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 player/coach role: you are personally in the deals that matter most — accelerating them through relationships, creativity, and presence — while raising the ceiling on the entire 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. Today, only a handful of people at Ambience can run this kind of work. You directly alleviate that constraint - not just by doing it yourself, but by building the frameworks and coaching infrastructure that lets the broader team operate at a higher level on complex accounts. You report directly to the CRO.

What You'll Do

• Serve as Ambience's expert on how to structure, navigate, and win mega deals with large health systems — 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 that the current team cannot, and stay engaged once they're open — 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

• Define which health systems belong in the strategic account portfolio, own the account planning framework, and ensure every target account has a clear, written plan the team is executing against

• Build the operating cadence, deal review process, and coaching infrastructure that makes the entire revenue team smarter on complex deals — and document it so the capability scales beyond any one person

• Design creative, defensible commercial structures for strategic deals - multi-year agreements, gainshare models, phased rollouts, performance guarantees - and teach others to do the same

• 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

• Build and hire the strategic accounts team over time, including defining the team structure, hiring plan, and operating model

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 (McKinsey, Bain, Huron, Sg2, Chartis)

• 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

This role is a commission-eligible position with a total on-target earnings (OTE) range of approximately $450,000 - $600,000 annually, assuming 100% quota attainment. Philosophically, we lean toward generous equity grants so that our team truly gets to share in the impact they create.

Are you outside of the range? We encourage you to still apply - we take an individualized approach to compensation that accounts for experience, background, and all of the factors that matter for each candidate.

Life at Ambience

Working at Ambience means opting into a high-ownership, high-trust environment built for people who want to grow fast, operate decisively and focus on work that matters. This could be the right place for you if you want to

• Work on mission-critical AI technology that directly improves clinicians’ day-to-day lives and health system financial health across some of the most complex, high-stakes workflows in the world.

• Join a “dream team” culture where we hire exceptional people, expect exceptional outcomes and invest deeply in feedback and continuous growth. We operate as a championship team, and that means being ok with hard, uncomfortable, ambiguous problems that lead to real greatness.

• Operate with real ownership and accountability in an environment where there are no bystanders: If something is broken, we fix it! You will have meaningful autonomy and be expected to drive work to completion.

To help you do your best work, we pair these expectations with benefits intentionally designed to help you feel supported and safe at Ambience and beyond. Some of our key benefits include

• Comprehensive medical, dental, and vision coverage for you and your dependents

• 401(k) with a company match of up to 3% of base salary

• A remote-friendly culture (with a San Francisco HQ) and full equipment provisioning to ensure you can work effectively from wherever you’re based.

• Parental leave to support your family needs

• Annual company-wide off-sites, team off-sites and regular team lunches and all-hands gatherings, with travel, lodging and meals covered

• Flexible time off with no annual cap, company-wide holidays and an annual holiday shutdown from December 24–January 1 designed to support real rest and long-term sustainability.

Ambience Healthcare is an equal opportunity employer and is committed to building a diverse and inclusive workplace. We do not discriminate on the basis of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, genetic information, or any other legally protected status. We encourage applicants from all backgrounds to apply.

Ambience is committed to supporting every candidate’s ability to fully participate in our hiring process. If you need any accommodations during your application or interviews, please reach out to our Recruiting team at [email protected]. We’ll handle your request confidentially and work with you to ensure an accessible and equitable experience for all candidates.

Ambience Healthcare has become aware of scams targeting jobseekers with fake jobs and even interviewing people. Our emails will always come from @ambiencehealthcare.com. We would never our ask candidates to download apps or make any form of payment(s). If you are contacted through WhatsApp, Telegram, similar but fake email domains, or asked to make a payment, these contacts are not legitimate. Report the issue immediately to LinkedIn and the FBI.