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Salary: GBP 50,000 - 105,000 / annual
Lottie is building an AI operating system for social care, with a marketplace connecting families to care providers and Found, a B2B SaaS platform that helps care providers manage enquiries, occupancy, and finances using AI agents.
You'll be the first Commercial Associate for Found for Specialist Care, a brand new vertical launching alongside existing Care Home and Home Care lines. This is a ground-up build with no playbook, no existing team structure, and significant autonomy to shape how the vertical develops.
The role sits at the intersection of Sales, Product, and Customer Success. Your primary responsibility is sales: opening doors, running demos, and closing specialist care and supported living providers against MRR targets with uncapped commission on ARR closed. You'll own the full sales cycle from first call through close.
Beyond closing deals, you'll build and test the go-to-market strategy, learning what messaging resonates and turning it into a repeatable playbook for others to follow. You'll prospect through calls, emails, LinkedIn, and events, re-engage previously spoken-to providers, and grow existing customers. You'll also serve as the voice of the market, bringing provider insights back to Product and Engineering to shape the Found for Specialist Care roadmap.
Key challenges include taking the vertical from a handful of customers to a real revenue line, understanding the local-authority-funded care world (where buying decisions and ROI differ from private-pay), selling honestly while the product evolves, and working out what to build, sell, and say first without a blueprint.
You'll work closely with Tom Frost (Head of Commercial, Found), with direct access to product leadership and the founder. The role requires cross-functional collaboration with Commercial, Product, Marketing, and Customer Success to ensure providers have a joined-up experience from first call to onboarding.
Lottie is a Series A-backed startup (£25m+ raised from Accel and General Catalyst), launched in July 2021, and recognized as one of Europe's fastest-growing tech companies. Recent accolades include Deloitte Fast 50 winner, LinkedIn Top Startups, and 20th in The Sunday Times 100 Tech 2026.
Requirements:
- Strong sales track record: confident on the phone, love outbound prospecting, proven ability to hit targets in B2B commercial roles
- Natural generalist: comfortable digging into markets, writing messaging, giving product feedback, and closing deals
- Experience building something from scratch (new territory, product line, process, or side project); comfort with ambiguity
- Cross-functional collaboration skills; ability to translate between providers, product teams, and engineering
- Relationship-builder: empathetic and consultative approach rather than transactional sales
- Ability to explain value in plain language to non-technical audiences
- Motivated by targets and commission; commitment to owning this vertical for at least 12 months
- Bonus: startup experience, B2B SaaS background, or exposure to regulated or publicly funded sectors (care sector experience not required)
- Not a fit if you want an established playbook, structured process, constant guidance, or plan to move into a different role within 6 months
