Enterprise Account Executive at Latent

Job Title: Enterprise Account Executive Location & Travel: Onsite in New York City or San Francisco, California (3 days/week in office), travel ~30% ABOUT LATENT Latent is reimagining the future of medication access by using medical language models and AI to eliminate the burden of prior authorizations, appeals, and operational overhead across health systems. Our platform dives into EHR data to surface critical patient evidence and streamline authorization workflows—reducing delays and improving patient outcomes. - Series A company with $80M in funding, backed by Conviction (Sarah Guo), General Catalyst, and Y Combinator - 25+ leading US health systems including Ochsner, Yale New Haven, Vanderbilt, Mount Sinai, MetroHealth, and UCSF - ~90% inbound pipeline with strong market pull - ~4–5 month sales cycles vs. 18-month industry average At Latent, you get a rare opportunity to operate at the intersection of AI, healthcare, and enterprise sales—owning meaningful deals that directly impact patient care. ROLE OVERVIEW As an Enterprise Account Executive at Latent Health, you will own the full sales motion—from prospect identification through close and expansion—within complex health systems (IDNs, academic medical centers, and regional providers). You’ll sell into highly matrixed organizations, building relationships across C-suite and senior leadership, including CMOs, CPOs, CIOs, Heads of Pharmacy, Operations, Compliance, and IT. Success in this role requires the ability to navigate clinical, technical, financial, and operational stakeholders simultaneously. You’ll be responsible for threading together compelling narratives that tie ROI, clinical outcomes, operational efficiency, and AI-driven innovation into a cohesive value proposition. This is a role for someone who thrives in ambiguity, operates with extreme ownership, and is energized by solving complex, high-stakes problems. RESPONSIBILITIES & IMPACT - Own the full enterprise sales cycle from prospecting, discovery, and stakeholder mapping through contracting, close, and expansion - Develop and influence executive-level relationships across clinical, operational, financial, and technical stakeholders (CPO, CMO, CIO, Pharmacy, Legal, Compliance, Security) - Lead multi-threaded deal strategies across large, complex health systems with long buying cycles and competing priorities - Build business cases and ROI narratives that align with hospital financial, clinical, and operational goals - Partner cross-functionally with product, engineering, and customer success to shape solutions and drive expansion within existing accounts - Navigate complex procurement and contracting processes, including legal, data governance, security, and compliance reviews - Consistently achieve and exceed seven-figure quota targets with strong win rates WHAT YOU BRING (QUALIFICATIONS & SKILLS) - 7+ years of enterprise technology sales experience with a proven track record of $1M+ annual quota attainment - Demonstrated success closing high six- and seven-figure deals in complex, multi-stakeholder environments - Deep experience managing long, consultative sales cycles (6–18 months) with multiple decision-makers and influencers - Strong consultative selling approach with the ability to quantify and communicate ROI, especially across clinical operations, cost savings, and workflow efficiency - Proven ability to influence and communicate effectively with C-suite executives and clinical leaders - Experience selling AI, analytics, SaaS, or other technical platforms (healthcare experience is a plus but not required) - High degree of ownership, resilience, and bias toward action in ambiguous environments COMPENSATION & BENEFITS - OTE $320K ($160K base / $160K variable) + meaningful equity - Health, dental, and vision benefits - Generous PTO and parental leave - Free daily lunches and a high-performance, “hustle + hunter” culture WHY THIS ROLE MATTERS You’ll be on the front lines of a healthcare transformation—helping ensure patients don’t wait weeks or months for critical medications due to administrative bottlenecks. You’ll work directly with some of the most respected health systems in the US, selling a product with clear, measurable impact across clinical and operational outcomes. If you’re looking to combine enterprise sales rigor, real-world impact, and a breakout AI company, this is a rare opportunity to do all three.