Account Executive

Lupa; Greater London; On-site; GBP 60,000 - 250,000; Full time

Job summary

Lupa, based in Paddington, London, is building a category-defining AI-native platform for veterinary practices and pet parents. We seek an experienced sales professional to own the full cycle from outbound to close, targeting mid-market and enterprise accounts with ARR £30k–£250k.

You will run consultative discovery, manage a robust pipeline, and collaborate with product and leadership to shape go-to-market strategy as we expand into the US and Europe.

Qualifications

• 3+ years in B2B SaaS sales with quota responsibility.
• Proven track record closing mid-market to enterprise deals.
• Experience selling to multiple stakeholders in complex buying processes.

Responsibilities

• Own the complete sales cycle from outreach to signed contract, £30k–£250k ARR deals.
• Build and manage a pipeline of mid-market and enterprise accounts in veterinary and adjacent healthcare verticals.
• Conduct consultative discovery to uncover operational and commercial drivers behind purchases.
• Navigate multi-stakeholder deals with CFOs, managers, and group decision makers.
• Hit and exceed quarterly targets as the company scales internationally.
• Collaborate with SDRs for pipeline generation and hand off to Customer Success.

Skills

B2B SaaS sales

Quota carrying

Pipeline management

Consultative selling

Multi-stakeholder deals

Closing deals

CRM familiarity

Tools

Salesforce

HubSpot

Outreach

Apollo.io

Job description

About Us
Lupa is building a category defining product the industry has never seen before.

About Us
Lupa is building a category defining product the industry has never seen before.
We're the AI-native operating system for veterinary practices and pet parents, replacing the fragmented, clunky systems vets have tolerated for years with a single intelligent platform for scheduling, client communication, clinical documentation, and AI-driven care guidance. Practices run more efficiently, vets get back to doing what they love, and pet parents feel more connected to their animals' health than ever.
The traction speaks for itself: founded in 2023 and already one of Europe's top 100 AI startups, with a team of 50 people, 10x growth in twelve months, the UK market leader, and now charging hard into the US and Europe. We have $25M in funding, 1M+ pets on the platform, and a buzzing HQ in Paddington, London. We've attracted exceptional people from the likes of Palantir, Google, DeepMind, BCG, Meta, and AWS and we're just getting started.
This is a rare chance to join a rocket ship at exactly the right moment and we're looking for exceptional people to help us fly it.

In this role, you will

• Own the complete sales cycle from initial outreach and discovery through to negotiation and signed contract, on deals ranging from £30k to £250k ARR
• Build and manage your own pipeline of mid-market and enterprise accounts across veterinary practices and adjacent healthcare verticals
• Run consultative discovery that uncovers the real operational and commercial drivers behind a purchase decision
• Navigate multi-stakeholder deals with confidence; owners, practice managers, CFOs, and group-level decision makers
• Hit and exceed quarterly targets as the business scales into the US and other international markets
• Partner with SDRs on pipeline generation and hand off cleanly to Customer Success
• Feed market intelligence back to product and leadership to influence roadmap and positioning
  

Your background looks something like

• Solid background in B2B SaaS sales, carrying a quota and closing deals end to end is the norm for you
• A consistent track record of top performance, with the data and stories to back it up
• Experience selling complex or vertical SaaS into mid-market or enterprise buyers with multiple stakeholders
• A history of closing £30k-£250k ARR contracts, with the ability to walk through every deal in detail
• Commercial literacy: you think from first principles about why a customer switches, what it costs them, and how to make the case in their language
• Reliability on the fundamentals. pipeline hygiene, timely follow-through, written follow-ups that land when you say they will
• Experience in healthtech, dental, legal, or another professional-services-meets-SaaS vertical (nice to have)
• Prior experience selling into PE-backed groups or consolidation roll-ups (nice to have)
• Familiarity with Salesforce, HubSpot, Outreach, or Apollo (nice to have)

As a person, you:

• Don’t need a map, you can hold a price, walk from a bad deal, and push back when you know you’re right
• Learn fast, ask good questions, and can hold your own with a CFO in one meeting and a senior operator in the next
• Take genuine pride in what you do and care about what customers actually experience
• Are excited to work in-person from our Paddington, London HQ
• Thrive in a fast-moving environment where priorities are real and the pace is relentless
• Value working with people who are kind, ambitious, and pragmatic

What does success look like in 6 months?

• You are running entirely independently, building pipeline, winning deals, contributing materially to ARR without needing to be managed
• You know the product inside out and have built real trust with the team
• You are already shaping how we approach the US market