Our client is a digital SaaS platform incorporating patented digital-first diagnostic tests, aiming to massively increase the screening and treatment of cardio, metabolic and renal diseases in under 10 minutes – drastically increasing the health of the nation. They are on a mission to screen 150 million people and prevent 30 million people from developing long-term diseases over the next 10 years..
Key Highlights:
- Clear value proposition – preventable diseases cost the NHS 8 figures annually and impact the lives of millions, catching preventable diseases helps reduce the burden on the public sector.
- Huge TAM which includes any publicly funded health group and health retail (think ASDA, Superdrug and Boots). Purely B2B2C strategy. TAM is also expanding and could include employers and insurers – this is not a limited model and there is opportunity to launch+scale across multiple verticals.
- Patented technology developed by three credible co-founders which protects their USP – only product available using smartphone technology to analyse blood-based biomarkers and connect to a comprehensive post-care ecosystem.
- £1.5m turnover over in 2024 from small but growing selection of major enterprise customers. This role will be a player-coach to hunt enterprise opportunities. Current annualised run rate in excess of £2.5m.
- Proven sales performance with a current account executive generating £350k in Q3 2024.
- Extensive funding, recently raised £3.6m from notable investors.
- ACV trending at £90k upwards – opportunity to continue selling into closed accounts as they require more products and services to extend ongoing partnerships. Currently achieving a 20-25% close rate from SQL stage.
- Opportunity to join as a player-coach managing 2 AEs – with success there is the opportunity to be promoted to Head of Sales where the role evolves to pure management.
- £90k – £110k base x 2 OTE, stock options available, hybrid working setup (Monday, Tuesday and Friday in-office), travel expenses paid and other benefits to be discussed.
The Role:
- Creating and developing effective sales strategies to increase new business sales by implementing qualification and sales frameworks to increase lead conversion.
- Building collaborative relationships with the customer success delivery team who will assist with post-sales activities such as training and onboarding while own the commercial relationship.
- Developing an outbound & closing strategy targeted towards larger organisations with higher ACVs. They are heavily weighted towards an ABM approach in a focused market.
- Leading and nurturing a team of 2 AEs with scope to grow the team as led by success. Need to achieve targets of £5m in 2025 and £8m in 2026 total revenue. Big opportunity to upsell to accounts after the initial point of entry.
- Create a structured process for managing customer accounts, maximising value, and enhancing upsale opportunities.
- Travelling to sites across the UK to build opportunities and relationships with enterprise prospects and clients.
- Carrying your own quota and achieving personal performance targets set by the Founder whilst also ensuring the team are hitting their targets.
- Supporting key deals by acting as the executive sponsor and coordinating internal resources.
- Setting up and maintaining an effective system to track key pipeline indicators, this will include top of funnel, conversion rates and velocity with consistent in-depth analysis to improve performance.
- Finding repeatability and developing effective hiring strategies that will fuel future sales hires and team growth and YoY revenues.
- Cross-functional collaboration with wider commercial team including marketing and rev ops to build a commercial function to maximise revenue.
- Staying up to date on industry trends, competition and customer needs.
- Providing accurate forecasts and reports to the Founder and CEO.
Requirements:
- Proven experience in sales, with a track record of meeting and exceeding sales targets in a B2B software sales environment. This includes creating a structured process for managing customer accounts, maximising value, and enhancing renewal rates.
- Previous experience closing deals in excess of £100k in complex enterprise accounts for at least 2 years using a structured sales methodology such as MEDDICC, Challenger or SPIN.
- Previous experience working at an early stage company with long enough tenures to show traction in the role. Bonus if you have a healthcare, medical or life sciences background, proven by either work experience or education.
- Experience working with the senior leadership team to further refine the ICP and create market segments for tailored approaches.
- Have practical examples of creating and defining the inbound vs. outbound sales process, this will include setting up a team that has produced tangible results.
- Strong background in developing and growing sales teams – important to be able to nurture reps whilst also keeping high performers motivated.
- Adaptable when it comes to implementing a sales process that works for a specific product and market.
- Ability to analyse data and make data-driven decisions.
- Proactive engine of energy and ideas to drive team + company onwards to achieve sales goals.
Benefits:
- £90k – £110k base x 2 OTE.
- Stock Options.
- Hybrid working – Monday, Tuesday and Friday in-office.
- Strong team of A players, all working together to be successful.