Account Executive (SMB) in London

We’re Heidi. We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. Our platform has absorbed the administrative chaos of 175 million patient visits and supported 67 million clinical hours. Today, we support 2.8 million patient sessions a week across 190+ countries, in 110 languages and over 200 specialties. Healthcare systems are failing us; clinicians spend more time on documentation than on patients, and the human connection that makes medicine worth practicing is eroding. Our mission is simple: double the world’s capacity for care and strengthen the human connection at its heart.

We found product-market fit with a freemium medical scribe that clinicians love. Now, we're expanding. Every task a clinician hands to Heidi is a patient who feels more attended to, a health system unclogged, and a clinician who gets to be a clinician again. We’ve grown annual recurring revenue from $1 million to $50 million in two years. To go further, we’ve secured US$340 million: a $100 million Series C led by Blackbird, with Phoenix Court, Point72 Private Investments and Headline, alongside a $240 million growth investment led by General Catalyst’s Customer Value Fund.

If you want to join us in doing work worth shipping, jump in. Our perspective on GTM. We believe that sales has fundamentally changed in the last 6 months. The repetitive work is automated now: AI does the market research, drafts the emails, summarises and scores the calls. The last year has taught us that the people who succeed have a blend of the following traits:

• Intellectual dexterity: consultant-like ability to structure and break down a problem into its constituent parts, think from first principles, and self-improve rapidly. Inherent curiosity goes a long way here.
• Natural charisma: can build rapport with anyone. You work out quickly who you're talking to, what they're dealing with and what they actually need, then have the conversation that gets you both somewhere.
• Drive & focus: as AI commoditises intelligence, work ethic and agency matter more. An outlier candidate here is far more productive than the mean than they were two years ago, and the gap keeps widening.
• The mark of humanity: in a world filling up with AI slop, work where you can feel the person behind it stands out. Where the copy, the imagery, and the strategy is indelibly human.

We don't think the talent market has caught up with this shift yet, which is why most of our GTM team came from outside the profession: VC, consulting and creative are common. We expect these roles to become far more desirable for the right people. High leverage, high reward, intellectually stimulating. We want you to be part of that.

The role. Clinicians outside the NHS - in private healthcare, veterinary, CICs and more - are finding Heidi, using it and telling their colleagues. Your job is to turn that individual enthusiasm into a decision for the whole clinic: understand what’s working, who else needs to be involved and what it will take to get the team onboard. You’ll own the full sales cycle across small and medium-sized private healthcare businesses in the UK. You might speak to an independent specialist who runs their own practice, a clinic manager bringing several clinicians together or an owner making decisions across multiple sites. You’ll need to understand the clinical workflow and the business behind it, then help them make a confident decision.

There’s volume here, and you’ll need to move quickly. We’ll help you view your pipeline systemically - what inputs and opportunities are needed, where you invest your time, what changes will make the greatest difference. Sales craft matters, as does knowing where to apply it. You’ll have the autonomy to test that judgement, with experienced people around you to sharpen it. We’re ambitious about the numbers and care deeply about what they represent: clinicians getting time back and patients getting more of their attention. People here push themselves, share what works and help each other get better. As AI changes what a salesperson can do, we expect you to question how we work and help build what comes next.

What you’ll be doing:

• Own deals from the first qualified conversation through to close, working with our deployment and customer success teams to get clinics using Heidi successfully.
• Turn inbound interest and product usage signals into paid adoption. Work out where one clinician’s enthusiasm could become a rollout across the business, and bring the right people into the conversation.
• Shape and execute our outbound motion to create a scalable % of sourced deals.
• Get close to how each clinic works. Run discovery and demos that connect Heidi to the problems clinicians, managers and owners actually want to solve.
• Own your revenue number and the pipeline needed to deliver it. Know your opportunity volume, conversion rates, deal sizes and sales cycle well enough to spot a shortfall early and act.
• Find where deals get stuck. Apply sales frameworks where they improve decisions and win rates, with enough judgement to keep straightforward deals moving quickly.
• Use AI and tools like HubSpot and Omni to reduce repetitive work, understand your accounts and improve how you sell. Test ideas, measure the result and share what works.
• Feed what you hear back into the business: why customers buy, why they hesitate, what competitors are doing and what would make adoption easier.

What you’ll bring to the role:

• You’ve shown you can turn a good conversation into a commercial outcome. That might be in sales, consulting, creative, growth, or another role where you’ve had to deeply understand a need, earn trust and secure a decision.
• You can think in systems and work with numbers. If your pipeline is underperforming, you can break the problem down, form a view on what needs to change and test it.
• You build rapport quickly and ask showstopping questions. You’re comfortable talking to a clinician about their working day and a business owner about whether an investment makes sense.
• You can keep a lot of deals moving without losing the detail. You run your own day, follow through on commitments and know where your attention will have the most impact.
• You’re curious about sales craft and thoughtful about how you use it. You want to understand why an approach works and when to adapt it.
• You use AI hands-on and have ideas about where it can improve your work. When something is slow or repetitive, you look for a way to fix it.
• You’re driven, open to coaching and willing to change your mind. You care about your own performance and put time into helping the people around you succeed.
• You care about what Heidi does. You’ll learn the product properly, take clinicians’ concerns seriously and keep their experience in view as you work towards your target.

Bonus if you:

• Have closed deals in a high-volume SMB sales environment.
• Know UK private healthcare, particularly how independent practices and clinics buy and adopt new tools.
• Have worked in a product-led business and used product signals to identify and grow opportunities.
• Have built an AI workflow or automation that made you or your team more effective.

How we show up:

• Build for the next decade, not next quarter. Our targets are outrageous on purpose. The world's health doesn't have the luxury of incrementalism.
• Lead, don't wait. We treat tomorrow's problems today. Sometimes we build what's needed before it's wanted, and we're fine with that.
• Follow the evidence. Trust the patient. We pursue truth relentlessly. But when the subjective and objective disagree, we treat the patient, not the numbers. Ego is a comorbidity we can't afford.
• Own the outcome. Everyone here carries the company. Raise problems with solutions, solve them end-to-end, and never be a bystander.
• Ship, measure, go again. A button today, a workflow tomorrow. More iterations beat better planning. We're precise at pace, not reckless.
• Live in clinicians' reality. Not the ideal workflow, the twenty-patients-before-lunch actual one. We build for exhausted humans, and we'd better be decent ones while we do it.

Why Heidi? You’ll join a team measured on real-world impact, not press cycles. We live and breathe the challenges of modern health systems, and are laser-focused on exacting the change we’d like to see. We’re medicos, engineers, builders and designers who’ve felt (on every side of the equation) what non-care feels like, the moral and practical toll as a provider or receiver. Building what we’re building isn’t always easy. Standard tech playbooks routinely fail in healthcare, and the friction of the medical system will test your perseverance. But we didn’t choose easy, we chose a purpose-driven mission that actually matters. We hold ourselves to a higher standard because healthcare demands it. If you join Heidi, you recognize that the deeper question isn’t whether AI can solve the global healthcare crisis, but whose hands will shape it.

True A-players progress extremely fast here. The nature of the scale-up game is demanding, but we value sustainable performance and mental health. You're trusted to perform, and you set your schedule. We operate on outcomes > inputs, not process theatre. We all take the bins out, metaphorically and literally.

We take care of you. We offer comprehensive private medical and dental cover through Bupa, 24/7 mental health, coaching and wellbeing support through Sonder, a £100/month Healthy Heidi's wellness stipend, a £500 home office budget, a £700 annual learning and development budget, 26 weeks paid primary parental leave and 18 weeks paid secondary parental leave, fertility support up to £7,000, up to four weeks of work from anywhere per year, Recharge Days after major milestones and busy periods, 10 days per year of clinical leave for eligible clinical roles, and a hybrid working environment with 3 days in the office.

Heidi’s commitment to Diversity, Equity and Inclusion: Heidi is dedicated to creating an equitable, inclusive, and supportive work environment that brings people together from diverse backgrounds, experiences, and perspectives. Our strength is in our differences. We're proud to be an equal opportunity employer and are proud to welcome all applicants as we're committed to promoting a culture of opportunity for all.