GTM Programs Lead

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 the GTM Programs Lead is to serve as the architect of Ambience's top-of-funnel machine. In a concentrated universe of ~200 Epic health systems, AMCs, and large IDNs, you'll be responsible for building the infrastructure, intelligence, and plays that convert cold accounts into active pipeline — and ensuring that no high-priority health system goes dark for lack of a system behind it.

This is not a campaign management role. It is not a marketing support role. You own the motion that activates 150 cold health systems — by designing the plays, building AI-powered signal monitoring, mobilizing executive relationships at the right moments, and equipping the ADR team to execute with precision. This is a role for someone who thinks in plays, not campaigns, and measures themselves by pipeline, not MQLs.

What You'll Do

Build and own the account universe. Maintain a living, prioritized map of all 200 ICP accounts in HubSpot. For every account: current tier, 3–5 mapped buyer contacts, Epic implementation status, existing Ambience relationships, last meaningful touchpoint, and current signal status. This is the foundation everything else runs on.

Generate and surface signals at scale. Monitor all 200 accounts continuously for events that create natural, non-generic entry points — leadership transitions, Epic go-live milestones, financial stress signals, peer health system deal announcements, research publications, and event attendance. Surface a weekly signal digest to SGEs with a recommended play for each signal. Deploy AI agents to automate monitoring so human judgment is reserved for choosing the angle and crafting the message.

Design every play the ADR team runs. For each signal type and account tier, define a structured play — the angle, who initiates, the ask, the sequence if no response, and the handoff point. Own the playbook. Update it based on what converts. Core play types include leadership transition plays, peer proof plays, event audience acquisition and follow-up, research and thought leadership deployment, executive mobilization, and re-engagement of cold accounts with prior contact.

Operationalize executive mobilization. Build the infrastructure that puts Nikhil, Mike, and other executives in front of the right buyers at the right time — proactively, not reactively. Maintain a Tier 1 account briefing template, identify the right moment for an executive touch. Track executive involvement in HubSpot so gaps are visible. The goal is the "I owe them one" dynamic — introductions that are specific, timely, and genuinely helpful.

Own event audience acquisition end to end. For every event Ambience invests in — Becker's, CHIME, HFMA, Apex Summit, regional dinners, and roundtables — own the question of who is in the room. Which specific individuals from your 200 target accounts are registered or should be there? What outreach motion gets them there? What pre-event briefing do SGEs need? What post-event follow-up play do ADRs run within 48 hours?

Who You Are

You have 5–8 years of experience in demand generation, GTM operations, sales development, or outbound-focused commercial roles at a high-growth B2B SaaS or enterprise software company. You understand named-account, precision outbound motions — not high-volume SDR factories.

You have built and deployed AI agents or automated workflows for GTM use cases — signal monitoring, account enrichment, outbound personalization, CRM automation. You are comfortable with tools like Clay, n8n, Zapier, Gumloop, or similar without needing engineering support.

You are a HubSpot power user. You can configure sequences, build workflows, design lead scoring logic, and work with RevOps on attribution without being the technical owner.

You think in plays, not campaigns. You have built structured outbound motions before — with clear entry criteria, execution steps, and success metrics — and you update them based on what converts.

You are field-oriented. You build things the SGEs and ADRs actually use. You earn trust by making their outreach better, not by creating more process for them.

Nice to Have

• Healthcare or health system sales experience — IDN structure, Epic ecosystem, CMO/CFO/CNO buying dynamics

• Experience coordinating C-level executive outreach in a relationship-first motion

• Familiarity with gain-share or performance-based enterprise contracts

• BDR/SDR background — first-hand understanding of what makes outbound convert at the rep level

Pay Transparency

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. 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.