Senior Sales Account Executive

Job description

ABOUT US Fundamental XR builds VR and haptic training solutions for the med-tech, med-device, and pharma industries. We're VC-backed and our market position is unique. We already work with some of the biggest names in the industry; Philips, Johnson & Johnson, AbbVie, Orbis, Abiomed, Vicarious Surgical, Novartis, and Allergan, among others. Our target markets are pouring investment into VR, AR, XR, and AI right now. That timing, combined with warm accounts that have room to grow and large enterprise logos still untapped, means the ceiling on this role is high. WHERE WE SEE THIS HIRE HAVING A REAL IMPACT You'll help set the standard for how we sell. Your cadence, outreach approach, and account strategy will become the model others follow. - Generate your own pipeline. You'll be responsible for identifying, developing, and selling new business opportunities. We expect the successful candidate to have strong SDR fundamentals, tailored email, proficient on the phone and create bespoke LinkedIn outreach as well as building the confidence to work our target market in person at industry events. - Grow warm accounts. Take existing relationships with room to expand and turn them into larger, multi-stakeholder deals. - Open up untapped enterprise accounts. Using a ‘scalpel-selling’ approach, with focused, research-led targeting rather than relying on broader, generic outreach. - Run a consultative, complex sales process. With deals starting at $150,000 and scaling to $1m+, you'll be managing long sales cycles, multiple stakeholders, and technical/clinical buying committees and need to qualify opportunities through agreed frameworks (BANTC, MEDDPICC etc.). - Use data to drive and defend your strategy. You'll need to tell a clear, data-backed story of who you're targeting and why, spot when a channel or approach isn't working and pivot quickly, and double down, increasing cadence and investment on the tactics that prove fruitful. - Set the pace for the sales team. As a senior hire, you’ll need to get up to speed fast, develop and present outreach strategy within the first 30 days and execute that strategy - Collaborate with other teams. Following our new ‘Solution Sales’ process, where an SME / MedEd / PO is engaged early in customer conversations to appropriately understand customer requirements, define scope and liaising with CSM to define how business outcomes will be measured and articulated to client on live project - Strengthen the sales team culture by focusing on delivery and hands-on mentoring of junior team members. - Help review our sales software stack helping figure out what works for us, what software or services are critical and supporting the successful roll out WHO WE THINK WE BE SUCCESSFUL IN THIS ROLE - Proven track record closing complex, high-value deals (six figures and above), ideally in a solution-sale or enterprise environment. - Strong self-starter with genuine experience generating your own pipeline and not just working inbound leads. - Comfortable and effective with SDR-style outreach: cold email, LinkedIn, calling and event-based prospecting. - Experience selling into large enterprise or matrixed organisations, ideally med-tech, med-device, pharma, healthcare, or another regulated/technical market. - A creative, hypothesis-driven approach to sales - someone who tests new angles rather than defaulting to "how it's always been done." - Confidence operating without a fully mature playbook, and the drive to help build one. - Comfortable working with data and CRM reporting to justify targeting decisions, track what's working, and adjust cadence and channel mix based on results rather than instinct alone. - Excellent stakeholder management across clinical, procurement, and commercial buyers. - Experience driving smart adoption of available tools using agentic AI for persona and target company research, for example, delivering results faster and at greater scale. WHAT WE OFFER - Private healthcare with AXA for you and your family - A penthouse office in Farringdon with unlimited snacks and soft drinks - £250/year work-from-home budget to build a setup that works for you - 25 days holiday + bank holidays, increasing 1 day per year up to 30 days. - A perks package with discounts on gym memberships and popular retailers