Senior Sales Manager – Mid Market & SMB

Who We Are

In 18 months, Heidi has given back more than 18 million hours to clinicians – supporting 73 million patient visits across 116 countries and 110+ languages. Today, more than two million visits every week are powered by Heidi worldwide. We’re building the world’s best AI Care Partner – working with clinicians before, during, and after every visit. Founded by clinicians, built by clinicians, engineers, designers, scientists, creatives and mathematicians – all working toward one shared purpose: to strengthen the human connection at the heart of care. Hundreds of thousands of clinicians already use Heidi. They quite like it. Now we’re scaling what comes next.

Why this role exists

We turned on the taps of PLG – and clinicians showed up. Now we have a much bigger opportunity, turning that clinician love into organisation-wide adoption. And it’s not just about Ambient Voice Technology (AVT).

• Heidi Scribe – our entry point
• Heidi Comms – patient interaction and workflow
• Heidi Evidence – trusted clinical intelligence
• Heidi Remote – hardware that removes the need for a phone

Next: agentic workflows that automate entire parts of care delivery.

The role

You will lead our Mid‑Market & SMB business across UK&I, owning:

• Primary Care SMB (AEs + SDRs)
• Private Market Mid‑Market & SMB (AEs, SDRs, BDRs)

This is primarily a new business role, but in reality it’s: land → expand → scale. You are not just running a team. You are building the system the team runs on, this includes playbooks, structure and standards.

What You’ll Own And Architect

• Sales process and methodology (MEDDPICC, Command of the Message, or custom)
• Segment‑specific playbooks (SMB vs Mid‑Market)
• Territory design (with Head of Sales + RevOps)
• Tech stack and tooling
• AI enablement across every stage of the sales process
• Hiring plan and team structure
• Build and run both inbound and outbound pipeline engines
• Own pipeline creation → conversion → expansion
• Work closely with Marketing to build events and partnerships playbooks
• Stay close to deals – especially the biggest and most strategic
• Coach your team relentlessly to improve performance and outcomes

We are looking for a builder of playbooks, not just someone who executes them.

What You’ll Need

• You’ve operated in both high‑velocity and more complex, multi‑stakeholder sales environments
• Strong experience managing pipeline, forecasting, and conversion
• A clear point of view on sales methodology
• A passion for coaching and developing people
• Comfort operating in a fast‑moving, ambiguous environment
• Strong collaboration across Marketing, CS, Product, RevOps, and Enablement
• Technical curiosity – you understand APIs, integrations, and customer workflows

What Makes Someone Exceptional In This Role

• You are obsessed with developing your team and performance – especially through AI
• You can introduce and coach enterprise‑grade rigour without slowing the team down
• You care deeply about how healthcare actually works
• You’re hands‑on – you help close the biggest deals and take zero credit
• You run a “playbook company” style process without the toxicity
• You lose sleep thinking about how to improve performance using AI

If you read this and think “not me”

• Do you need a perfect playbook handed to you before you start?
• Are you more comfortable reviewing pipeline than creating it?
• Are you uncomfortable about your line manager using movie quotes often?

What we believe in

• Live Forever – Every release moves care forward: measured, safe, and built to last. Data guides us, but patients define the truth that matters.
• Practice Ownership – Decisions follow logic and proof, not hierarchy. Exceptional care demands exceptional standards in our work, our thinking, and our character.
• Small Cuts Heal Faster – Stability earns trust, speed delivers impact. Progress is about learning fast without breaking what people depend on.
• Make others better – Feedback is direct, kindness is constant, and excellence lifts everyone. Our success is measured by collective growth, not individual output.

Our mission is clear: expand the world’s capacity to care, and do it without losing the humanity that makes care worth delivering.

Why you should join Heidi

• Real product momentum. We’re not trying to generate interest, we’re channeling it. This is a rare chance to create a global impact as you immerse yourself in one of the fastest growing start‑ups globally.
• Equity from day one. When Heidi wins, you win. You’ll share directly in the success you help create.
• Unmatched impact. Play a pivotal role at a critical growth moment – all while working on a product that delivers tangible value to clinicians and patients every day.
• Work alongside world‑class talent. Join a team of operators and builders who’ve scaled unicorns.
• Global reach. Help shape our international expansion as we bring Heidi to key international markets.
• Growth and balance. Enjoy a personal development budget, dedicated wellness days, subsidised gym membership, and your birthday off to recharge.
• Flexibility that works. A hybrid 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 welcome all applicants as we’re committed to promoting a culture of opportunity for all.