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About the Role
Founda Health is seeking a senior commercial leader to establish and grow its presence within the UK public sector, specifically targeting the NHS. This role is crucial for shaping market requirements, influencing procurement strategies, and driving revenue by building relationships with key stakeholders at national and trust levels. The ideal candidate will have a deep understanding of NHS procurement processes and a strong network within the UK health technology sector.
Responsibilities
- Shape the market before tenders by building and maintaining national-level relationships with government health digital policy, NHS England, and arm's-length bodies.
- Track policy, consultations, standards, and funding to forecast future buying opportunities.
- Influence specifications, framework scopes, and procurement routes to favor open, standards-based interoperability.
- Secure Founda's position on key procurement routes, including national and regional frameworks and dynamic markets.
- Own the end-to-end UK public sector pipeline, from identification and qualification to contract signature, against an individual quota.
- Lead complex, multi-stakeholder pursuits involving clinical, digital, information governance, procurement, and finance stakeholders.
- Manage competitive bids and tender responses, coordinating internal contributors.
- Negotiate commercial terms within agreed pricing bands.
- Define and own the UK public sector go-to-market approach, including qualification criteria, segmentation, partner choices, and bid/no-bid discipline.
- Act as the internal authority on the UK public sector, providing insights to Product, Marketing, Delivery, and leadership.
- Feed market and procurement insights back into Product, pricing, and delivery planning.
- Maintain an accurate pipeline and forecast in HubSpot.
- Represent Founda at UK market events, including NHS and health-tech conferences, standards communities, and with the partner ecosystem.
- Collaborate with Solution Architects, Customer Success, Product, Legal, and Marketing to ensure commercial promises are met technically and contractually.
- Mentor junior commercial colleagues as the UK presence grows, without direct line management responsibility.
Requirements
- Demonstrable, current NHS network at a senior level, with named relationships at NHS trusts, ICBs, NHS England, or central government health digital bodies.
- Track record of selling complex technology into the UK public health sector, with evidence of deals personally led from origination to signature.
- Genuine command of NHS and UK public sector procurement, including framework agreements, dynamic markets, the Procurement Act 2023, clinical safety and assurance expectations, and business case approval processes.
- Experience influencing requirements before a tender is issued, with examples.
- Comfort with the technical substance of healthcare interoperability, including standards-based data exchange, integration with EHR and PACS estates, and the importance of architectural choices to buyers.
- Experience carrying and hitting an individual quota in an enterprise or public sector context.
- Ability to operate with self-direction as the sole representative in a market within a remote-first company.
Skills
- Healthcare interoperability
- Standards-based data exchange
- EHR integration
- PACS integration
- Public sector sales
- NHS procurement
- Relationship building
- Market shaping
- Pipeline management
- Complex sales pursuits
- Negotiation
- Go-to-market strategy
- Technical understanding
- Self-direction
Location
- UK
- Remote
Work Type
- Remote-first
- Full-time
Experience Level
- Senior
- Enterprise sales experience
- Public sector sales experience
About the Company
- Founda Health operates a healthcare interoperability platform enabling data exchange between hospitals, health information exchanges, clinics, digital health applications, PACS, and EHRs using open standards like IHE, HL7, FHIR, and DICOM.
- Their mission is to improve healthcare quality and efficiency by making healthcare data readily available across the ecosystem.
- The platform combines a proven XDS document and image exchange core with a modern FHIR API layer, offering a unique solution in the market.
- Founda Health's positioning is centered on delivering simplicity in healthcare data exchange, empowering stakeholders to focus on outcomes.
- They are an open, vendor-agnostic alternative with an AI-ready architecture.
- The company is headquartered in Amsterdam, with core markets in The Netherlands and Germany, and is expanding into the UK.