Head of Enterprise Accounts

About this role

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.

The Role

The Head of Enterprise Accounts will lead our enterprise seller team and pipeline generation function reporting directly to the CRO. This is a frontline sales leadership role with a combined mandate spanning our Strategic Growth Executive selling organization and the newly founded ADR team - you will be responsible for pipeline management, deal inspection, seller coaching, forecasting, hiring, and outbound pipeline generation across a team selling AI-powered clinical documentation and coding into the nation's largest health systems.

Our team is seeking a leader who can build the operating cadence, coaching infrastructure, and accountability framework that turns talented individual contributors into a high-performing, scalable team. You will inherit a team of approximately 5 enterprise sellers and grow it to 10+ over the next 6-12 months while also owning the ADR team from day one - building the outbound function and managing the reps directly.

You are not a strategist who delegates execution. You are in the pipeline reviews, on the deal inspection calls, coaching sellers through complex multi-stakeholder health system deals, running ADR standups, and personally ensuring forecast accuracy. You will partner closely with the CRO on strategic account assignments and territory planning, and with the recruiting team on building the bench.

What You Will Do

- Build and run a structured weekly operating cadence that produces reliable pipeline visibility and forecast accuracy - including formalized pipeline reviews with deal inspection frameworks, account strategy sessions, documented coaching outputs per deal, and the rigor required for Ambience's board and leadership team to confidently plan against your numbers

- Coach enterprise sellers on the specific competencies that win healthcare AI deals, including multi-threaded selling across clinical, IT, and financial stakeholders, champion development, clinical buyer access patterns, Epic timing navigation, and gain-share deal mechanics - with individual development plans, monthly feedback cadences, and measurable improvement in close rates and deal velocity

- Own performance management end to end, with clear frameworks for identifying under performers and exceptional performers

- Grow the enterprise seller team while maintaining a high hiring bar throughout rapid scaling, including defining the seller profile in partnership with recruiting, actively participating in final-round interview panels, and launching a structured onboarding program with defined ramp milestones from first qualified pipeline through first closed deal

- Directly manage the ADR team as a core part of your scope - establishing activity standards and quality metrics, building an account-based outbound strategy coordinated with enterprise seller territories and aligned with product marketing positioning, and developing internal talent

- Serve as a tightly integrated cross-functional partner to Sales Enablement on training effectiveness and content needs, Product Marketing on messaging and competitive intelligence, and RevOps on CRM hygiene, reporting accuracy, and process improvement - with structured cadences and clear feedback loops that make your function the most predictable partner on the GTM side

Who You Are

- You have 8+ years in enterprise healthcare sales, including at least 3+ years in frontline sales management where you were directly managing individual sellers

- You can coach complex, multi-threaded health system deals with high ACVs and long cycles, navigating multiple stakeholders across clinical, IT, finance, and procurement, and you do so by making your sellers better rather than taking over their deals

- You hold sellers accountable on pipeline hygiene, forecast accuracy, and deal progression without micromanaging - your pipeline reviews produce coaching actions rather than status updates, and your team respects you because you sharpen their skills, not because you police their activity

- You understand the healthcare AI landscape well enough to credibly engage with CMIOs, CFOs, and CIOs on clinical workflow, documentation integrity, and AI-driven care transformation, and you bring enough domain depth to coach sellers through the political dynamics and buying processes unique to large health systems

- You are comfortable building from scratch - new operating cadences, new onboarding programs, new pipeline generation functions - and you have managed or built a ADR team alongside experienced enterprise sellers, understanding the very different coaching and development needs of early-career reps

- You are a magnet for talent: strong sellers want to work for you because you make them b

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