Requirements
* Bias to action - fearless with getting on the phone, bias to action, takes rejection well
* Storyteller - High quality and persuasive incredible communicator internally and externally
* Outcome driven - focus on the big picture and business goals
* Coach-ability - strong internal communication, be able to take on feedback and adjust plan
* Tech savvy - understand the stack; Attio etc
* Team player - low personal ego, brings happy conflict, and improves ways of working
* Clear communicator - communicates appropriately for the setting (e.g. concise or detailed as needed)
* Hard working - will go above and beyond to unlock access to healthcare
* Personable and refreshing - can build a relationship with a spoon, puts people at ease, makes them happy
* Creative - looks beyond the past and present, looking for new high impact opportunities
* 2 years of sales experience
* Worked in a fast paced startup environment
What the job involves
* We have an ambitious mission: to unlock access to healthcare by navigating patients to the right place, first time
* We’re going to create a world where every appointment is transparent and bookable, starting in General Practice
* We're the team to do this - We were previously ranked 8th fastest growing startup in UK and 33rd fastest in Europe
* Now, we are hiring a Senior Growth Specialist to help us get in front of more practices
* Your core focus will be on full cycle sales from lead generation to closing and onboarding practices
* You’ll be joining an ambitious sales team with prior experience at Monzo, Revolut, the Civil Service, the NHS, investment banking, consulting, and other VC-backed startups
* Everyone works in pairs to own a geographic patch
* We work in pairs because we believe it encourages peer learning and healthy team culture
* Progression works across three dimensions:
* Closing bigger deals (larger ACV)
* Selling more advanced products
* Training/ coaching other members of the team
* This is a place to do your life’s best work
* Goal expectations
* Our mission is to unlock access to healthcare
* You will contribute by increasing appointment supply
* This is achieved through selling more products to more practices
* Objective 1: Convert new practices
* You will own a geographical patch and do everything it takes to get at least 10 live practices a week
* You will hone your craft until you achieve a 70% demo-to-sign rate (demo conversion rate) and a 90% sign-to-live rate (funnelling)
* You will represent the voice of Healthtech-1 and take pride and care in every interaction with practices
* Objective 2: Generate leads
* You will create and implement high impact lead gen strategies (e.g. cold calling, email campaigns, events, field sales, referrals, etc.)
* You will generate high quality leads using storytelling, data, and research
* You will fill a personal calendar of demos
* Objective 3: Improve team performance
* You will improve team processes on a weekly basis
* You will bring happy conflict in a loving way, no artificial harmony
* You will help the team aim for a stretch target of 15 practices live per person per week
* You aim to delight practices in every interaction and leave practices with a great impression of Healthtech-1 regardless of if they buy or not
* You fully own:
* Your live practices target
* The quality and effectiveness of your outbound campaigns
* The GTM strategy for your geographic patch
* You co‑own:
* The enrichment of your lead list
* Keeping the CRM tidy and updated
* Booking demos (shared responsibility with Junior Growth Specialists)
* You influence (but do not own):
* The way we invest in and deliver inbound campaigns
* Product direction via closing the customer feedback loop
* You do not own:
* Account management
* Product roadmap
* ICB (enterprise) deals
* By day 30: Train up, earn trust and get moving
* Learn the main concepts
* Practice personas
* How a practice works
* The NHS system
* Our products
* Build empathy for the NHS through direct exposure
* Spend a few days as a GP practice receptionist to understand our customer deeply
* Stretch goals, complete some admin!
* Process documents
* Complete a triage form
* Serve a patient
* Call a patient
* Present your Old World to the team
* Learn the healthtech-1 style, then develop your authentic style
* Watch a demo from each AE
* Watch 10 demos
* Listen to team mate’s cold calling (1 hour with each AE)
* Reflect, summarise and share your style with your manager
* Demo, close and onboard practices
* Independently deliver demos
* All activity well documented in CRM
* Delivered demos at high throughput (assuming you have the leads)
* KPIs:
* 10 practices live
* Conversion rate for registrations >50%
* 100 lead gen touch-points a week, using at least 3 channels
* Proactively report on pipeline activity and health (activity, conversion, results, duration)
* Average sign to live 60%
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