Director of Sales

Job Title: Director of Sales

Location & Travel: Onsite in San Francisco, CA or New York, NY, travel ~ 30%

About Latent

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

• ~ 90% inbound pipeline, ~ 4-month sales cycles vs. 18 months averages in sector

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.

Role Overview

As Director 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 & Impact

• 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. We are doers here, not just delegators.

• 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.

What You Bring (Qualifications & Skills)

• 3+ 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%.

Compensation & Benefits

• Equity / stock options

• Health, dental, vision benefits

• Generous PTO and parental leave

Why This Role Matters

You’ll be on the front lines of a healthcare transformation, helping ensure that patients don’t have to wait weeks or months for drug approvals. You’ll work with some of the most respected health systems in the US and use AI to remove friction across the care continuum. If you believe in tech and purpose, this is a rare chance to do both.