrated track record of involvement in closing $5M+ deals with multi-stakeholder, multi-year sales cycles — whether personally leading or architecting the strategy that got the deal done
• Deep C-suite relationships across health system leadership (CEO, CMO, CIO, CFO) that you can activate on day one
• Experience navigating complex health system procurement, including IT governance, clinical governance, legal review, and board-level approvals
• Strong understanding of health system operations, clinical workflows, and the healthcare technology landscape
• Experience building, mentoring, or significantly elevating a strategic accounts or enterprise sales team — not just carrying a personal book

Nice to Haves

• Experience selling clinical AI, ambient documentation, or clinical decision support solutions
• Background in health system consulting or advisory
• Experience with gainshare or performance-based contract structures
• Track record competing against and displacing Epic, Nuance/DAX, or other incumbent clinical documentation vendors

Pay Transparency

We offer a base compensation range of approximately $250,000 – $300,000 per year, exclusive of variable pay and equity.

This intentionally broad range provides flexibility for candidates to tailor their cash