Senior Commercial Associate, Lottie
£35-45k
+ Commission + Equity
2 days a week in office (London Bridge, London)
A family's trusted guide to later life care
Be an early applicant
A family's trusted guide to later life care
21-100 employees
Be an early applicant
£35-45k
+ Commission + Equity
2 days a week in office (London Bridge, London)
21-100 employees
Company mission
To elevate later life for everybody.
Role
Who you are
- If you're a proven seller who wants strategic ownership and to build something from the ground up, this is it
- You have 1-3 years of closing experience in B2B sales and have consistently exceeded targets
- You've demonstrably built pipeline through creative outbound strategies, not just worked inbound leads
- You're naturally consultative - you dig deep to understand pain points and tie solutions back to ROI
- You're comfortable with autonomy and have proven you can own and scale a territory or segment
- People genuinely warm to you - you build trust quickly and maintain strong relationships
- You think strategically about sales and enjoy contributing to how we build and scale processes
- You're ready to own this channel for 12+ months and see it through meaningful growth
- Bonus: B2B SaaS experience, especially selling to operationally-focused or less tech-savvy buyers
- Sound like you but not quite 100%? Apply anyway - we're looking for potential and passion, not perfect CV match
What the job involves
- Department: Found, Commercial. Reporting to the Head of Commercial, Found
- You'll own and scale the SMB and independent segment for Found - running the full sales cycle while building the playbooks and GTM strategy for this market
- Own the full sales cycle from outbound through to close for SMB and independent care providers
- Develop and refine outbound playbooks - test approaches, document what works, and build frameworks that can scale
- Build and manage a healthy pipeline through multi-channel prospecting (calls, emails, LinkedIn, events, partnerships) alongside inbound leads
- Run discovery calls and product demos for operators running 1-20 bed facilities
- Negotiate and close deals with ambitious MRR targets and commission based on ARR closed
- Partner closely with Customer Success, Product, and Engineering to refine our offering and provide strategic market insights
- Cover both home care and care home operators across the SMB/independent space
- What problems will you be solving?
- Scaling a revenue channel from early validation into repeatable, predictable growth
- Building replicable outbound playbooks and frameworks that work as the team grows
- Generating consistent pipeline through strategic, multi-channel outbound while maximising inbound conversion
- Communicating Found's value to smaller operators who may be less tech-savvy and need clear ROI
- Establishing scalable sales processes and best practices for the SMB segment
Application process
- Screening interview led by Lottie’s Talent Acquisition Lead
- First round interview led by one of Lottie’s Commercial Leads
- Technical assessment interview with two members of Lottie’s Commercial Team
- Final interview with Will Donnelly (Lottie’s Co-Founder & CEO)
- Candidate Experience: All candidates will be informed of their application status
- Pre-Screen & First Interview: You'll receive an email notification, but no specific feedback will be provided at this stage
- Hiring Manager Interview: If you are unsuccessful after this interview, you will receive constructive feedback via email
- Case Study: If you are not successful after the case study, 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
Salary benchmarks
Our take
Choosing a care home is often a hugely daunting, complex, and expensive process, coming at a time that's already stressful enough. What's more, the UK's ageing population is growing at an increasing rate, putting more strain on social care than ever before. The result is that 44% of care seekers often ultimately regret their choice of care home, something that has had increasing attention since the start of the COVID-19 pandemic.
Lottie aims to address this in part by simplifying the process of finding the perfect care home for every individual's specific needs. Its online marketplace gives users all the tools to select and compare the UK's best-performing care homes, taking into account CQC reports, facilities, treatment methods, and location.
Having received investment, Lottie aims to continue its growth to reshape the future of the care industry. It is doing so with a strong emphasis on data and real-time information, collecting datasets that will be vital not just to its business operations, but potentially to the UK government and healthcare policy too.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Oct 2023
$21m
SERIES A
Jul 2022
$8.1m
SEED
Total funding: $33.2m
Company 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
Company values
- Ownership
- Impact
- Nimbleness
- Kindness
Company HQ
Bermondsey, London, UK
Articles
Leadership
Will Donnelly
(Founder & CEO)Prior to Lottie, Will spent 5-years at CBRE where he advised on £2.5bn healthcare M&A deals, supported the NHS during COVID-19, and became an industry leading expert.
Julien Lavigne du Cadet
(CPTO)Before Lottie, Julien was CTO of Zoe where he was part of the leadership team that helped scale their products to millions and revenue from £0 to £100m ARR.
Laura Mahy
(VP Product)Laura started her tech career at Sainsbury's before becoming Deliveroo's first Product Manager. Following this, she's held leadership roles at Deliveroo, Habito and Zoe.
People progressing
Hannah joined Lottie as the company's first Care Expert (Customer Care) following spells in the charity and tech sectors. Since joining, Hannah has been promoted a number of times and is now the Customer Care Lead.
Ruby started as a 4-week Care Expert Intern during University, which was extended. After 1.5 years in the Care Expert team, Ruby moved over to the Marketing team to pursue her career in Social Media!
Diversity, Equity & Inclusion at Lottie
Holly Leckenby Rye (Senior People Manager)
- Fostering an inclusive atmosphere where everyone feels valued and respected
- A wide range of inclusive benefits and policies
- Religious and cultural practices and holidays celebrated
- Job descriptions with inclusive language
- Quarterly anonymous employee engagement surveys
- Bias-free Performance Reviews with quantitive measures in place
- Employee Assistance Programmes
- A diverse social calendar to be inclusive of all employees
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