Enterprise Account Executive

Job Title: Enterprise Account Executive

Location & Travel: Onsite in San Francisco, CA or New York, NY, travel ~ 30%

About Latent

Latent is reimagining the future of medication access by using medical language models and AI to slash the burden of prior authorizations, appeals, and operational overhead across health systems. Our flagship product dives into EHR data to surface critical patient evidence and streamline authorization workflows.

• Backed by Conviction (Sarah Guo), General Catalyst, Y Combinator

• 25+ leading US health systems customers signed to-date including Ochsner, Yale New Haven, Vanderbilt, Mount Sinai, MetroHealth, and UCSF

• ~ 90% inbound pipeline, ~ 4-5 month sales cycles vs. 18 months averages in sector

At Latent, you get a rare chance to wear a tech sales hat and make a meaningful impact on healthcare. You’ll report to our Director of Sales.

Role Overview

As an Enterprise Account Executive at Latent Health, you own the full sales motion — from prospect identification through close and expansion. You’ll sell into health systems (IDNs, academic systems, regional health systems), interfacing with C-suite senior leaders (clinical, pharmacy, operations/administration, IT) to close new business and expand footprint in existing accounts.

You’ll be an expert at threading together narratives around ROI, clinical impact, operational resilience, and cutting-edge AI adoption. This role is for someone who thrives in ambiguity and operates with an extreme sense of ownership, can manage complex sales cycles with multiple stakeholders, and is deeply passionate about transforming healthcare.

Responsibilities & Impact

• Own the full enterprise sales cycle from prospecting and discovery through contracting, delivery, and expansion.

• Develop and influence executive-level relationships (CPOs, CMOs, CIOs, Pharmacy, Legal, Compliance) to drive ROI and shared clinical/operational outcomes.

• Collaborate cross-functionally with product, engineering, and account management teams to shape proposals and expand existing accounts.

• Navigate complex procurement and contracting processes, including legal, security, compliance, and data governance.

• Consistently achieve seven-figure quota attainment with a strong win rate.

What You Bring (Qualifications & Skills)

• 7+ years enterprise tech sales with a proven record of $1M+ annual quota attainment and closing high six- and seven-figure deals.

• Expert in driving complex sales cycles (6–18 months), multi-stakeholder deals, and sophisticated contract negotiations.

• Consultative seller with strong ROI storytelling skills, particularly around clinical operations, cost savings, and workflow acceleration.

• Proven ability to influence C-suite and clinical leaders with excellent communication and executive presence in presentations, demos, C-level conversations.

• Experience with AI, analytics, SaaS, or deep-tech (healthcare exposure is a plus).

• Thrive in ambiguity with a high degree of ownership and bias towards action.

• Willingness to travel ~30%; in person 5 days a week otherwise.

Compensation & Benefits

• OTE $300K: $150K base / $150K variable

• Equity / stock options

• Health, dental, vision benefits

• Generous PTO and parental leave

Why This Role Matters

You’ll be on the front lines of a healthcare transformation, helping ensure that patients don’t have to wait weeks or months for drug approvals. You’ll work with some of the most respected health systems in the US and use AI to remove friction across the care continuum. If you believe in tech and purpose, this is a rare chance to do both.