As one of the first experienced commercial hires within the business, you'll have genuine influence over how our sales organisation evolves. You'll help establish best practice, build repeatable sales processes and play a key role in creating a high-performing commercial function capable of supporting the next stage of Lalu Care's growth.

Key Responsibilities

Revenue Generation

• Own the sales process from qualified opportunity through to signed contract.
• Deliver engaging product demonstrations tailored to the needs of GP Practices, Primary Care Networks and wider Primary Care organisations.
• Build compelling commercial proposals and business cases.
• Negotiate commercial terms and successfully close new business opportunities.
• Consistently achieve and exceed revenue targets.
• Maintain excellent pipeline management and forecasting discipline within HubSpot.

Pipeline Conversion

• Take ownership of converting qualified opportunities generated through our SDR and marketing functions.
• Build trusted relationships with decision-makers across GP Practices and Primary Care organisations.
• Manage multiple complex sales opportunities simultaneously.
• Develop tailored sales strategies for individual prospects.
• Drive opportunities efficiently through the sales cycle.

Strategic Business Development

• Prospect and develop larger strategic opportunities alongside members of the executive leadership team.
• Identify new opportunities within GP Practices, Primary Care Networks, Federations and Integrated Care Systems.
• Develop strategic account plans for key prospects.
• Represent Lalu Care at customer meetings, networking events and industry conferences where appropriate.

Sales Development Collaboration

Working closely with the Growth Manager, you will:

• Help shape and continuously improve our outbound sales strategy.
• Support the development of our SDR function.
• Improve prospect qualification methodologies.
• Refine outbound messaging and sales playbooks.
• Enhance lead handover processes between SDRs and Account Executives.
• Share best practice from your own experience to improve pipeline generation and conversion.

Whilst this role is primarily focused on revenue generation and deal conversion, we're looking for someone who is excited by the opportunity to roll up their sleeves and help build the foundations of a world-class sales organisation.

Commercial Development

As one of our earliest experienced commercial hires, you'll have the opportunity to:

• Help define our sales methodology.
• Improve commercial processes and tooling.
• Contribute towards pricing and commercial strategy.
• Provide customer feedback to support product development.
• Help establish a high-performance sales culture.
• Influence how the commercial function scales as the business grows.

Skills & Experience

Essential

• Proven experience as a high-performing Account Executive within a B2B SaaS, HealthTech or healthcare technology environment.
• Previous experience as a Sales Development Representative (SDR) or Business Development Representative (BDR).
• Demonstrable success selling products or services into UK GP Practices and the Primary Care market.
• Strong understanding of NHS Primary Care.
• Proven track record of consistently achieving or exceeding sales targets.
• Excellent discovery, presentation, negotiation and closing skills.
• Experience managing complex sales cycles.
• Strong commercial acumen.
• Experience using HubSpot or similar CRM platforms.

Desirable

• Existing relationships across UK Primary Care.
• Experience selling to Primary Care Networks (PCNs), GP Federations and Integrated Care Systems (ICSs).
• Experience within digital health, healthcare interoperability or clinical technology.
• Experience helping to build or scale a commercial function.
• Experience mentoring or supporting SDRs.

Personal Attributes

We're looking for someone who:

• Is an exceptional closer with a proven track record of winning new business.
• Is ambitious, competitive and motivated by success.
• Enjoys building as much as selling.
• Is entrepreneurial and thrives in a scale-up environment.
• Takes ownership and accountability.
• Works collaboratively and enjoys helping others succeed.
• Is commercially astute and strategically minded.
• Is resilient and comfortable operating in a fast-moving business.
• Wants to play a genuine role in building a market-leading commercial function.

Success Measures

Success in this role will be measured through:

• Revenue generated.
• New customer acquisition.
• Opportunity conversion rate.
• Forecast accuracy.
• Sales cycle length.
• Strategic account wins.
• Pipeline quality.
• Contribution to the development of the SDR function.
• Customer satisfaction.
• Overall commercial impact.