Who We Are
We created Lucem Health with Mayo Clinic in 2021 to make clinical AI useful and effective in the real world so it can fulfill its immense potential to help transform healthcare. Our vision is a world in which clinicians detect problems before they become life threating and patients get world class care, everywhere. Our mission is to revolutionize care delivery through the practical application of clinical AI.
After a long journey of discovery, we are now focused on helping healthcare providers deliver more proactive care using a unique approach to early disease detection that is easy to implement and does not require clinicians to change how they practice medicine. Given that providers have been struggling financially for some years now, we have also developed an innovative business model in which we partner with life sciences companies (pharma/med device) to fund deployment of our early disease detection at providers.
In effect, our business is now about aligning provider and life sciences incentives to deliver better, more proactive care that changes, and even saves, patient lives.
About our Products – Reveal, Disease Insights, and AI Model Development:
Lucem Health’s Reveal solutions leverage clinical AI models to identify patients at a higher risk for life-threatening or chronic diseases—even in the absence of traditional indicators such as symptoms or screening results. By detecting subtle patterns in clinical data, Reveal solutions enhance early detection and treatment acceleration, driving proactive care strategies and meaningful clinical and financial yield all while optimizing scarce care delivery resources.
Disease Insights is an advanced analytics platform designed to help our life science partners refine provider outreach, optimize reimbursement strategies, and capture a larger share of a growing market. It leverages real-world patient data to give insight into diagnostic and treatment pathways across populations of patients.
The AI models created by our data science team serve as the engines behind our Reveal solutions. This team develops and refines these advanced clinical AI models to identify patients at highest risk of disease.
Position Summary
You will own new logo acquisition and expansion within health systems and large provider groups. You’ll build and scale an enterprise sales motion that converts life sciences–funded pilots into durable, multi-year production agreements. You are a hands-on builder who can prospect, multi-thread, navigate complex provider purchasing, and consistently close. You’ll partner closely with the VP, Commercial Programs to design high-conviction pilots, with Customer Success to ensure outcomes, and with Product to tighten the value story by therapeutic area.
Key Responsibilities
- Go-to-Market and Pipeline Management
- Define named account plans for IDNs, AMCs, regional systems, and large specialty groups.
- Build top-of-funnel activities (outbound programs, events, ABM) in partnership with Marketing.
- Establish and optimize SDR to AE handoffs and conversion SLAs.
- Manage provider pipeline for each clinical program; maintain stage discipline and accurate forecasting in HubSpot.
- Enterprise Sales Execution
- Conduct rigorous discovery with clinical, IT, AI/ML, and revenue cycle stakeholders.
- Clearly communicate ROI for proactive disease detection across various economic models (VBC, FFS, shared savings, service-line growth).
- Lead pilots and production deals in lockstep with Commercial Programs to maximize conversion.
- Navigate provider procurement, including MSAs/BAAs/SOWs with Legal, security/privacy due diligence, value analysis, and IT architecture reviews.
- Negotiate and close: structure multi-year agreements with clear success metrics, pricing/volume tiers, and expansion levers.
- Cross-Functional Leadership
- Partner with Product to refine clinical workflows, EHR integration requirements (Epic/Cerner, etc.), and data exchange (FHIR/HL7, SSO, identity).
- Collaborate with Solutions to quantify clinical and economic outcomes; convert pilot data into ROI calculators, case studies, and references.
- Represent the voice of the customer to inform product roadmap; track and resolve deal blockers.
- Revenue & Forecasting
- Own key metrics: bookings, ACV, win rate, sales cycle, pilot-to-production conversion, and expansion ARR with pilots.
- Build quarterly and annual sales plans; run weekly pipeline reviews; deliver accurate forecasts by program and therapeutic area.
- Team Building & Enablement
- Hire, coach, and develop AEs and SDRs; raise the talent bar with clear competencies and scorecards.
- Create sales playbooks by therapeutic area/persona, mutual close plans, and executive QBRs.
- Customer Advocacy & References
- Build a reference network of C-suite and clinical champions; secure flagship accounts and publish outcome stories with Marketing.
Qualifications
- 7+ years enterprise sales in health tech or healthcare data/AI
- 5+ years selling to health systems/IDNs, including experience with complex procurement and IT/security diligence.
- Demonstrated success meeting new bookings targets and converting pilots to production agreements in provider settings.
- Deep understanding of provider economics (service line growth, throughput, staffing constraints, value analysis), EHR workflows/integration, and compliance (HIPAA, BAAs).
- Exceptional executive presence; proven ability to lead cross-functional deal teams and navigate value committees.
- Highly process-and data-driven; expertise in CRM discipline, forecast accuracy, qualification frameworks, and mutual action plans.
- Builder mentality: skilled at creating playbooks, pricing structures, and enablement programs from the ground up; thrives in early-stage environments.