Winning business

• Own the UK public sector pipeline end to end: identify and qualify ICBs, trusts and national bodies, run the full cycle through to contract signature and handover to delivery, against an individual quota.
• Lead complex, multi-stakeholder pursuits involving clinical, digital, information governance, procurement and finance stakeholders — and the incumbent suppliers already embedded in the account.
• Run competitive bids and tender responses, coordinating the internal contributors a credible NHS submission needs.
• Negotiate and commit commercial terms within agreed pricing bands; anything outside band goes to the CCO.

Defining how Founda sells into the UK

• Own the UK public sector go-to-market approach — qualification criteria, segmentation, partner and channel choices, bid/no-bid discipline and the commercial patterns that work in this market.
• Be the recognised internal authority on UK public sector: the person Product, Marketing, Delivery and leadership come to before committing anything UK-specific.
• Feed what you hear in policy and procurement back into Product, pricing and delivery planning so the roadmap reflects real UK requirements rather than assumptions.
• Maintain an accurate pipeline and forecast in HubSpot that leadership can plan against.

Representing Founda

• Act as Founda's face in the UK market — at NHS and health-tech events, in standards and interoperability communities, and with the partner ecosystem.
• Work alongside Solution Architects, Customer Success, Product, Legal and Marketing so that what is promised commercially holds up technically and contractually.
• Mentor more junior commercial colleagues as the UK presence grows, without line management responsibility.

What this role is not

Worth being explicit, so we screen for the right person:

• Not a people management role. There are no direct reports and no team to build in year one. Candidates whose next step must be a leadership title are not the right fit.
• Not a pure public affairs or policy role. Influence is the method; signed revenue is the outcome. The person carries a number.
• Not a global business development role. Opening new countries, and global technology alliances, sit with our EVP Business Development. This role is the UK, in depth.
• Not a transactional or high-volume sales role. Expect long, consultative public sector cycles with many stakeholders, not monthly close rates.
• Not a roadmap-committing role. Product commitments are made by Product and the CCO. This person shapes them with market evidence; they do not promise features in a bid.

Experience we are looking for

Essential

• A demonstrable, current NHS network at senior level — named relationships at NHS trusts, ICBs, NHS England or central government health digital bodies that the candidate can describe concretely.
• A track record of selling complex technology into the UK public health sector, with evidence of deals personally led from origination to signature.
• Genuine command of NHS and UK public sector procurement: framework agreements, dynamic markets and the Procurement Act 2023, clinical safety and assurance expectations, and how business cases actually get approved inside a trust or ICB.
• Experience influencing requirements before a tender is issued, not only responding to one — and able to give examples.
• Comfort with the technical substance of healthcare interoperability: standards-based data exchange, integration with EHR and PACS estates, and why architectural choices matter to a buyer.
• Carried and hit an individual quota in an enterprise or public sector context.
• Able to operate as the only person in a market, in a remote-first company, with the self-direction that requires.
• Strong communication and interpersonal skills.

Strongly preferred

• Working knowledge of FHIR, HL7, DICOM, IHE or XDS, and of NHS standards and assurance expectations such as FHIR UK Core, SNOMED-CT and DCB0129 / DCB0160 clinical risk management.
• Familiarity with shared care records, regional imaging and data-sharing programmes, and the suppliers already embedded in them.
• Experience at a scale-up or challenger vendor competing against entrenched incumbents, rather than only at a large established supplier.
• An existing presence in UK health-tech and interoperability communities — speaking, standards participation, or a recognised professional profile.

Nice to have

• Experience in the devolved nations (Scotland, Wales, Northern Ireland) alongside NHS England.
• Exposure to European health data regulation and how it is influencing UK suppliers and buyers.
• Prior first-hire or market-entry experience for a non-UK vendor.

What good looks like

First 3 months

• Mapped the UK landscape — priority trusts, ICBs, national programmes, incumbents and partners. Reactivated or built a first tier of senior relationships. Formed a clear point of view on where Founda can win and where we should not play.

6 months

• A qualified UK pipeline in HubSpot with named opportunities and realistic dates. Founda visible in the right national conversations. A recommendation on procurement routes and framework positions, with the work to secure them under way.

12 months

• First UK public sector contracts signed against quota. Founda positioned on the procurement routes that matter. Product and leadership acting on UK market evidence this person brought in.

24 months

• A repeatable UK public sector motion, reference customers that open the next tier of accounts, and a credible case for what the UK team should become.