Head of Enterprise Accounts
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Job description
Head of Enterprise Accounts at Ambience Healthcare
About the role
In this position, you will spearhead a team of enterprise sales professionals while also overseeing the pipeline generation efforts. Reporting directly to the Chief Revenue Officer (CRO), you will manage a team of approximately five enterprise sellers, with plans to expand this team to over ten within the next six to twelve months. Additionally, you will take charge of the newly formed Account Development Representative (ADR) team, ensuring effective pipeline management, deal analysis, coaching, and forecasting.
Key facts
What you'll do
- Develop and implement a structured weekly operating rhythm to guarantee consistent pipeline visibility and precise forecasting, which will include comprehensive pipeline reviews and deal inspection methodologies.
- Provide mentorship to enterprise sellers, focusing on the essential skills required for success in healthcare AI sales, including multi-stakeholder engagement and navigating complex procurement processes within health systems.
- Manage the performance of your team through a systematic approach that identifies and nurtures both high and low performers, ensuring continuous improvement.
- Expand the team of enterprise sellers while maintaining rigorous hiring standards, defining ideal seller profiles, participating in the recruitment process, and establishing a comprehensive onboarding program.
- Directly oversee the ADR team, setting performance standards, crafting an account-based outbound strategy in collaboration with marketing, and developing internal talent.
- Work closely with Sales Enablement, Product Marketing, and Revenue Operations to ensure effective training, messaging, and customer relationship management (CRM) processes are in place.
- Analyze market trends and competitor activities to inform strategic decisions and enhance the sales approach.
- Foster a culture of accountability and high performance within the sales team, ensuring that all members are aligned with the company's goals and objectives.
Requirements
- A minimum of 8 years of experience in enterprise healthcare sales, including at least 3 years in a frontline sales management role overseeing individual contributors.
- Proven track record of coaching sellers through complex, multi-stakeholder health system deals that involve significant contract values and lengthy sales cycles.
- Ability to hold team members accountable for maintaining pipeline integrity, forecast accuracy, and deal progression without resorting to micromanagement.
- Strong understanding of the healthcare AI landscape, enabling you to engage effectively with clinical, financial, and IT leaders while guiding sellers through the intricate political dynamics of large health systems.
- Experience in establishing new operational cadences, onboarding programs, and pipeline generation functions from scratch, including managing or building an ADR team alongside experienced enterprise sellers.
- Recognized for your ability to attract top talent and improve seller performance, earning respect from recruiting partners as a collaborative and high-standard hiring manager.
Nice to have
- Experience in building and managing an ADR team from the ground up.
Skills & tools
- Expertise in enterprise healthcare sales
- Proficient in sales management and pipeline management
- Strong skills in forecasting and deal inspection
- Effective coaching abilities
- Experience in hiring and onboarding processes
- Familiarity with account-based marketing strategies
- Proficient in CRM tools, such as Salesforce
Practical notes
Ambience Healthcare provides a comprehensive benefits package that includes medical, dental, and vision insurance, along with a 401(k) plan featuring a company match of up to 3%. The company promotes a remote-friendly work environment and supplies all necessary equipment. Additional benefits include parental leave, annual company and team retreats, and flexible time off, including company-wide holidays and a year-end shutdown.
Ambience Healthcare is dedicated to being an equal opportunity employer, prioritizing diversity and inclusion in the workplace. If you require any accommodations during the application or interview process, please reach out to accommodations@ambiencehealthcare.com. All official communications will originate from @ambiencehealthcare.com, so please be cautious of any scams that may request app downloads or payments.