Account Executive / Manager (Fullstack Sales)

# **To apply:** [Click here to start your application](https://jobs.ashbyhq.com/Anima/f3726abb-caae-4990-b9eb-d60bcb0e3c36/application). **IMPORTANT: you must complete our Ashby application form linked above in order to be considered for this role; sending a message through WaaS is not sufficient. If we don't receive an application form, we will not consider your application!** Click the link to start your application by completing a few quick questions and we'll review your application as soon as possible - next steps would be a 30 min intro chat with one of the founders. Please make sure to mention WaaS when you apply! ## **Join Anima and save lives** 🌟 ## Do you want to save lives with every clinic that you onboard? Join Anima, and you can have your cake and eat it too: we pay upper quartile for salary + equity, and as a fullstack Account Manager, you'll use your influence and people skills to get Anima into clinics and entire regions: an urgently needed product that saves lives amid critical levels of patient demand, with healthcare systems in crisis across the globe. Since launching in the UK, we're now used by GP practices, primary care networks and federations across the country who collectively provide care for over 500,000 patients. **We're profitable, growing at 100% MoM, and went from $0 ARR to $4m ARR in 19 months from launch (Apr '22)**. That's pretty unprecedented in SaaS, never mind healthcare! My name is Shun, a medical doctor and CEO of Anima. Thanks for checking out our job ad! We’re tackling a problem that has affected everyone in some way: 1. Globally, millions die every year because their medical problems aren’t treated quickly enough. Hundreds of millions suffer pain, worry and discomfort needlessly because of long waiting times. 2. We’ve built ambitious software to automate the entire healthcare workflow - from history taking consultations, to report abstraction, to recommending & saving a coded action plan for the patient, ready for a human doctor to greenlight. 3. By doing this, we get patients optimal care within 24 hours and 10x the clinical workflow in the process. It's a win-win for patients and healthcare professionals. --- ## **Backed by a top 1% VC and Y Combinator (home of epic companies like Airbnb, Coinbase, Stripe)** 🚀 We were one of the hottest companies of YC’s W21 batch: we raised over $2.5m before Demo Day within 4 days, led by Hummingbird (consistently top 1% of global returns). We are pretty unique among health techs: we have _both_ medical and engineering domain expertise - there are 5 doctors working full time at Anima, as well as 'pure' software engineers. I wrote the first backend in Node, 80% of which is still used. As a doctor and former HM Treasury health policy advisor managing £4bn budgets in UK health spending, I have full stack domain knowledge and personal experience of the problem we’re solving. **Like me, the whole Anima team have personal experience of the problem we're solving: we're building what we wished we had as doctors.** Our mission is to deliver precision medicine to everyone in the world, within 24 hours. We know _exactly_ how to get there and we’re moving ferociously with focus. --- ## **Anima has a unique hacker culture with a flat hierarchy and a ‘knights of the round table’ structure** At Anima there’s no separate founder, product or engineering team - we’re all crewmates on the same ship. This makes for a truly flat hierarchy, and because so many of the team are technical and are clinicians, we've been able to make huge strides in the NHS because we all deeply understand the problem, grading tasks based on our engineering expertise, and real life clinical trade-offs. This deep domain knowledge is ultimately how we integrated with the major electronic health records (EMIS and SystmOne) in just 4 months. Coupled with our rockstar distribution team, it’s also why we’ve been able to embed Anima across practices caring for half a million patients in under a year. We only hire talented people who think from first principles and have high growth potential - great decision makers who deserve to have complete autonomy and are forces of nature when empowered with it. At the same time, we are deeply collaborative, and through mutual and self-challenge, we converge towards the optimum, and decisively execute. We are united by child-like intellectual curiosity and experiment and wander freely when the right path isn’t clear. We believe all future managers should be formidable ICs & domain experts. Decisions are never made in isolation by the founders. All information is transparently available to the whole team on our Notion - every meeting, decision, success, failure. Anima is a safe refuge for everyone to share their honest thoughts, feelings and be their complete unfiltered self. We offer unlimited holidays and flexibility over work schedule and location. **In addition to distribution, our fullstack Account Managers play a pivotal role in product direction, and in deciding what we build next. At Anima, you’ll be conduits for users, ensuring we evolve Anima into the _right_ personalised medicine platform.** --- ## Have amazing stakeholder conversations with users who fanatically love the product, and steer our product direction Our current distribution team have said that one of the biggest perks of working at Anima is seeing the delight and disbelief on people’s faces when we show them our demo, something that is truly a 10x generational leap. Here’s what some of our users have been saying: > “I sent a plan to the patient and it’s incredible, within a few minutes they’re coming back to me saying that they can make the appointment!” > > "I would call that next generation, I think you have that badge" > > ”Sometimes you need to stop driving a Fiesta and buy a Mercedes" Lots of us went into medicine because we wanted to maximise our positive impact. At Anima, we understand that distribution is the other half of a legendary product. Here are incredible things we’ve built as a result of our fullstack sales team: * A Clinical Director at one of our practices wanted to streamline multiple access channels and make access equitable and fair. After some great discovery and deep listening, the AM together with the customer suggested we build something called ‘proxy requests’, which would allow the reception team at a clinic to complete Anima requests on behalf of a patient who was on a landline call - this made it possible to give someone with no internet or mobile phone the same access to care. This is now one of our most popular features that has led to viral referrals and fanatical users. * Bronagh, a fullstack account manager, realised that adding a configurable feature that allows patients to self-book appointments directly into the electronic health record calendar would be critical to closing large enterprise accounts. By deeply understanding the pain points and anxieties underlying the feature, Anima built the feature in 9 days, to the great excitement of users at demo calls and $1m+ ACV meetings. * Off the back of fanatical referrals from our existing users, the team was invited to present to NHS England at national and regional level, and we’ve been helping to shape the future of the primary care market through an upcoming $1bn+ procurement framework. --- ## **Does this sound like you?** * Hungry and wants their shot to change the world - a force of nature when empowered with the tools, resources and development to do it. * Exceptional communicator, able to distill complex information into clear and concise bullets without jargon. An excellent conduit between users and the rest of the company. * Able to execute a high sigma discovery process and in combination with incisive people intuition, elucidate deep pain points and opportunities to excite within minutes of the first call. * Has incredibly high standards for themselves and an unshakeable growth mindset: able to challenge themselves and those around them to push to do things better. * Exceptionally organised: able to build & maintain multiple relationships across a diverse range of organisations, and consistently execute on plans to onboard and retain users. Reliably follows up on 100% of qualified leads at optimal intervals. * A gifted relationship builder, able to quickly build rapport and emotional anchors with almost anyone and any persona. * Pragmatic rather than dogmatic in decision making: able to weigh real world data appropriately, changing course when necessary towards optimal outcomes for patients and clinicians. * Keen to understand the big picture & entire context of the company and vertical; impatient to grow towards a senior executive role. * Seeks to maximise combined team productivity, communicating the right things at the right time through the right channels. * Intellectually curious and loves learning - able to tackle entirely novel challenges that lack prior precedent through first principles thinking, creatively using the right pragmatic approach, with an understanding of alternatives and trade offs. We’re particularly interested if you have at least 3+ years of B2B/enterprise SaaS experience, closing deals of $50k+ ACV. We make exceptions for exceptionally high growth delta candidates. You’ll need to demonstrate most of the above through past projects and/or our assessment process. For this role, you will need to be based in the UK. --- ## **Our current users & what to expect from the role** We're live with GP teams across the country, being used by teams across the NHS. Over the rest of 2023, we're continuing to onboard teams that want to build the future of healthcare, and will be working with the NHS to deploy Anima at regional & national level. We’ll also be identifying international partners to power Anima’s next stage of growth. Here’s some information on our technical stack in case you are interested (this may not make much sense to you - that's okay!): we are tech agonistic, and collectively choose the best tools for the job. We’re constantly looking to maximise our productivity and minimise what we call “discounted dev time cost” for shipping features. We have 2 separate fully functional web apps in prod: one for clinical users and one for patients. We have good functional & unit test coverage and we recently implemented an advanced CI/CD pipeline which supports golden screenshots and automated frontend tests. We’re looking to add talented account managers who are hungry and understand the urgency and importance of what we’re doing for society. **First month - some examples of what to expect:** * Lead user discovery & demo calls to develop a deep understanding of their fundamental motivations and needs/pain points, and translate this into the optimal roadmap of features. * Account management: you will be the central point contact at Anima for several GP practices and PCNs. Your job is to maximise discounted fanaticism, doing whatever is necessary to help practices start - and continue - using Anima. * Join the team at events & conferences, speaking to potential users, leading demos and converting leads. * Use domain expertise to scale our prospecting, identifying the teams in the most pain who are likely to become fanatical users of Anima. **Next 6 months - some examples of what to expect:** * Take on account management responsibility for larger accounts e.g. GP federations and ICSs (covering 1m+ patients). * Use domain expertise to source and filter user feedback, and work with the engineering team to identify features that result in a high retention delta. Make this a data-driven approach powered by analytics. * Work with customer success colleagues to maximise virality and fanaticism across your accounts, doing whatever is needed to ensure every account leads to the maximum number of fanatical referrals. * Hire/scale the team, while implementing the right processes at the right times to maximise discounted team productivity, and minimise discounted dev time of the features that will lead to maximum conversion. **6+ months - some examples of what to expect:** * Potential to transition to a more managerial/executive role. * Work with the team to scale our sales & marketing, including working with NHS leaders to identify and secure regional & national-level procurement opportunities, including those beyond primary care. * This is a permanent role: things get even more exciting down the line! --- ## **To apply:** [**Click here to start your application**](https://jobs.ashbyhq.com/Anima/f3726abb-caae-4990-b9eb-d60bcb0e3c36/application) Click the link to start your application by completing a few quick questions and we'll review your application as soon as possible - next steps would be a 30 min intro chat with one of the founders. Please make sure to mention WaaS when you apply! **We can't wait to hear from you!**