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About the Role
This person is Latent's 340B subject matter expert, representing the company to customers, partners, and industry stakeholders. They will accelerate deals through deep technical and regulatory knowledge, enable the sales team to independently conduct 340B conversations, and support strategic opportunities. They will own partnerships with TPAs, wholesalers, and ecosystem players, executing partnership strategy end-to-end, and translating customer conversations and regulatory shifts into actionable product and commercial insights.
Responsibilities
- Engage directly on 340B opportunities across the pipeline, going deep with 340B directors, pharmacy leaders, and finance stakeholders on priority deals.
- Build and roll out 340B enablement materials, including training, decks, one-pagers, and calculators, to empower Sales and Partnerships teams.
- Identify, negotiate, and launch new partnerships with TPAs, wholesalers, and other ecosystem players.
- Develop relationships with 340B leaders at partner health systems and serve as a trusted resource.
- Track regulatory and policy changes across 340B, including HRSA guidance, manufacturer restrictions, and state legislation, and communicate implications for customers and sales strategies.
- Provide market feedback to the Product team to shape the roadmap and collaborate on positioning new capabilities.
- Measure the impact of 340B expertise on deal velocity, win rate, and expansion to inform investment decisions.
- Represent Latent externally as a 340B expert at conferences, industry groups, and through published perspectives.
Requirements
- 7+ years of experience in a 340B or pharmacy vendor role, 340B program management (health system or pharmaceutical manufacturer), or 340B-focused healthcare consulting.
- Deep, operational command of 340B, including day-to-day program execution and understanding of the regulatory and legal landscape.
- Experience presenting to or negotiating with health system executives (CFO, CPO, 340B Director, VP Pharmacy).
- Experience identifying, developing, and managing partnerships with technology vendors (TPAs, wholesalers, etc.) from negotiation through launch.
- Proven track record of driving commercial outcomes such as closed or accelerated deals, launched partnerships, or revenue impact.
- Ability to uncover health system 340B challenges, quantify business impact, and build a compelling ROI case for CFOs.
- Experience structuring and negotiating multi-stakeholder agreements with diverse motivations and constraints.
- Ability to translate customer and market feedback into clear, actionable input for product teams.
- Comfort operating without a predefined playbook and building necessary processes.
- Willingness to travel 30-40% for customer meetings, partner work, and industry events.
Skills
- 340B expertise
- Partnership management
- Sales enablement
- Regulatory analysis
- Product feedback
- Commercial strategy
- Negotiation
- Relationship building
Work Type
- Full-time
Experience Level
- 7+ years
Benefits
- Competitive compensation
- Meaningful equity
- Medical insurance
- Dental insurance
- Vision insurance
- Flexible PTO policy
- Paid parental leave
- Fertility and family-building stipend through Carrot
About the Company
- Latent is building the intelligence infrastructure for healthcare.
- Our clinical AI platform helps health systems streamline medication access by automating complex workflows — prior authorizations, appeals, and 340B compliance.
- We surface relevant clinical evidence from EHR data to reduce administrative burden and accelerate time-to-therapy for patients.
- We recently raised a $60M Series A at a $600M valuation, backed by Conviction, Spark Capital and other leading investors.
- We 10x'd revenue last year and work with 40+ of the nation's leading health systems, including Mount Sinai, UCSF, Yale, Ochsner, and Mayo Clinic.
- We move fast, operate with high ownership, and build products that directly improve patient care.