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About the Role
As Regional VP of Sales at Latent Health, you will lead and scale our enterprise sales team. You’ll build and coach a high-performing team of AEs and SDRs, set the sales strategy, and ensure consistent attainment of aggressive growth targets aligned with Latent’s commercialization strategy. You’ll bring firsthand expertise in closing $1M+ enterprise deals and model the consultative, ROI-driven approach needed to win in complex health tech sales. This role is ideal for a leader who thrives in ambiguity, operates with extreme ownership, and is passionate about transforming healthcare through cutting-edge AI adoption.
Responsibilities
- Lead and develop a sales team: Recruit, coach, and mentor AEs and SRDs to consistently achieve multi seven-figure quota attainment.
- Set and execute sales strategy: Define territory coverage, account plans, pipeline development, and forecasting to deliver predictable growth.
- Engage in strategic deals directly: Co-pilot enterprise opportunities through the full sales cycle (prospecting, discovery, contracting, expansion), drawing on personal experience closing six- and seven-figure deals.
- Develop and influence executive-level relationships: Build trust with CPOs, CMOs, CIOs, Pharmacy leadership, Legal, and Compliance stakeholders across accounts.
- Navigate complex procurement and contracting: Oversee sophisticated negotiations involving legal, security, compliance, and data governance.
- Partner cross-functionally: Collaborate closely with product, engineering, account management, and implementation teams to shape proposals and ensure seamless delivery.
- Own forecasting and reporting: Maintain CRM discipline, pipeline visibility, and performance tracking for both individual and team results.
Requirements
- 5+ years in sales management and 7+ years enterprise tech sales with a proven record of $1M+ annual quota attainment and closing six- and seven-figure deals.
- Expert in driving complex sales cycles (traditionally 6–18 months, brought down to 4-6 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 ROI based selling in AI, analytics, SaaS, or deep-tech (healthcare exposure is not a requirement).
- Thrive in ambiguity with a high degree of ownership and bias towards action.
- Willingness to travel ~30%.
Skills
- AI
- Analytics
- SaaS
- Deep-tech
- Sales management
- Enterprise tech sales
- ROI storytelling
- Executive presence
- CRM
Location
- Onsite in San Francisco, CA
- Onsite in New York, NY
Work Type
- Onsite
- Travel ~ 30%
Experience Level
- 5+ years in sales management
- 7+ years enterprise tech sales
Benefits
- Equity / stock options
- Health, dental, vision benefits
- Generous PTO and parental leave
About the Company
- 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, Henry Ford, Vanderbilt, MetroHealth, Northwestern, UCLA, UC Irvine, and UCSF
- At Latent, you get a rare chance to wear a tech sales hat and make a meaningful impact on healthcare.
- You’ll report to Maryana Kessel, VP of Sales.