Senior Sales Manager – Mid Market & SMB

Job description

WHO WE ARE In 18 months, Heidi has given back more than 18 million hours to clinicians - supporting 73 million patient visits across 116 countries and 110+ languages. Today, more than two million visits every week are powered by Heidi worldwide. We're building the world's best AI Care Partner - working with clinicians before, during, and after every visit. Founded by clinicians, built by clinicians, engineers, designers, scientists, creatives and mathematicians — all working toward one shared purpose: to strengthen the human connection at the heart of care. Hundreds of thousands of clinicians already use Heidi. They quite like it. Now we’re scaling what comes next. WHY THIS ROLE EXISTS We turned on the taps of PLG - and clinicians showed up. Now we have a much bigger opportunity, turning that clinician love into organisation-wide adoption. And it’s not just about Ambient Voice Technology (AVT) - Heidi Scribe → our entry point - Heidi Comms → patient interaction and workflow - Heidi Evidence → trusted clinical intelligence - Heidi Remote → hardware that removes the need for a phone - Next: agentic workflows that automate entire parts of care delivery THE ROLE You will lead our Mid-Market & SMB business across UK&I, owning: - Primary Care SMB (AEs + SDRs) - Private Market Mid-Market & SMB (AEs, SDRs, BDRs) This is primarily a new business role, but in reality it’s: land → expand → scale. You are not just running a team. You are building the system the team runs on, this includes playbooks, structure and standards. WHAT YOU’LL OWN AND ARCHITECT - Sales process and methodology (MEDDPICC, Command of the Message, or custom) - Segment-specific playbooks (SMB vs Mid-Market) - Territory design (with Head of Sales + RevOps) - Tech stack and tooling - AI enablement across every stage of the sales process - Hiring plan and team structure - Build and run both inbound and outbound pipeline engines - Own pipeline creation → conversion → expansion - Work closely with Marketing to build events and partnerships playbooks - Stay close to deals — especially the biggest and most strategic - Coach your team relentlessly to improve performance and outcomes We are looking for a builder of playbooks, not just someone who executes them. WHAT YOU’LL NEED - You’ve operated in both high-velocity and more complex, multi-stakeholder sales environments - Strong experience managing pipeline, forecasting, and conversion - A clear point of view on sales methodology - A passion for coaching and developing people - Comfort operating in a fast-moving, ambiguous environment - Strong collaboration across Marketing, CS, Product, RevOps, and Enablement - Technical curiosity - you understand APIs, integrations, and customer workflows WHAT MAKES SOMEONE EXCEPTIONAL IN THIS ROLE - You are obsessed with developing your team and performance - especially through AI - You can introduce and coach enterprise-grade rigour without slowing the team down - You care deeply about how healthcare actually works - You’re hands-on — you help close the biggest deals and take zero credit - You run a “playbook company” style process without the toxicity - You lose sleep thinking about how to improve performance using AI If you read this and think “not me” - Do you need a perfect playbook handed to you before you start? - Are you more comfortable reviewing pipeline than creating it? - Are you uncomfortable about your line manager using movie quotes often? WHAT DO WE BELIEVE IN? Heidi builds for the future of healthcare, not just the next quarter, and our goals are ambitious because the world’s health demands it. We believe in progress built through precision, pace, and ownership. - Live Forever - Every release moves care forward: measured, safe, and built to last. Data guides us, but patients define the truth that matters. - Practice Ownership - Decisions follow logic and proof, not hierarchy. Exceptional care demands exceptional standards in our work, our thinking, and our character. - Small Cuts Heal Faster - Stability earns trust, speed delivers impact. Progress is about learning fast without breaking what people depend on. - Make others better - Feedback is direct, kindness is constant, and excellence lifts everyone. Our success is measured by collective growth, not individual output. Our mission is clear: expand the world’s capacity to care, and do it without losing the humanity that makes care worth delivering. WHY YOU SHOULD JOIN HEIDI - Real product momentum. We're not trying to generate interest, we're channeling it. - Equity from day one. When Heidi wins, you win. You'll share directly in the success you help create. - Unmatched impact. Play a pivotal role at a critical growth moment - working on a product that delivers tangible, real-world value to clinicians and patients every day. - Work alongside world-class talent. Join a team of operators and builders who've scaled unicorns. - Your health, covered. Comprehensive private medical and dental cover through Bupa, plus 24/7 mental health, coaching and wellbeing support through Sonder and a £100/month Healthy Heidi’s stipend. - Global parental leave. 26 weeks paid for primary carers and 18 weeks for secondary carers, subject to eligibility. - Fertility support. £7,000 one-off payment, eligibility applies. - Learning & development. £700 per year for courses, books, memberships, conferences and more. - Home office budget. £500 one-off to set up a workspace you actually want to work in. - Recharge days after major milestones and busy periods so you can reset and come back strong. - Work from anywhere for up to 4 weeks per year, wherever the world takes you. - Clinical leave. 10 days per year for eligible clinical roles to maintain accreditation and requirements. - Flexibility that works. A hybrid environment, with 3 days in the office. HEIDI’S COMMITMENT TO DIVERSITY, EQUITY AND INCLUSION Heidi is dedicated to creating an equitable, inclusive, and supportive work environment that brings people together from diverse backgrounds, experiences, and perspectives. Our strength is in our differences. We're proud to be an equal opportunity employer and welcome all applicants as we're committed to promoting a culture of opportunity for all.