Account Development Representative

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 mission of a Account Development Representative is to serve as the strategic intelligence engine behind Ambience's enterprise growth motion. In a concentrated universe of ~250 target health systems, you'll be responsible for breaking into named accounts and converting them into durable, high-quality pipeline for our Strategic Growth Executives (SGEs). Supporting a pod of ~4 SGEs, you'll operate less like a traditional sales role and more like a strategic partner who is commercially sharp, operationally excellent, and always one step ahead.

WHAT YOU'LL DO

- Build and activate enterprise pipeline. Run disciplined, account-level outbound campaigns across your named ICP portfolio. Convert warm signals like events, referrals, executive introductions, and intent data into fully qualified opportunities with confirmed buying group coverage, real pain, and a clear next step.

- Drive executive engagement and event conversion. Own pre- and post-event strategy for priority and flagship events.

- Help keep deals moving smoothly by owning scheduling, logistics, and coordination across multi-stakeholder meetings.

- Monitor deal activity proactively, flag risk before it becomes a problem, and ensure no active opportunity goes stale without a plan.

- Build and maintain enterprise-grade account briefs for every active target: org structure, current-state tooling, strategic priorities, competitive landscape, and procurement motion. Help your SGEs run a tighter political campaign on every account.

- Own CRM hygiene and operational excellence. Log all external activity in HubSpot within 24 hours. Maintain living account plans that any internal stakeholder can orient from in under five minutes. Standardize and own templates for meeting recaps, stakeholder maps, event follow-ups, and economic buyer email drafts.

WHO YOU ARE

- You are early in your career — 1 to 4 years of experience in consulting, business development, expert networks, healthcare, or a strategic support role in a complex environment. You are intellectually curious, research-driven, and eager to apply your skills to a commercial outcome for the first time or in a new context.

- You are a disciplined operator who builds repeatable systems, manages multiple workstreams without dropping anything, and takes genuine pride in the behind-the-scenes execution that makes everything run.

- You are a strong, adaptable communicator. You are equally comfortable drafting a targeted outbound sequence for a CMIO and preparing an internal briefing doc for an SGE. You tailor your style to your audience and communicate with clarity at every level.

- You build trust quickly and earn it over time. SGEs, cross-functional partners, and external stakeholders see you as a reliable, proactive force multiplier, not an order-taker.

- You are deeply motivated by outcomes, not tasks. You seek feedback, iterate fast, thrive in ambiguity, and take ownership without waiting to be asked.

- You care about what Ambience is building and why. Healthcare is hard to change. You want to be part of the team that does it anyway.

PAY TRANSPARENCY

This role is a commission-eligible position with a 70/30 base salary and variable compensation split. The base salary for this role is approximately $85,000 per year. When combined with variable compensation, the total on-target earnings (OTE) is approximately $120,000 annually, assuming 100% quota attainment.

Actual compensation within this range may be determined based on factors such as experience, role scope, and geographic location. In addition to cash compensation, this role is eligible for equity grants. Our compensation philosophy emphasizes meaningful equity ownership, enabling team members to share directly in the long-term value they help create.

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…