Account Executive (Saas)

Let's make the NHS the most advanced healthcare system in the world. The world’s best healthcare, for free. It's not a new idea, it's called the NHS. But the largest healthcare provider is fundamentally broken. So we’re on a mission to fix it with technology that actually works. We love the NHS because it’s accessible to all, free at the point of delivery and employs millions up and down the UK. But we've all read the headlines. It's under intense pressure with rising costs, GP strikes, budget uncertainty and an ageing population. Which means longer wait times, fewer appointments and lower quality care for the people who need it most. The NHS is beautiful, but broken. The largest cost (£66bn+) is staff, who spend a ridiculous amount of time on mundane admin. 35% of NHS staff are employed to complete administrative work all day, every day. And that's where we're making a difference. We're focused on relentlessly automating repetitive processes within the NHS. Our first product, Automated Registrations, is already used by 24% of GP practices in England. With this wedge in the market, we’re now building more powerful tech that unlocks access to healthcare for the entire nation.

Our Principles

• Care deeply
• Work hard
• Be your word
• Trust in radical truth and transparency
• Do your life's best work
• Find the fun

Read more about our principles in the Healthtech-1 Handbook.

The mission

We have an ambitious mission: to unlock access to healthcare by navigating patients to the right place, first time. We’re going to create a world where every appointment is transparent and bookable, starting in General Practice. We're the team to do this - We were previously ranked 8th fastest growing startup in the UK and 33rd fastest in Europe. Now, we are hiring a Senior Growth Specialist to help us get in front of more practices. Your core focus will be on full cycle sales from lead generation to closing and onboarding practices. You’ll be joining an ambitious sales team with prior experience at Monzo, Revolut, the Civil Service, the NHS, investment banking, consulting, and other VC-backed startups. Everyone works in pairs to own a geographic patch. We work in pairs because we believe it encourages peer learning and healthy team culture.

Goal expectations

Our mission is to unlock access to healthcare. You will contribute by increasing appointment supply. This is achieved through selling more products to more practices.

• Objective 1: Convert new practices
  You will own a geographical patch and do everything it takes to get at least 10 live practices a week. You will hone your craft until you achieve a 70% demo-to-sign rate (demo conversion rate) and a 90% sign-to-live rate (funnelling). You will represent the voice of Healthtech-1 and take pride and care in every interaction with practices.
• Objective 2: Generate leads
  You will create and implement high impact lead gen strategies (e.g. cold calling, email campaigns, events, field sales, referrals, etc.). You will generate high quality leads using storytelling, data, and research. You will fill a personal calendar of demos.
• Objective 3: Improve team performance
  You will improve team processes on a weekly basis. You will bring happy conflict in a loving way, no artificial harmony. You will help the team aim for a stretch target of 15 practices live per person per week. You aim to delight practices in every interaction and leave practices with a great impression of Healthtech-1 regardless of if they buy or not.

Scope of the role

You fully own:

• Your live practices target
• The quality and effectiveness of your outbound campaigns
• The GTM strategy for your geographic patch

You co-own:

• The enrichment of your lead list
• Keeping the CRM tidy and updated
• Booking demos (shared responsibility with Junior Growth Specialists)

You influence (but do not own):

• The way we invest in and deliver inbound campaigns
• Product direction via closing the customer feedback loop

You do not own:

• Account management
• Product roadmap
• ICB (enterprise) deals

This role is not for everyone

This is a high-agency, high-expectation role in a fast-moving healthtech environment. You probably won’t enjoy this role if you:

• Prefer to be told what to do over figuring out what to do
• Need significant training and supervision to improve
• Aren't comfortable with honest feedback
• Don't want to constantly push your work rate

You will enjoy this role if you like owning your target and raising the bar around you. You'll be joining a focussed high growth team that have ambitions to help every single practice in the country, and won't stop until they do so. We're humble, low ego and care deeply about doing our life's best work. This will be a ride of a lifetime.

30/60 day plan

By day 30: Train up, earn trust and get moving
Learn the main concepts: practice personas, how a practice works, the NHS system, our products. Build empathy for the NHS through direct exposure. Spend a few days as a GP practice receptionist to understand our customer deeply. Stretch goals, complete some admin!

• Process documents
• Complete a triage form
• Serve a patient
• Call a patient

Present your Old World to the team. Learn the healthtech-1 style, then develop your authentic style. Watch a demo from each AE. Watch 10 demos. Listen to team mate’s cold calling (1 hour with each AE). Reflect, summarise and share your style with your manager. Demo, close and onboard practices independently deliver demos all activity well documented in CRM delivered demos at high throughput (assuming you have the leads).

KPIs:

• 10 practices live
• Conversion rate for registrations >50%
• 100 lead gen touch-points a week, using at least 3 channels
• Proactively report on pipeline activity and health (activity, conversion, results, duration)
• Average sign to live