Account Development Representative

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 The mission of an Account Development Representative is to serve as the front-line accelerator of Ambience's enterprise growth engine. In a concentrated universe of ~250 target health systems, you'll be responsible for systematically penetrating, activating, and advancing named accounts into durable, high-quality pipeline for our Strategic Growth Executives (SGEs). Supporting a pod of ~4 SGEs, you'll operate less like a traditional ADR and more like a strategic partner who is commercially sharp, operationally excellent, and always one step ahead. This is a role for someone who understands that in enterprise healthcare sales, precision and persistence matter far more than volume. WHAT YOU'LL DO - Build and activate enterprise pipeline. Run disciplined, account-level outbound campaigns across your named ICP portfolio. Convert warm signals like events, referrals, executive introductions, and intent data into fully qualified opportunities with confirmed buying group coverage, real pain, and a clear next step. Hold yourself to a high bar: a meeting is not a win, a qualified opportunity is. - Drive executive engagement and event conversion. Own pre- and post-event strategy for priority conferences like HIMSS, ViVE, and HLTH. Secure earned meetings at named ICP accounts, lock post-event follow-through within 14 days, and generate VP+ executive engagement at accounts not yet in active pipeline. Use TeamLink, referrals, and board connections to get into the room. - Keep deals moving without slowing them down. Own all scheduling, logistics, and coordination for multi-stakeholder meetings (clinical demos, IT deep dives, finance/RCM value sessions, executive briefing) so your SGEs can focus entirely on the conversation. Monitor deal activity proactively, flag risk before it becomes a problem, and ensure no active opportunity goes stale without a plan. - Produce intelligence that sharpens the attack. Build and maintain enterprise-grade account briefs for every active target: org structure, current-state tooling, strategic priorities, competitive landscape, and procurement motion. Surface actionable insights monthly and feed what you learn back into messaging and talk tracks. Help your SGEs run a tighter political campaign on every account. - Own CRM hygiene and operational excellence. Log all external activity in HubSpot within 24 hours. Maintain living account plans that any internal stakeholder can orient from in under five minutes. Standardize and own templates for meeting recaps, stakeholder maps, event follow-ups, economic buyer email drafts. Pre-wire internal teams (SE, Value Attainment, Legal) early so no deal stalls waiting for someone to get up to speed. WHO YOU ARE - You have 3+ years of experience in enterprise sales development, business development, or a strategic support role in a complex B2B or healthcare environment. You understand enterprise buying dynamics and know how health systems make decisions. - You are a disciplined operator who builds repeatable systems, manages multiple workstreams without dropping anything, and takes genuine pride in the behind-the-scenes execution that makes everything run. - You are a strong, adaptable communicator. You are equally comfortable drafting a targeted outbound sequence for a CMIO and preparing an internal briefing doc for an SGE. You tailor your style to your audience and communicate with clarity at every level. - You build trust quickly and earn it over time. SGEs, cross-functional partners, and external stakeholders see you as a reliable, proactive force multiplier, not an order-taker. - You are deeply motivated by outcomes, not tasks. You seek feedback, iterate fast, thrive in ambiguity, and take ownership without waiting to be asked. - You care about what Ambience is building and why. Healthcare is hard to change. You want to be part of the team that does it anyway. PAY TRANSPARENCY This role is a commission-eligible position with a 70/30 base salary and variable compensation split. The base salary for this role is approximately $85,000 per year. When combined with variable compensation, the total on-target earnings (OTE) is approximately $120,000 annually, assuming 100% quota attainment. Actual compensation within this range may be determined based on factors such as experience, role scope, and geographic location. In addition to cash compensation, this role is eligible for equity grants. Our compensation philosophy emphasizes meaningful equity ownership, enabling team members to share directly in the long-term value they help create. 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’ day-to-day lives and health system financial health across some of the most complex, high-stakes workflows in the world. - Join a “dream team” culture where we hire exceptional people, expect exceptional outcomes and invest deeply in feedback and continuous growth. We operate as a championship team, and that means being ok with hard, uncomfortable, ambiguous problems that lead to real greatness. - Operate with real ownership and accountability in an environment where there are no bystanders: If something is broken, we fix it! You will have meaningful autonomy and be expected to drive work to completion. To help you do your best work, we pair these expectations with benefits intentionally designed to help you feel supported and safe at Ambience and beyond. Some of our key benefits include - Comprehensive medical, dental, and vision coverage for you and your dependents - 401(k) with a company match of up to 3% of base salary - A remote-friendly culture (with a San Francisco HQ) and full equipment provisioning to ensure you can work effectively from wherever you’re based. - Parental leave to support your family needs - Annual company-wide off-sites, team off-sites and regular team lunches and all-hands gatherings, with travel, lodging and meals covered - Flexible time off with no annual cap, company-wide holidays and an annual holiday shutdown from December 24–January 1 designed to support real rest and long-term sustainability. Ambience Healthcare is an equal opportunity employer and is committed to building a diverse and inclusive workplace. We do not discriminate on the basis of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, genetic information, or any other legally protected status. We encourage applicants from all backgrounds to apply. Ambience is committed to supporting every candidate’s ability to fully participate in our hiring process. If you need any accommodations during your application or interviews, please reach out to our Recruiting team at accommodations@ambiencehealthcare.com recruiting@ambiencehealth.com. We’ll handle your request confidentially and work with you to ensure an accessible and equitable experience for all candidates. Ambience Healthcare has become aware of scams targeting jobseekers with fake jobs and even interviewing people. Our emails will always come from @ambiencehealthcare.com. We would never our ask candidates to download apps or make any form of payment(s). If you are contacted through WhatsApp, Telegram, similar but fake email domains, or asked to make a payment, these contacts are not legitimate. Report the issue immediately to LinkedIn and the FBI https://www.fbi.gov/how-we-can-help-you/scams-and-safety.