Mid-Market Account Executive

Job description

I quit medicine because I kept watching patients die needlessly, for avoidable reasons. In almost every case, the science and the clinicians were fine. It was the system around them that failed: the way information moved, the way decisions got routed, and the way fragmented teams and fragmented data turned solvable problems into tragedy. Our mission is human wellbeing, and we're focusing on the breakthrough technology of personalised medicine. Since the beginning, our proprietary insight has always been that the company to create a true active learning data engine with a loss function against human wellbeing would be the one to crack it, becoming one of the most impactful companies in the world as a result. We're now in 1,100+ clinics, across 4 product lines, serve >20% of the UK population, and have solved >5.7 million patient cases in the past 12 months alone, saving an estimated 8,600 lives. We are cash flow positive, growing fast, and have a tight crew of ~35 people. Multiple trillion-dollar companies will be built in healthcare over the next two decades, and we intend to be one of them. We have a knights of the round table culture with a flat hierarchy, where we empower builders to have outsized impact on millions of lives, and where we collaboratively converge on the optimal action without dogma or ego. We're all here to serve a greater mission than ourselves. The closest analogy for our culture is probably Firefly (the TV series): a small crew on a ship at the frontier, each person exceptional in a specific way, deeply loyal to each other and the mission, resourceful under constraints, and having a genuinely good time doing something that matters. We're carefully curated, lean, and wholeheartedly in. If you want your skills to be at the highest possible stakes, you belong at Anima. Your work here will save lives. - Shun DO YOU WANT TO SAVE LIVES WITH EVERY CLINIC THAT YOU ONBOARD? Please note that as this role may involve site work and on-site support for our users, we can only consider your application if you are based in the UK. You will not be able to complete our screening task if you are not based in the UK, so please bear this in mind when submitting your application. We hope to welcome you to the team soon! Join Anima, and you'll use your influence and people skills to get Anima into clinics and entire regions: an urgently needed product that saves lives amid critical levels of patient demand, with healthcare systems in crisis across the globe. Since launching in the UK, we're now used in by GP practices, primary care networks and federations across the country who collectively provide care for over 2 million patients. HAVE AMAZING STAKEHOLDER CONVERSATIONS WITH USERS WHO FANATICALLY LOVE THE PRODUCT, AND STEER OUR PRODUCT DIRECTION Our current distribution team have said that one of the biggest perks of working at Anima is seeing the delight and disbelief on people’s faces when we show them our demo, something that is truly a 10x generational leap. Here’s what some of our users have been saying: *“I sent a plan to the patient and it’s incredible, within a few minutes they’re coming back to me saying that they can make the appointment!” "I would call that next generation, I think you have that badge" ”Sometimes you need to stop driving a Fiesta and buy a Mercedes"* Lots of us went into medicine because we wanted to maximise our positive impact. At Anima, we understand that distribution is the other half of a legendary product. Here are incredible things we’ve built as a result of our fullstack sales team: - A Clinical Director at one of our practices wanted to streamline multiple access channels and make access equitable and fair. After some great discovery and deep listening, the AM together with the customer suggested we build something called ‘proxy requests’, which would allow the reception team at a clinic to complete Anima requests on behalf of a patient who was on a landline call - this made it possible to give someone with no internet or mobile phone the same access to care. This is now one of our most popular features that has led to viral referrals and fanatical users. - One of our fullstack account manager, realised that adding a configurable feature that allows patients to self-book appointments directly into the electronic health record calendar would be critical to closing large enterprise accounts. By deeply understanding the pain points and anxieties underlying the feature, Anima built the feature in 9 days, to the great excitement of users at demo calls and $1m+ ACV meetings. - Off the back of fanatical referrals from our existing users, the team was invited to present to NHS England at national and regional level, and we’ve been helping to shape the future of the primary care market through an upcoming $1bn+ procurement framework. DOES THIS SOUND LIKE YOU? - Hungry and wants their shot to change the world - a force of nature when empowered with the tools, resources and development to do it. - Exceptional communicator, able to distill complex information into clear and concise bullets without jargon. An excellent conduit between users and the rest of the company. - Able to execute a high sigma discovery process and in combination with incisive people intuition, elucidate deep pain points and opportunities to excite within minutes of the first call. - Has incredibly high standards for themselves and an unshakeable growth mindset: able to challenge themselves and those around them to push to do things better. - Exceptionally organised: able to build & maintain multiple relationships across a diverse range of organisations, and consistently execute on plans to onboard and retain users. Reliably follows up on 100% of qualified leads at optimal intervals. - A gifted relationship builder, able to quickly build rapport and emotional anchors with almost anyone and any persona. - Pragmatic rather than dogmatic in decision making: able to weigh real world data appropriately, changing course when necessary towards optimal outcomes for patients and clinicians. - Keen to understand the big picture & entire context of the company and vertical; impatient to grow towards a senior executive role. - Seeks to maximise combined team productivity, communicating the right things at the right time through the right channels. - Intellectually curious and loves learning - able to tackle entirely novel challenges that lack prior precedent through first principles thinking, creatively using the right pragmatic approach, with an understanding of alternatives and trade offs. It's helpful to have B2B/SaaS experience, generating leads of $10k+ ACV, but not mandatory - we will make exceptions if you’re a high performing BDR. You need to have demonstrated a high growth mindset and potential for rapid skill development through past projects. For this role, you will need to be based in the UK. OUR CURRENT USERS & WHAT TO EXPECT FROM THE ROLE We're live with GP teams across the country, being used by teams across the NHS. Over the rest of 2024, we're continuing to onboard teams that want to build the future of healthcare, and will be working with the NHS to deploy Anima at regional & national level. We’ll also be identifying international partners to power Anima’s next stage of growth. We’re looking to add talented account executives who understand the urgency and importance of what we’re doing for society and are hungry to make impact. Our VP Sales has a 90%+ e2e close rate, and the distro org averages about 80%. Our CAC payback, gross margin, retention are all world class and you'll be joining an exceptional team with top metrics for SaaS, despite being in a traditionally slower vertical. First month - some examples of what to expect: - Participate in user discovery & demo calls to develop a deep understanding of their fundamental motivations and needs/pain points, translating these insights into optimal feature roadmaps. - Source leads and execute campaigns. Get as much exposure as possible to developing the full lifecycle of an opportunity from lead through to closure. - Join the team at events & conferences, speaking to potential users, conducting demos and converting leads. Next 6 months - some examples of what to expect: - Build domain expertise to scale our prospecting, identifying the teams in the most pain who are likely to become fanatical users of Anima. - Become the central point of contact for assigned GP practices and PCNs. Your job is to maximise discounted fanaticism, doing whatever is necessary to help practices start - and continue - using Anima. - Work with customer success colleagues to maximise virality and fanaticism across your accounts, doing whatever is needed to ensure every account leads to the maximum number of fanatical referrals. 6+ months - some examples of what to expect: - Potential to transition into a Strategic Enterprise AE, with managerial responsibility for junior AEs joining the team. - Take on account management responsibility for larger accounts e.g. GP federations and ICSs (covering 1m+ patients). - Work with the team to scale our sales & marketing, including working with NHS leaders to identify and secure regional & national-level procurement opportunities, including those beyond primary care. [https://app.ashbyhq.com/api/images/user-content/dcfed319-aba4-46d7-8ead-154e0711efad/340e46af-2da0-4e98-b1dd-e2d7a55000b5/Fireplace%20picture.png]