National Strategic Account Executive

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:

As a National Strategic Account Executive, you will own a small portfolio (6-9 accounts) of Ambience’s most strategic and complex health system relationships. This is a senior enterprise role focused on driving large-scale expansion, system-wide adoption, and long-term strategic value within the largest and most influential health systems in the country, while selectively landing new marquee national accounts.

You will operate as the primary executive owner of these relationships navigating evolving stakeholder dynamics, shaping enterprise-wide value narratives, and orchestrating internal and external resources to grow Ambience’s footprint at scale. National Strategic Accounts Representatives are expected to operate with significant autonomy and judgment, balancing near-term expansion execution with long-term strategic positioning across multi-year account horizons.

What You’ll Do:

- Own the end-to-end strategic account lifecycle for assigned national accounts, including enterprise expansion, new use case adoption, and long-term value realization

- Serve as the primary executive relationship owner for a small number of Ambience’s largest health system partners, maintaining continuity through leadership turnover and strategic shifts

- Selectively lead net-new pursuits for top-tier national health systems in partnership with executive leadership and founders

- Map complex stakeholder environments and sustain multi-threaded executive engagement across clinical, operational, financial, and IT leadership (CMIO, CMO, CIO, CFO, COO, Revenue Cycle)

- Shape enterprise decision criteria and evaluation frameworks so Ambience’s clinical, operational, and financial value (particularly in inpatient settings) is clearly differentiated and prioritized

- Conduct deep discovery to understand enterprise workflows, system constraints, and financial drivers, and translate those insights into compelling expansion narratives

- Build and maintain CFO-grade ROI models that explicitly tie Ambience’s platform to inpatient documentation integrity, CMI, CDI, coding accuracy, throughput, physician efficiency, and system-level outcomes

- Design and execute multi-phase enterprise expansion strategies across facilities, service lines, and capabilities

- Negotiate high-value, multi-year enterprise agreements and expansion structures that balance customer outcomes with Ambience’s long-term strategic and financial interests

- Navigate internal politics, manage competing incentives, and maintain executive sponsorship through shifting priorities and budget cycles

- Orchestrate founders, executive leadership, Product, Care Transformation, Marketing, and RevOps to reinforce value, manage risk, and accelerate expansion initiatives

- Maintain disciplined operating rigor, including account strategies, expansion roadmaps, forecasting, and internal executive communication

Who You Are:

- You have 8+ years of experience selling and managing complex enterprise software relationships within large health systems or academic medical centers

- You have owned and grown a small portfolio of large, multi-year enterprise accounts with demonstrated expansion success

- You have personally led seven-figure-plus enterprise deals involving high stakeholder complexity and long sales cycles

- You are fluent in selling to clinical, operational, and financial executives and can adapt messaging without losing credibility across audiences

- You understand how enterprise health system decisions actually get made, including politics, power dynamics, governance, and unspoken incentives

- You can construct, defend, and communicate CFO-level financial and ROI models grounded in real clinical and revenue-cycle workflows

- You think like an enterprise owner—comfortable balancing immediate expansion execution with long-term strategic account stewardship

- You are a disciplined value architect and strong closer, able to clearly articulate your role in driving expansion and landing major enterprise outcomes

- You are comfortable operating in high-growth or startup environments with limited playbooks and high accountability

- You value direct feedback, low-ego collaboration, and cross-functional ownership

- You are willing and excited to travel as needed to maintain executive relationships and close strategic expansion and new-logo opportunities

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’…