Senior Sales Manager – Mid Market & SMB

You will lead our Mid-Market & SMB business across UK&I, owning: Primary Care SMB (AEs + SDRs); Private Market Mid-Market & SMB (AEs, SDRs, BDRs). This is primarily a new business role, but in reality it’s: land → expand → scale. You are not just running a team. You are building the system the team runs on, this includes playbooks, structure and standards.

Responsibilities

You will lead our Mid-Market & SMB business across UK&I, owning Primary Care SMB (AEs + SDRs) and Private Market Mid-Market & SMB (AEs, SDRs, BDRs); Sales process and methodology (MEDDPICC, Command of the Message, or custom); Segment-specific playbooks (SMB vs Mid-Market); Territory design (with Head of Sales + RevOps); Tech stack and tooling; AI enablement across every stage of the sales process; Hiring plan and team structure; Build and run both inbound and outbound pipeline engines; Own pipeline creation → conversion → expansion; Work closely with Marketing to build events and partnerships playbooks; Stay close to deals — especially the biggest and most strategic; Coach your team relentlessly to improve performance and outcomes

Requirements

You’ve operated in both high-velocity and more complex, multi-stakeholder sales environments; Strong experience managing pipeline, forecasting, and conversion; A clear point of view on sales methodology; A passion for coaching and developing people; Comfort operating in a fast-moving, ambiguous environment; Strong collaboration across Marketing, CS, Product, RevOps, and Enablement; Technical curiosity - you understand APIs, integrations, and customer workflows

Nice to have

You are obsessed with developing your team and performance - especially through AI; You can introduce and coach enterprise-grade rigour without slowing the team down; You care deeply about how healthcare actually works; You’re hands-on — you help close the biggest deals and take zero credit; You run a "playbook company" style process without the toxicity; You lose sleep thinking about how to improve performance using AI

Benefits

Real product momentum. We're not trying to generate interest, we're channeling it.; Equity from day one. When Heidi wins, you win. You'll share directly in the success you help create.; Unmatched impact. Play a pivotal role at a critical growth moment - working on a product that delivers tangible, real-world value to clinicians and patients every day.; Work alongside world-class talent. Join a team of operators and builders who've scaled unicorns.; Your health, covered. Comprehensive private medical and dental cover through Bupa, plus 24/7 mental health, coaching and wellbeing support through Sonder and a £100/month Healthy Heidi’s stipend.; Global parental leave. 26 weeks paid for primary carers and 18 weeks for secondary carers, subject to eligibility.; Fertility support. £7,000 one-off payment, eligibility applies.; Learning & development. £700 per year for courses, books, memberships, conferences and more.; Home office budget. £500 one-off to set up a workspace you actually want to work in.; Recharge days after major milestones and busy periods so you can reset and come back strong.; Work from anywhere for up to 4 weeks per year, wherever the world takes you.; Clinical leave. 10 days per year for eligible clinical roles to maintain accreditation and requirements.; Flexibility that works. A hybrid environment, with 3 days in the office.