Clinical GTM Lead – PharmD Healthtech Career at Latent in Columbus
Career & Market Insight
This is a senior, high-visibility role at a well-funded Series B-stage healthtech company ($80M raised from top-tier VCs including General Catalyst and Spark Capital). It sits at the intersection of clinical pharmacy, enterprise sales, and AI — a rare and increasingly valuable combination.
Career development highlights:
- You'll build expertise in clinical GTM strategy — a niche skill set in high demand as healthtech companies scale their enterprise sales motions.
- Deep exposure to AI-powered clinical tools positions you well for a future in health AI product leadership or clinical informatics.
- Cross-functional ownership across Sales, Product, and Customer Success develops a broad commercial and strategic skill set rarely available in traditional pharmacy roles.
Compensation context: No salary is disclosed, but comparable Clinical GTM or Pharmacy SME roles at VC-backed healthtech firms typically range from $150,000 to $220,000 annually, often with equity. The absence of a posted range is a mild yellow flag for transparency.
Green flags: Early-stage company with real traction (60+ health systems, 70M patients served), strong investor backing, and a clearly defined role with measurable 6- and 12-month milestones. The low-ego, ownership-driven culture language suggests a startup environment that rewards initiative.
Consideration: This role requires 7+ years of experience and a PharmD — it is a senior individual contributor position. Those seeking people management experience should clarify growth path expectations during interviews.
About Latent
Latent is the enterprise pharmacy intelligence platform, powered by a clinical agentic engine, that enables health systems to grow their pharmacy operations and serve more patients. One engine works across the pharmacy journey to identify patients who qualify for care, improve medication access, capture eligible prescriptions, and support patients throughout treatment.
Latent's platform enables more than 60 leading health systems that collectively serve an estimated 70 million people. Founded by Sri Somasundaram and Rishabh Jain, Latent has raised $80 million from Transformation Capital, Spark Capital, Conviction, General Catalyst, Y Combinator, and others.
The Role
As Clinical GTM Lead, you will be Latent's pharmacy subject matter expert for prospective and current customers. You'll work with Sales on demos, clinical diligence, and executive conversations; support Partner Experience through implementations and account growth; and bring what you hear from customers back to Product. You'll help pharmacy leaders understand how Latent fits their workflows, where it can make a difference, and how we approach clinical quality and patient safety.
Your presence should give customers confidence that experienced pharmacists help build Latent and support its products. This is a hands-on role for someone who enjoys working directly with customers and turning clinical insight into practical action.
What You'll Do
Clinical Sales Partnership
- Lead the clinical portions of sales calls, product demos, diligence, and executive meetings. Address questions about pharmacy operations, medication access, and how Latent fits into existing workflows.
- Partner with Sales to anticipate objections, explain the product clearly to clinical and non-clinical stakeholders, and build trust through accurate, direct answers.
Customer Implementation and Growth
- Work with Partner Experience to understand each customer's workflows, support implementation decisions, and help pharmacy teams adopt the product successfully.
- Join strategic account conversations to identify opportunities for deeper use, retention, and expansion that serve customer and patient needs.
Product Insight and Clinical Accuracy
- Turn customer feedback and clinical requirements into clear recommendations for Product, balancing clinical value, operational feasibility, and business impact.
- Review customer-facing claims, presentations, and guidance for clinical accuracy and sound judgment around patient safety, compliance, and product positioning.
Tools That Help the Team Scale
- Create reusable clinical presentations, diligence responses, workflow guidance, and answers to common customer questions.
- Equip Sales and Partner Experience to handle recurring clinical questions confidently while knowing when to bring in deeper pharmacy expertise.
What Success Looks Like
- Within six months: You are a trusted clinical partner on our most important sales opportunities and customer accounts, and you have built materials and processes that Sales and Partner Experience use regularly.
- Within 12 months: Your work has strengthened clinical confidence throughout the sales process, supported retention and expansion, and established a clear feedback loop among customers, Latent's clinical team, and Product.
What We're Looking For
- A PharmD from an accredited institution and an active or recently active pharmacist license in at least one U.S. state.
- At least seven years of relevant experience across pharmacy practice, clinical operations, healthcare technology, or related work, including meaningful experience with pharmacy workflows.
- Strong understanding of medication access and the day-to-day needs of pharmacists, pharmacy leaders, and the organizations they serve.
- Experience working directly with customers and communicating with clinical, operational, and executive stakeholders. You can lead a detailed workflow discussion and an executive conversation with equal confidence.
- A record of owning clinical, operational, product, or customer outcomes, with the ability to turn clinical requirements into practical solutions.
- Clear writing and presentation skills — you make complex clinical topics understandable and create materials that other teams can use.
- Sound judgment about clinical risk, patient safety, compliance, and the claims we make about our product.
- Comfort learning and explaining technical and AI products, and working closely with commercial and technical teams.
- A hands-on, low-ego approach — you take ownership, move through ambiguity, and help the team get the work done.
Nice to Have
- Experience at a healthcare technology, digital health, or pharmacy technology company.
- Experience supporting enterprise healthcare sales, strategic accounts, or technology implementations in a pharmacy organization.
- Familiarity with AI products or clinical decision support tools.
- Relationships with pharmacy executives or health system pharmacy leaders, or experience speaking at industry events.
Why Join Latent
- Help more patients get the medications they need by improving how pharmacy teams work.
- Work closely with Sales, Partner Experience, Product, and our clinical team on problems that matter to customers.
- Shape how Latent earns clinical trust as the company grows, with the ownership to build what the team needs.
Frequently Asked Questions
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