Commercial Associate

🏷️ Title: Commercial Associate

👫 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

📈 Equity: A very generous EMI share offering

🌴 Holiday: 26 days + bank holidays

💗 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

🔍 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 launching Found for Specialist Care, a brand new vertical alongside Care Home and Home Care, and we're hiring our first Commercial Associate to build it from the ground up. There's no playbook, no team and no set way of doing things yet. You'll write them.

Sales is at the heart of the role. You'll be the one opening doors, running demos and closing providers. But you'll also sit at the intersection of Commercial, Product and Customer Success: working out what this market needs, shaping how we talk about Found, and making sure what you hear from providers shapes what we build next.

We have a head start: 7-8 specialist care providers already use Found, plus a pipeline we previously turned away. You'll work closely with Tom Frost, our Head of Commercial, with direct access to product and our founder. If you want to build something from nothing and stretch well beyond a typical sales role, this is it!

💻 What does this role involve?

• Sell: own conversations with specialist care and supported living providers from first call to demo to close, against MRR targets with uncapped commission on ARR closed

• Build pipeline: prospect through calls, emails, LinkedIn and events, re-engage providers we've spoken to before, and grow our existing customers

• Build the go-to-market: test messaging, learn what lands and turn it into a repeatable playbook others can follow

• Be the voice of the market: bring provider insight back to Product and Engineering and help shape the roadmap for Found for Specialist Care

• Connect the dots: work across Commercial, Product, Marketing and Customer Success so providers get a joined-up experience from first call to onboarding
  

💪 What problems will you be solving?

• Taking a vertical from a handful of customers to a real, repeatable revenue line

• Understanding 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 feedback into what we build next

• Working out what to build, sell and say first, with no blueprint to copy

👀 We think you’ll be a great fit if…

• You have a strong sales spike. You're confident on the phone, love outbound and have a track record of hitting targets in a B2B commercial role

• You're a natural generalist. You're as happy digging into a market, writing messaging or giving product feedback as you are closing a deal

• You've built something from scratch before, such as a new territory, product line, process, society or side project, and you enjoy the ambiguity

• You work well across teams and can translate between providers, product and engineering

• You build genuine relationships: empathetic and consultative rather than "salesy"

• You explain value in plain language to people who aren't always tech-savvy

• You're motivated by targets and commission, and want to own this vertical for at least 12 months

• Bonus: startup experience, B2B SaaS, or exposure to 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 a perfect CV match.

💔 This role isn’t for you if…

• You want an established playbook, a structured process and constant guidance

• You want to focus purely on closing and aren't interested in the wider commercial and product picture

• You're not comfortable with outbound prospecting

• You're looking for a stepping stone and want to move into something different in 6 months

💻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, LinkedIn Top Startups, The Sunday Times Tech 2026 and Startups 100.

As of today, Lottie offers three core products:

• Lottie (B2B2C Marketplace) - Free service that helps families find the UK’s best care homes and home care services.

• Found by Lottie (B2B Vertical SaaS) - AI-native OS software supporting care providers to effectively manage their enquiries, occupancy and finances. Eliza by Found is our newest Found module. AI agents that handle care home enquiries - so no family goes unanswered. Launch video here.

• Seniorcare by Lottie (B2B Vertical SaaS) - Employee benefit helping companies deliver outstanding eldercare support to their employees.

🤩 Why Lottie?

• Career Opportunity - Build a new revenue vertical from nothing, as a commercial all-rounder working across Sales, Product and leadership from day one.

• 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, LinkedIn’s “Top Startups”, the Startup.co.uk 100 Index and most recently 20th in The Sunday Times 100 Tech 2026.

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 alice.rooke@lottie.org.