Account Executive - Lalu Care
About the Company
Lalu is the next-generation AI health data platform connecting healthcare, businesses and consumers for the consented flow of curated health data. Founded in 2017, Lalu was created with a simple belief: health data should be easier to access, understand and use. Today, our platform helps organisations deliver better outcomes using trusted health information, while ensuring individuals remain at the centre of every interaction. Through our service lines - Lalu Care, Lalu Hub and Lalu Me - we are transforming how health data is accessed, shared and understood.
Role Purpose
This role is part of Lalu Care and contributes to the delivery of services that support healthcare providers in managing, accessing and sharing health information efficiently, securely and compliantly. Working closely with colleagues, customers and stakeholders, the role helps ensure the successful delivery of high-quality services that reduce administrative burden, improve operational effectiveness and create better outcomes for healthcare.
You will contribute to the achievement of Lalu Care's strategic and operational objectives through effective collaboration, continuous improvement and a commitment to service excellence, while maintaining the highest standards of quality, governance and data security.
The Role
Title: Account Executive - Lalu Care
Division: Lalu Care
Reports To: Chief Operating Officer
Banding: Band 2
Location & Term: London; Full-time (Monday – Friday), Permanent; Hybrid
Job Overview:
This is far more than a traditional Account Executive role.
Whilst your primary responsibility will be converting qualified opportunities into long-term customers, you'll also have the unique opportunity to help shape the future of our commercial function as we continue to scale.
We're looking for someone who has successfully progressed from Sales Development into an Account Executive role and understands what it takes to build, qualify and convert high-quality pipeline. You'll be excited by the opportunity to help build a high-performing sales engine, working closely with our Growth Manager to refine our outbound strategy, improve qualification processes and maximise the effectiveness of our SDR function.
Working alongside our Growth Manager, you'll help shape the front end of our sales engine while taking ownership of converting qualified opportunities into long-term customers. You'll also personally lead the pursuit of larger strategic opportunities alongside members of our executive leadership team.
As one of the first experienced commercial hires within the business, you'll have genuine influence over how our sales organisation evolves. You'll help establish best practice, build repeatable sales processes and play a key role in creating a high-performing commercial function capable of supporting the next stage of Lalu Care's growth.
Key Responsibilities:
Revenue Generation
- Own the sales process from qualified opportunity through to signed contract.
- Deliver engaging product demonstrations tailored to the needs of GP Practices, Primary Care Networks and wider Primary Care organisations.
- Build compelling commercial proposals and business cases.
- Negotiate commercial terms and successfully close new business opportunities.
- Consistently achieve and exceed revenue targets.
- Maintain excellent pipeline management and forecasting discipline within HubSpot.
Pipeline Conversion
- Take ownership of converting qualified opportunities generated through our SDR and marketing functions.
- Build trusted relationships with decision-makers across GP Practices and Primary Care organisations.
- Manage multiple complex sales opportunities simultaneously.
- Develop tailored sales strategies for individual prospects.
- Drive opportunities efficiently through the sales cycle.
Strategic Business Development
- Prospect and develop larger strategic opportunities alongside members of the executive leadership team.
- Identify new opportunities within GP Practices, Primary Care Networks, Federations and Integrated Care Systems.
- Develop strategic account plans for key prospects.
- Represent Lalu Care at customer meetings, networking events and industry conferences where appropriate.
Sales Development Collaboration
Working closely with the Growth Manager, you will:
- Help shape and continuously improve our outbound sales strategy.
- Support the development of our SDR function.
- Improve prospect qualification methodologies.
- Refine outbound messaging and sales playbooks.
- Enhance lead handover processes between SDRs and Account Executives.
- Share best practice from your own experience to improve pipeline generation and conversion.
Whilst this role is primarily focused on revenue generation and deal conversion, we're looking for someone who is excited by the opportunity to roll up their sleeves and help build the foundations of a world-class sales organisation.
Commercial Development
As one of our earliest experienced commercial hires, you'll have the opportunity to:
- Help define our sales methodology.
- Improve commercial processes and tooling.
- Contribute towards pricing and commercial strategy.
- Provide customer feedback to support product development.
- Help establish a high-performance sales culture.
- Influence how the commercial function scales as the business grows.
Skills & ExperienceEssential
- Proven experience as a high-performing Account Executive within a B2B SaaS, HealthTech or healthcare technology environment.
- Previous experience as a Sales Development Representative (SDR) or Business Development Representative (BDR).
- Demonstrable success selling products or services into UK GP Practices and the Primary Care market.
- Strong understanding of NHS Primary Care.
- Proven track record of consistently achieving or exceeding sales targets.
- Excellent discovery, presentation, negotiation and closing skills.
- Experience managing complex sales cycles.
- Strong commercial acumen.
- Experience using HubSpot or similar CRM platforms.
Desirable
- Existing relationships across UK Primary Care.
- Experience selling to Primary Care Networks (PCNs), GP Federations and Integrated Care Systems (ICSs).
- Experience within digital health, healthcare interoperability or clinical technology.
- Experience helping to build or scale a commercial function.
- Experience mentoring or supporting SDRs.
Personal Attributes
We're looking for someone who:
- Is an exceptional closer with a proven track record of winning new business.
- Is ambitious, competitive and motivated by success.
- Enjoys building as much as selling.
- Is entrepreneurial and thrives in a scale-up environment.
- Takes ownership and accountability.
- Works collaboratively and enjoys helping others succeed.
- Is commercially astute and strategically minded.
- Is resilient and comfortable operating in a fast-moving business.
- Wants to play a genuine role in building a market-leading commercial function.
Success Measures
Success in this role will be measured through:
- Revenue generated.
- New customer acquisition.
- Opportunity conversion rate.
- Forecast accuracy.
- Sales cycle length.
- Strategic account wins.
- Pipeline quality.
- Contribution to the development of the SDR function.
- Customer satisfaction.
- Overall commercial impact.
Pay: From £60,000.00 per year
Ability to commute/relocate:
- London SW1W 0BD: reliably commute or plan to relocate before starting work (required)
Experience:
- selling directly to Primary Care: 1 year (required)
- sales: 5 years (required)
Work authorisation:
- United Kingdom (required)
Work Location: Hybrid remote in London SW1W 0BD
