Responsibilities
- Own the enterprise sales process end-to-end, from net-new account penetration through close, across long, multi-threaded sales cycles (6–12+ months)
- Prospect into and break into large health systems, developing entry strategies that do not rely solely on existing relationships
- Map complex stakeholder environments and orchestrate multi-person buying groups across clinical, operational, and financial leadership (CMIO, CMO, CIO, CFO, Revenue Cycle, COO, CEO)
- Shape decision criteria and evaluation frameworks so Ambience’s clinical, operational, and financial value is clearly differentiated and prioritized
- Conduct deep discovery to understand clinical workflows, operational constraints, and financial drivers, and translate those insights into compelling, tailored ROI narratives
- Translate discovery insights into CFO-grade ROI models that explicitly tie Ambience’s platform to inpatient documentation integrity, CMI, CDI, coding accuracy, throughput, physician efficiency, and retention
- Navigate internal politics, manage competing incentives, and “whip the vote” to drive alignment toward a single buying decision
- Negotiate high-value, multi-year enterprise agreements that balance customer wins with Ambience’s long-term strategic and financial interests
- Design creative enterprise deal structures (e.g., pilots with expansion logic, performance-based pricing, SLAs/KPIs) that align customer outcomes with Ambience’s long-term strategic interests
- Orchestrate founders, executive leadership, Product, Care Transformation, Marketing, and RevOps throughout enterprise pursuits to reinforce value, manage risk, and accelerate alignment
- Maintain disciplined deal management and forecasting, documenting account strategies, win plans, and pipeline activity with high rigor
Requirements
- 5+ years of experience selling complex enterprise software into large health systems or academic medical centers
- personally closed seven-figure deals with long sales cycles and high stakeholder complexity
- fluent in selling to both clinical and financial executives and can adapt your messaging without losing credibility with either audience
- demonstrated success breaking into net-new enterprise accounts and advancing deals without heavy reliance on inbound leads
- understand how enterprise deals actually get done, including politics, power dynamics, and unspoken incentives
- construct, defend, and communicate CFO-level financial and ROI models grounded in real clinical and revenue-cycle workflows
- think like a builder and are comfortable operating without rigid playbooks while creating repeatable enterprise patterns that scale beyond individual deals
- strong closer and disciplined value architect, not just a polished presenter and can clearly articulate your personal role in driving deals across the finish line
- experience operating in startup or high-growth environments and are comfortable building your own path without rigid processes or playbooks
- highly motivated, resilient, and willing to do the work required to unblock complex, slow-moving sales cycles
- value direct feedback, low-ego collaboration, and accountability
Work Arrangement
Hybrid
Additional Information
- willing and excited to travel between 50-70% of the time to build relationships and close strategic deals
