Title: Account Executive
Department: Found, Commercial. Reporting to the Head of Commercial, Found
Salary: OTE £75,000 - £105,000 (£50,000 - £70,000 base) + equity
Benefits & Culture: See here
Equity: A very generous EMI share offering
Holiday: 26 days + bank holidays
Mission: Elevate later life for everybody and build the care sector of the future
Office Policy: Hybrid with a minimum of 2 core office days per week
Office Location: London Bridge, London, UK
The Opportunity: Lottie is building the AI operating system for social care. Families find care through our marketplace. Providers use Found to manage enquiries, occupancy and finances, with Eliza, our AI agent, answering family calls and chats on their behalf. We\'re opening Found for Specialist Care as a new vertical, alongside Care Home and Home Care, and we need someone to build it. This is a market to create, not a playbook to follow. You\'ll own the full sales cycle from prospecting to close, shape the messaging, and become our go-to expert on specialist care. You won\'t start from zero: 7-8 specialist care providers already use Found, plus a pipeline we previously turned away. Product work over the next two quarters will be shaped by what you hear from the market. You\'ll sit alongside our Care Home and Home Care sales leads, with direct access to commercial leadership, product and our founder. If you want to own a vertical and prove what you can do with real autonomy, this is the role for you!
What does this role involve?
- Own the full sales cycle for specialist care and supported living providers, from first conversation to close, then hand over cleanly to Customer Success
- Build the go-to-market for the vertical: test messaging, learn what resonates and iterate on what works
- Re-engage providers we previously talked to and grow from the existing 7–8 specialist care customers
- Build and manage your pipeline through outbound (calls, emails, LinkedIn, events) alongside inbound leads
- Run discovery calls and demos, often with head-office and operational leaders at multi-site providers
- Negotiate and close deals against MRR targets, with uncapped commission on ARR closed
- Feed market insight to Product and Engineering as we build out Found for Specialist Care
What problems will you be solving?
- Opening a market Found hasn\'t sold into before, so specialist care providers get modern tools that help them support the people they care for
- Winning in a largely local-authority-funded world, where buying decisions and ROI look different to private-pay care
- Selling honestly while the product is still evolving, and turning provider feedback into what we build next
- Building a repeatable sales motion the team can scale as we grow this vertical
- Being the voice of specialist care providers inside Found, so their needs shape the product
Candidate Fit
- \u2018You\'re a self-starter who can take a brief and run with it, without a ready-made playbook or an SDR feeding you leads\'
- You have at least 12 months of closing experience in a B2B sales role and have consistently hit or exceeded targets
- \u2018You\'re strong on the phone and comfortable building your own pipeline from outbound\'
- You build genuine relationships: empathetic and consultative rather than overly \"salesy\", and providers warm to you
- \u2018You\'re comfortable selling to operators who aren\'t always tech-savvy: you explain value in plain language and never talk down to them\'
- \u2018You\'re motivated by targets and commission\'
- \u2018You\'re curious about how a new market works and enjoy turning what you learn into messaging and process\'
- \u2018You\'re ready to own this vertical for at least 12 months and build something meaningful\'
- Bonus: B2B SaaS sales methodology, startup experience, or experience selling into regulated or publicly funded sectors. Care sector experience is not required
Application
- Compensation Range: £50K - £70K
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Account Executive - Specialist Care employer: Lottie
Lottie is an exceptional employer, offering a unique opportunity to join a rapidly growing startup dedicated to transforming the care sector. With a hybrid work policy, generous benefits including 26 days of holiday plus bank holidays, and a strong focus on employee growth, Lottie fosters a supportive and inclusive culture where team members can thrive while making a meaningful impact on families navigating care decisions. As part of a mission-driven team in the vibrant London Bridge area, you'll be at the forefront of innovation in social care, contributing to solutions that truly matter.
