Sales Lead

Job description

## **We pull medical technology from the future to solve human health.** Scarlet is authorised to assess and certify medical devices. We combine clinical, technical and regulatory expertise with AI agents and software so rigorous certification can keep pace with product development at the world’s most ambitious technology companies, without lowering the safety bar. Our customers have cut a year or more from their certification timelines for new AI-enabled medical devices and shortened product-update cycles from months to weeks. You’ll join a team building the infrastructure that makes these outcomes repeatable at scale. **About the role** As a Sales Lead at Scarlet you will lead a team of Account Executives in London, grow that team, as well as continue closing deals yourself. You will own your team's quarterly number and the pipeline behind it. Our sales team has grown fast and is about to grow faster so we'll need your help to continue to build the team and develop our talent. You will carry a personal quota alongside your team target, which will be reduced as your team grows, so you stay close to customers and lead from live deals rather than from a dashboard. The deals are technical: you are selling certification to regulatory, quality and clinical leaders at AI and software medical device companies, and you will need to build deep knowledge of EU MDR, ISO 13485 and other medical device certifications. Our best salespeople know the product in depth, and we expect the same of you. You will work day to day with our leadership team, Business Development Reps, Commercial Relations and Customer Experience. This is a full-time, in-office role in London where your team will also be located. You will be in front of customers across the UK and Europe, including at industry conferences and Scarlet-hosted events. **Responsibilities** - Own your team's quarterly target and forecast. Run weekly pipeline reviews, inspect deals, and call commits accurately. - Coach AEs on their deals: join discovery and negotiation calls, review call recordings and give feedback, and work with AEs to map decision-makers, budget and signing process on every deal. - Hire AEs to grow your team: screen candidates, run interviews, make hiring decisions, and onboard them to set them up for success. - Practice what you preach: source, run and close your own deals with regulatory, quality and clinical leaders at AI and software medical device companies. - Share what works: write up deal learnings and losses for the wider sales team, and bring improvements to the playbook, qualification and pricing conversations. - Work with the BDR team on first-meeting-to-discovery conversion and with Commercial Relations on partner and consultant referrals. - Represent Scarlet with your team at industry conferences (for example MEDICA, RSNA) and at Scarlet-hosted events. **Required qualifications** - 5+ years of B2B sales experience, including at least 3 years as a quota-carrying Account Executive owning full-cycle deals - At least 1 year managing or formally leading quota-carrying salespeople, with responsibility for their targets - A track record of hitting or exceeding quota as an individual contributor, including in the year before you moved into management - Experience hiring salespeople: screening, interviewing and making hiring decisions - Experience selling a technical or expertise-led product to specialist buyers, with deal cycles of three months or more and multiple stakeholders - Experience running pipeline reviews and forecasting a team or territory number to senior leadership - Able to show how you have coached an underperforming AE back to target, with the evidence you used - Based in, or willing to relocate to, London, with the right to work in the UK **Preferred qualifications** - A STEM degree or equivalent technical background - Experience in selling to regulated industries - Experience as an early sales hire or first sales manager at a startup, where you helped build the process rather than inherit it - Experience selling into European markets outside the UK **Compensation and benefits** The base salary range for this role is £100,000 – £120,000 per year, with on-target earnings of £200,000 – £240,000. The actual base salary offered will depend on experience and skills. This role also includes equity in Scarlet and a competitive benefits package. **Interview process** We typically collapse interviews 3 to 6 into one in-person session in London. 1. Intro call with [James A](https://www.linkedin.com/in/jamesallgrove/) - 30 mins 2. Interview with [Karan](https://www.linkedin.com/in/karanfarora/) or [Val](https://www.linkedin.com/in/valwrichardson/) - 30 mins 3. Live case with [Dan](https://www.linkedin.com/in/danlevy1/) - 45 mins 4. Interview with [James A](https://www.linkedin.com/in/jamesallgrove/) - 30 mins 5. Interview with [James](https://www.linkedin.com/in/james-dewar-78758992/) - 20 mins 6. Interview with [Jamie](https://www.linkedin.com/in/jamie-cox-01458b3a/) - 20 mins 7. Offer & referencing from at least one former direct report