Account Executive

Who you are

• You're a self-starter who can take a brief and run with it, without a ready-made playbook or an SDR feeding you leads
• You have at least 12 months of closing experience in a B2B sales role and have consistently hit or exceeded targets
• You're strong on the phone and comfortable building your own pipeline from outbound
• You build genuine relationships: empathetic and consultative rather than overly "salesy", and providers warm to you
• You're comfortable selling to operators who aren't always tech-savvy: you explain value in plain language and never talk down to them
• You're motivated by targets and commission
• You're curious about how a new market works and enjoy turning what you learn into messaging and process
• You're ready to own this vertical for at least 12 months and build something meaningful
• Bonus: B2B SaaS sales methodology, startup experience, or experience selling into regulated or publicly funded sectors. Care sector experience is not required
• Sound like you but not quite 100%? Apply anyway - we're looking for potential and passion, not perfect CV match

What the job involves

• Lottie is building the AI operating system for social care. Families find care through our marketplace. Providers use Found to manage enquiries, occupancy and finances, with Eliza, our AI agent, answering family calls and chats on their behalf
• We're opening Found for Specialist Care as a new vertical, alongside Care Home and Home Care, and we need someone to build it. This is a market to create, not a playbook to follow
• You'll own the full sales cycle from prospecting to close, shape the messaging, and become our go-to expert on specialist care. You won't start from zero: 7-8 specialist care providers already use Found, plus a pipeline we previously turned away. Product work over the next two quarters will be shaped by what you hear from the market
• You'll sit alongside our Care Home and Home Care sales leads, with direct access to commercial leadership, product and our founder. If you want to own a vertical and prove what you can do with real autonomy, this is the role for you!
• Own the full sales cycle for specialist care and supported living providers, from first conversation to close, then hand over cleanly to Customer Success
• Build the go-to-market for the vertical: test messaging, learn what resonates and iterate on what works
• Re-engage providers we previously talked to and grow from the existing 7–8 specialist care customers
• Build and manage your pipeline through outbound (calls, emails, LinkedIn, events) alongside inbound leads
• Run discovery calls and demos, often with head-office and operational leaders at multi-site providers
• Negotiate and close deals against MRR targets, with uncapped commission on ARR closed
• Feed market insight to Product and Engineering as we build out Found for Specialist Care
• What problems will you be solving?
• Opening a market Found hasn't sold into before, so specialist care providers get modern tools that help them support the people they care for
• Winning in a largely local-authority-funded world, where buying decisions and ROI look different to private-pay care
• Selling honestly while the product is still evolving, and turning provider feedback into what we build next
• Building a repeatable sales motion the team can scale as we grow this vertical
• Being the voice of specialist care providers inside Found, so their needs shape the product

The application process

• We'd love to see a short video (2-3 minutes) answering this question:
• Introduce yourself, tell us why you’re interested in Lottie and what makes you a good fit for this role
• We appreciate this takes time. We receive a high volume of applications and this helps us assess you on more than your CV
• First Interview with Lottie's Talent Acquisition Lead - 20 mins (remote)
• Case Study with Tom Frost (Head of Commercial, Found) and a member of the Commercial team - 1h presentation with additional pre-work (remote)
• Final interviews with Will Donnelly (Lottie's Co-Founder & CEO) and Tom Frost (Head of Commercial, Found), 1h30 total (in-person)
• Pre-Screen & First Interview: You'll receive an email notification, but no specific feedback will be provided at this stage
• Case Study: If you are not successful after the assessment, you'll receive constructive feedback via email and be offered a debrief call with our Talent Lead
• Final Interview: For final-stage candidates who are not offered the role, we will provide your feedback live via a phone call

Benefits

• 26 days holiday + Bank holidays
• Flexible working hours
• Everyone owns equity
• Private Medical Insurance
• Cashplan
• Wellness budget
• L&D budget
• A 3-night stay at Unplugged
• 2-weeks Work from anywhere
• 20-weeks full pay for Primary Parental Leave
• 8-weeks full pay for Secondary Parental Leave
• 2-weeks unpaid Carers Leave
• 5-days paid leave for those going through the IVF process
• Workplace Nursery Scheme
• Compassionate Leave
• Employee Assistance Programme
• Access to Mental Health First Aiders
• Quarterly team events