---
title: 'Manager, Business Development Representatives at Latent'
canonical: 'https://feeny.ai/job/manager-business-development-representatives-latent-new-york-thndt41fqm2y'
type: 'job'
last_seen: '2026-09-07'
---

# Manager, Business Development Representatives at Latent

- **Company:** Latent
- **Location:** New York, NY
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2026-08-12
- **Last confirmed live:** 2026-09-07
- **Apply:** https://jobs.ashbyhq.com/latent/202d9ca4-7db3-4bed-9d33-f9ba389ff339

## Job description

## ABOUT LATENT

Latent is building the intelligence infrastructure for healthcare. Our clinical AI platform helps health systems streamline medication access by automating complex workflows—including prior authorizations, appeals, and 340B compliance. By surfacing the right clinical evidence from EHR data, we reduce administrative burden, accelerate patient access to therapy, and improve outcomes.

Some of the largest health systems in the country are already customers. We're growing north of 100% year over year, and backed by General Catalyst, Conviction, and Y Combinator.

## THE ROLE

Latent's business development team opens the first conversation with the health systems we want as partners — the pharmacy, finance, and IT leaders who decide how medication access works inside their organizations. Those conversations are hard to earn and worth a great deal when we do, and they're where our growth starts.

You'll be the first dedicated leader of that team. Seven BDRs are in seat today, split across our San Francisco and New York offices, and the team grows from there. You'll build the outreach strategy and the messaging behind it, hire and develop the reps who run it, get real leverage out of our tooling and AI rather than just more volume, and run a feedback loop tight enough that the team knows within weeks what's working and drops what isn't.

You'll partner with our RVPs and Marketing on where to aim, and with Revenue Operations on how we measure it. Much of this is still being built, which is the point.

YOU’LL BUILD WITH AGENTS, NOT JUST BUY MORE TOOLS

This is not a "we'd love to explore AI someday" role. Our Revenue Operations team runs a production multi-agent layer over the revenue org — deal scoring, meeting prep, pipeline monitoring, weekly briefs — and they will teach you to build your own. If you've never written an agent, that's fine. If you have, you'll find people here who speak the language.

You'll also own real influence over the stack. We run Apollo, Nooks, and LinkedIn Sales Navigator today, and you'll have the authority to buy what's best-in-class and cut what isn't. The measure isn't how many tools your reps have open - it's whether each rep is measurably better at research, personalization, and follow-up than they were a quarter ago.

## OUTCOMES YOU'LL OWN

- Outbound sourced pipeline. The number, and the motion that produces it, quarter over quarter.
- Inbound conversion. Speed-to-lead and the qualification of everything Marketing sends us, so good demand doesn't die in a queue.
- Pipeline from the field. Conferences and events that generate real opportunities, not badge scans — including the follow-up motion that converts them.
- Reps who get better. Structured coaching on real recordings with pharmacy and revenue cycle leaders, and a credible path from BDR to AE with people promoted into it.
- Playbooks that work, and get rewritten when they stop. Onboarding and persona-by-persona outbound for pharmacy executives, 340B program directors, specialty pharmacy and revenue cycle leaders, CFOs, and CMIOs.
- The honest read-out. What's working, what isn't, and what the BD function needs from the rest of the company to drive better outcomes. You are our read on the market.

## WHAT YOU'LL BRING

- 2+ years carrying a prospecting number yourself, and 2+ years leading a business development or SDR team.
- Demonstrated success against pipeline targets, with the funnel math behind it that you can walk us through.
- Time inside a best-in-class SDR organization, at a company going through rapid growth.
- Fluency with the modern BDR stack: you’ve tested a lot of tools and have a strong perspective about what is best in class.
- Creativity, and a real willingness to break the mold when it stops working.
- Reps you've developed and promoted — and references from people who chose to work with you more than once.
- Energy that lifts a team, and a bias for fast iteration over long planning cycles.

## NICE TO HAVE

- You've built agents to make your own team faster or better.
- Familiarity with 340B, prior authorization, or specialty pharmacy operations.
- Selling experience in health systems, pharmacy, or revenue cycle.

## WHY LATENT

- Build and lead a critical function from the ground up, with a direct line to the executive team and real influence over how we grow.
- Hire and develop the next generation of Latent's sales leaders.
- Work alongside people who genuinely care about changing healthcare — on work that shortens the distance between a prescription and a patient receiving therapy.
- Competitive compensation, meaningful equity, and comprehensive benefits.

Latent Health is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. If you need accommodation during the interview process, tell your recruiter and we'll arrange it.

## About Latent

## Company Overview
- **One-liner**: Latent provides an enterprise pharmacy intelligence platform that uses a clinical AI engine to automate medication access workflows—such as prior authorizations and appeals—for health systems.
- **Entity Type**: Private (Series A)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2022
- **Founders**: Rishabh Jain and Sriram Somasundaram

## Core Business
- **Primary industry/industries**: Healthcare IT, AI-powered clinical operations, pharmacy intelligence
- **Target customers**: B2B; large health systems (hospitals and health networks) – currently serving over 45 partners including 50% of the top 20 U.S. health systems.
- **Mission or purpose statement**: “Closing the distance between a therapeutic decision and a patient receiving therapy” by automating the manual knowledge work that sits between a doctor’s order and treatment.

## Products & Services
- **Clinical Reasoning Engine**: An AI platform that performs clinical knowledge work—reasoning through patient data, interpreting drug criteria, extracting evidence, and orchestrating workflows across EHR, payers, pharmacies, and patients. Automates prior authorization, payer policy parsing, form auto-filling, and medical necessity checks.
- **Pharmacy Intelligence Platform**: A suite that centralizes pharmacy operations, increases prior-authorization throughput, reduces denials, and helps pharmacists focus on patients instead of paperwork.

## Market Standing
- **Valuation/Market Cap**: Not publicly available
- **Key Metric**: Total funding raised – $80.5 million (Series A as of April 2026)
- **Notable Investors/Partners**: Spark Capital, Transformation Capital, McKesson Ventures, Conviction, General Catalyst, Y Combinator
- **Growth Signals**: 
  - Grew from 4 to more than 45 health system partners in the past year (2025–2026)
  - Now serves 2 million patients annually
  - Reduces denials by over 30% and enables clinicians to serve twice as many patients
  - Customers include Yale New Haven Health, Ochsner Health, MetroHealth, UCI, Vanderbilt Health, Mount Sinai, Henry Ford Health, UCSF Health, UCLA Health

## Competitive Advantages
- Deep, native integration with any EHR; the engine operates directly within the patient record.
- Proprietary clinical agentic engine trained on medical reasoning, payer rules, and drug criteria – a high bar for regulatory and clinical accuracy.
- Proven operational impact: 109% more prior-auth throughput per person, 23.4 minutes of every appeal handed back to pharmacists, and $300K+ annual labor cost savings cited by customers.
- Already embedded in 50% of the top 20 U.S. health systems, creating a high switching cost.

## Strategic Focus
- Expand health system footprint and deepen the platform connecting hospitals, payers, pharmacies, and patients.
- Continue investing in reliability and trust required for healthcare deployment.
- Scale the team and apply the Clinical Reasoning Engine proactively to identify patients who should start therapy and keep them on treatment.
- Move beyond prior authorization into every process where clinical knowledge must be translated into action.

## Why Work Here
- **Culture**: High agency, ownership, and independence; engineers own projects from ideation to completion. Values include bias to action, practical innovation, and customer obsession (regularly visiting partner sites).
- **Remote/Hybrid**: Remote-friendly (headquarters in San Francisco; team is distributed).
- **Notable perks/engineering culture**: Fast-moving environment with ambitious product and GTM goals; opportunity to work on one of healthcare’s hardest problems using modern AI/ML; team size ~50 (as of early 2026) – still a growth-stage startup.

## Sources
1. [latenthealth.com](https://latenthealth.com/)
2. [latenthealth.com/about](https://latenthealth.com/about)
3. [latenthealth.com/careers](https://latenthealth.com/careers)
4. [ycombinator.com/companies/latent](https://www.ycombinator.com/companies/latent)
5. [cbinsights.com/company/latent](https://www.cbinsights.com/company/latent)

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