Sales Lead

About Anima Hey! Shun here, I’m the CEO and co-founder of Anima . Our mission is to deliver precision medicine to everyone in the world in under 24 hours. My entire life, I’ve been pulling on a thread that’s affected all of us in some way. Millions die every year because their medical problems aren’t treated quickly enough. Hundreds of millions suffer pain, worry and discomfort needlessly because of long waiting times. I trained as a doctor in the NHS and quit out of frustration at seeing countless cases of people dying because they got misdiagnosed or didn’t get the right care plan. Seeing the problem space at all abstraction levels, including as a doctor and at the HM Treasury, convinced me that the only way to fix healthcare was to build a ‘Care Enablement’ platform that can automate and abstract away work at the clinic, and effectively 10x'ing the capacity of doctors. Doing so would also be the path to a superhuman personalised medicine agent that could go well beyond humans, crunching tens of thousands of low level features at genome and transcriptome level. At Anima , you’ll help us extend the 3 existing product lines we have, that millions of patients use, and build out new ones at the very cutting edge of healthcare reinforcement learning and agentic AI. Your work will save countless lives. 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 a year ago, 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 managers, 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. We’re particularly interested if you have demonstrated history of scaling B2B/enterprise SaaS businesses from 2 to 10MM+ ARR, independently closing deals of $100k+ ACV. For this role, you will need to be based in the UK. You will have: Been the 1st sales hire and built a high performing team around you ‘Led by Example’ with experience in building and coaching sales teams, consistently delivering on quarterly bookings and ARR targets. Have leadership experience in enterprise/complex consultative sales, having managed all aspects of go-to-market strategies while driving revenue growth Demonstrated success in creating, implementing and coaching GTM playbooks that drive revenue growth and market expansion. Proficient in the use of CRM and sales enablement tools to support the building, analysis, and optimization of the sales process. 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 sales leaders 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: Lead user discovery & demo calls to develop a deep understanding of their fundamental motivations and needs/pain points, and translate this into the optimal roadmap of features. Join the team at events & conferences, speaking to potential users, leading demos and converting leads. Take on account management responsibility for larger accounts e.g. GP federations and ICSs (covering 1m+ patients). Collaborating with VP Sales to optimize the selling process, including forecast methodologies, sales strategy, and compensation programs, while implementing effective operational processes - to maximise discounted team productivity, and minimise discounted dev time of the features that will lead to maximum conversion. Next 6 months - some examples of what to expect: Own forecast numbers for your team Coach sales teams to enhance pipeline numbers and performance, reflected in their OKRs. Identify potential for growth and develop strategies to nurture talent. Implement strategies to optimize sales distribution channels, ensuring maximum market penetration. Personally lead deal closures and coach team members in effective deal-closing techniques. 6+ months - some examples of what to expect: Recruit and onboard new AEs 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. Originally posted on Himalayas