Strategic Account Executive (San Francisco)

About Latent

Latent is the enterprise pharmacy intelligence platform. Our clinical AI streamlines prior authorizations, appeals, and 340B compliance, so patients start therapy faster and care teams spend less time on paperwork.

We raised an $80M Series A led by Spark Capital and Transformation Capital, with General Catalyst, McKesson Ventures, Conviction, and Y Combinator. 60+ health systems run on Latent, including Yale New Haven, Mount Sinai, UCSF, and Ochsner. We move fast, operate with high ownership, and build products that directly improve patient care.

The Role

The healthcare industry is undergoing one of the largest technology transformations in decades. AI is reshaping how health systems operate, and Latent Health is at the center of that change.

As one of our earlier Strategic Account Executives, you'll have the opportunity to build flagship customer relationships, influence company strategy, and create a generational enterprise business while selling technology that delivers measurable impact across healthcare.

If you're energized by long, complex enterprise sales cycles, executive conversations, and building something category-defining, we'd love to meet you.

• You'll be selling high-six figure to multi-million dollar deals to top executives at major health systems.

• You'll build relationships with CEOs, CFOs, COOs, CIOs, Chief Digital Officers, and other executive stakeholders while orchestrating complex buying committees across clinical, operational, financial, and IT organizations.

• You'll be responsible for creating and closing transformational partnerships that fundamentally change how healthcare organizations operate.

• This role is ideal for someone who has consistently closed seven-figure enterprise software deals and wants to help build a category-defining company.

What You'll Do

• Own the full enterprise sales cycle from strategic account planning through contract execution.

• Prospect and develop relationships with C-suite executives across the largest healthcare organizations in the U.S.

• Build and execute multi-threaded account strategies that engage executive, operational, clinical, finance, and technology stakeholders.

• Lead complex sales processes involving pilots, business cases, procurement, security reviews, and executive presentations.

• Develop ROI models and executive-level business cases demonstrating measurable operational and financial impact.

• Negotiate enterprise agreements, including multi-year and multi-million dollar contracts.

• Partner closely with Product, Customer Success, Solutions Engineering, Legal, and Leadership throughout the sales process.

• Represent Latent Health at executive events, conferences, and customer meetings.

What We're Looking For

• 8+ years of enterprise SaaS sales experience.

• 5+ years selling into Fortune 1000 or large enterprise healthcare organizations.

• Demonstrated history of exceeding enterprise quotas of $3 million or more

• Proven experience closing $1M+ ARR or multi-million dollar enterprise software agreements.

• Experience leading sales cycles lasting 6-18 months with numerous executive stakeholders.

• Strong executive presence with the ability to communicate confidently with CEOs and C-suite leaders.

• Exceptional business acumen and consultative selling skills.

• Experience building net-new pipeline while managing strategic opportunities.

• Comfortable operating in an early-stage, high-growth environment with significant ownership.

• Highly process oriented and excellent in mid-to-late deal execution with the ability to forecast well and close deals on time.

• Prefer selling million-dollar business transformations over transactional software.

• Love navigating ambiguity and building strategy from scratch.

• Can influence executives without relying on technical teams to lead conversations.

• Think like a business advisor rather than a software salesperson.

Nice to Have

• Experience selling AI, automation, workflow, infrastructure, or healthcare technology.

• Existing relationships with health system executives or healthcare enterprise buyers.

• Experience selling transformational technology rather than point solutions.

• Background working at high-growth venture-backed companies.

Why Join Latent

• Backed by top-tier investors including General Catalyst, Conviction, and Y Combinator

• Work alongside a high-caliber team building products our healthcare partners love

• Work on mission-critical problems at the intersection of AI and healthcare

• Real ownership and visibility

• High-impact role on a small, fast-growing team

Benefits

• Competitive compensation, including meaningful equity

• Medical, dental, and vision insurance for employee and dependents

• Flexible PTO policy

• Paid parental leave

• Fertility and family-building stipend through Carrot