Director, 340B Solutions and Partnerships

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

This person is Latent's 340B subject matter expert in the market, representing us in front of customers, partners, and industry stakeholders, and accelerating deals through deep technical and regulatory knowledge. They enable the sales team to hold 340B conversations independently while jumping in to support strategic opportunities.

They own partnerships with TPAs, wholesalers, and ecosystem players, working with the SVP 340B to execute partnership strategy end-to-end. They translate customer conversations and regulatory shifts into actionable product and commercial insights.

What You'll Do

• Engage directly on 340B opportunities across the pipeline, going deep with 340B directors, pharmacy leaders, and finance stakeholders on the priority deals where your expertise speeds things up.

• Build and roll out 340B enablement (training, decks, one-pagers, calculators, and other tools) so the Sales and Partnerships teams can run these conversations on their own.

• Work with the SVP 340B to identify, negotiate, and launch new partnerships with TPAs, wholesalers, and other ecosystem players.

• Develop relationships with 340B leaders at partner health systems and be a trusted resource for them as their programs evolve.

• Track regulatory and policy changes across 340B, including HRSA guidance, manufacturer restrictions, and state legislation, and help the team understand what each change means for customers and for how we sell.

• Bring market feedback to Product so it shapes the roadmap, and work with Product on how new capabilities get positioned.

• Help measure how 340B expertise affects deal velocity, win rate, and expansion so we know where to invest.

• Represent Latent externally as a 340B expert at conferences, in industry groups, and through published perspectives.

What We're Looking For

• 7+ years at a 340B or pharmacy vendor, in 340B program management (at a health system or pharmaceutical manufacturer), or in 340B-focused healthcare consulting

• Deep, operational command of 340B, from how programs actually run day to day to where the regulatory and legal landscape is heading

• Presented to or negotiated with health system executives (CFO, CPO, 340B Director, VP Pharmacy)

• Identified, developed, and managed partnerships with technology vendors (TPAs, wholesalers, etc.) from negotiation through launch

• Track record of driving commercial outcomes you can point to, like deals closed or accelerated, partnerships launched, or revenue impact

• Able to uncover a health system's real 340B challenges, quantify the business impact, and build an ROI case that holds up with a CFO

• Structured and negotiated multi-stakeholder agreements where each party had different motivations and constraints

• Turned customer and market feedback into clear, actionable input for product teams

• Comfortable operating without a playbook and building what's needed as you go

• Willing to travel 30-40% for customer meetings, partner work, and industry events

Nice to Have

• Early-stage or high-growth startup experience

• Relationships with 340B directors, CPOs, or pharmacy finance leaders at large U.S. health systems

• Director-level or higher experience in health system pharmacy operations, ideally with clear financial or commercial results

• Built sales enablement materials such as playbooks, ROI models, or customer-facing decks that helped a commercial team sell into health system pharmacy

• Active participant in the 340B community through conference talks, published writing, webinars, or advisory roles

Benefits

• Competitive compensation, including meaningful equity

• Medical, dental, and vision insurance for employee and dependents

• Flexible PTO policy

• Paid parental leave

• Fertility and family-building stipend through Carrot