Responsibilities

• 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?