The posting
🏷️ Title: Account Executive
👫 Department: Found, Commercial. Reporting to the Head of Commercial, Found
💰 Salary: OTE £75,000 - £105,000 (£50,000 - £70,000 base) + equity
🎁 Benefits & Culture: See here https://careers.lottie.org/
📈 Equity: A very generous EMI share offering
🌴 https://emojipedia.org/palm-tree Holiday: 26 days + bank holidays
💗 https://emojipedia.org/growing-heart Mission: Elevate later life for everybody and build the care sector of the future
💻 Office Policy: Hybrid with a minimum of 2 core office days per week
🌍 Office Location: London Bridge, London, UK
🔍 https://emojipedia.org/magnifying-glass-tilted-left The Opportunity:
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!
💻 What does this role involve?
- 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
👀 We think you’ll be a great fit if…
- 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
💔 This role isn’t for you if…
- You want an established playbook, highly structured processes and constant guidance
- You're not comfortable with outbound prospecting and have mainly worked inbound leads
- You're looking for a stepping stone and want to move into something different in 6 months
- You don't have proven closing experience or a track record of hitting quota
💻APPLICATION
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.
🔢 Lottie’s Interview Process
1. First Interview with Lottie's Talent Acquisition Lead - 20 mins (remote)
2. Case Study with Tom Frost (Head of Commercial, Found) and a member of the Commercial team - 1h presentation with additional pre-work (remote)
3. Final interviews with Will Donnelly (Lottie's Co-Founder & CEO) and Tom Frost (Head of Commercial, Found), 1h30 total (in-person)
🤩 Candidate Experience:
- 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.
🚀 Meet Lottie
Founded with a mission to build the care sector of the future, Lottie is creating the AI operating system for social care - designed to unlock profitability for care providers and to make finding care as easy as booking a holiday on Airbnb.
Launched in London in July 2021, Lottie has raised over £25m from tier 1 venture capital funds (Accel and General Catalyst) and is widely recognised as one of Europe's fastest growing tech companies. Most recently, Lottie was the acclaimed winner of Deloitte Fast 50 https://www.deloitte.co.uk/fast50/winners/2025/winner-profiles/lottie/, LinkedIn Top Startups https://www.linkedin.com/pulse/linkedin-top-startups-2024-20-uk-companies-rise-linkedin-news-uk-tyuyc/, The Sunday Times Tech 2026 https://www.thetimes.com/sunday-times-100-tech/software-league-table and Startups 100 https://startups.co.uk/startups-100/2025/lottie-2025/.
As of today, Lottie offers three core products:
- Lottie http://lottie.org/ (B2B2C Marketplace) - Free service that helps families find the UK’s best care homes and home care services.
- Found by Lottie https://foundcrm.care/ (B2B Vertical SaaS) - AI-native OS software supporting care providers to effectively manage their enquiries, occupancy and finances. Eliza by Found https://foundcrm.lottie.org/eliza?utm_source=linkedin-organic&utm_medium=social&utm_campaign=eliza-launch-organic is our newest Found module. AI agents that handle care home enquiries - so no family goes unanswered. Launch video here https://www.youtube.com/watch?v=j85LK01G2_w&feature=youtu.be.
- Seniorcare by Lottie https://lottie.org/seniorcare/ (B2B Vertical SaaS) - Employee benefit helping companies deliver outstanding eldercare support to their employees.
🤩 Why Lottie?
- Career Opportunity - A career-defining opportunity to own a revenue channel from day one and build the SMB/Independent segment for Lottie.
- Early Hire Benefits - Be an early hire at one of the UK’s fastest growing startups and benefit from fast career progression, as well as a generous stock options package.
- Mission - Tech for good that aims to build the care industry of the future and to positively impact millions of people's lives. Care is one of the final remaining large consumer industries that is yet to be disrupted and positively revolutionised by technology.
- Investors - Series A backed startup having raised £25m+ from tier 1 venture capital investors including Accel and General Catalyst.
- Global Opportunity & Scalability - Be part of a company that is solving a real tangible problem that every family around the world faces at some point in their life.
- People - Join a kind, talented and mission driven team that loves coming to work every day.
- Culture - Excellent employee compensation/benefits, hybrid office policy and outstanding company culture with a 5/5 employee review score on Glassdoor.
- Award Winning - Acclaimed winner of Deloitte Fast 50 https://www.deloitte.co.uk/fast50/winners/2025/winner-profiles/lottie/, LinkedIn’s “Top Startups”, https://www.linkedin.com/pulse/linkedin-top-startups-2024-20-uk-companies-rise-linkedin-news-uk-tyuyc/ the http://startup.co.ukStartup.co.uk http://Startup.co.uk 100 Index https://startups.co.uk/startups-100/2025/lottie-2025/ and most recently 20th in The Sunday Times 100 Tech 2026 https://www.thetimes.com/sunday-times-100-tech/software-league-table.
We want to create an inclusive environment that celebrates the diversity of our people whilst enabling them to do the best work of their careers. We are committed to ensuring that all our people processes are equitable. All applicants will be considered for employment without attention to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity status or disability status. If you require reasonable accommodations during the application or interview process, please let us know at [email protected] [email protected].
