We are working exclusively with our client to find a Sales Director .
About: 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.
With 27 million lives lost to preventable diseases each year, diagnosing early can massively improve people's health outcomes - including preventing heart attacks, strokes and the development of conditions like Type 2 diabetes.
With enormous growth through Founder-led sales and a small sales team, it is now time to bring in a Sales Director to act in a player-coach capacity to help achieve ambitious growth targets.
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.