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Sales Lead
We’re Heidi.
We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. In just 18 months, our clinical AI products have absorbed the administrative chaos of 73 million patient visits. Today, we support over 2.5 million patient sessions a week across 190+ countries.
Healthcare systems are failing us; clinicians spend more time on documentation than on patients, and the human connection that makes medicine worth practicing is eroding. Our mission is simple: double the world’s healthcare capacity and strengthen the human connection at its heart.
We found product-market fit with a freemium medical scribe that clinicians love. Now, we're expanding. Every task a clinician hands to Heidi is a patient who feels more attended to, a health system unclogged, and a clinician who gets to be a clinician again.
If you don’t choose easy and you want to build something way bigger than yourself then choose the challenge, choose Heidi.
The role
Japan is an important market for Heidi, and this is the role that opens it. You'll be building the commercial presence on the ground, responsible for leading the motion that gets Heidi into the hands of Japanese clinicians at scale. That means finding and activating the right distribution partners, converting bottom-up product adoption into formal agreements, and updating the go-to-market playbook as you go. You'll work closely with the broader sales team but operate with real autonomy. This is an early-stage market position, so the decisions you make now will shape how Heidi grows in Japan for years to come.
What you’ll do
Build and run Heidi's channel motion in Japan by identifying, signing, and activating distribution partners (EMR vendors, clinic networks, healthcare resellers) who can carry Heidi into markets we can't reach directly.
Own the full commercial relationship with channel partners: onboarding, enablement, pipeline visibility, and holding partners accountable to joint targets.
Translate PLG signals into enterprise pipeline. When clinicians adopt Heidi bottom-up, you'll spot which accounts are ready to convert, build relationships with decision-makers, and close.
Shape the Japan go-to-market approach in collaboration with the broader sales team: who we target, how we position for Japanese clinical workflows, and which partnerships open the right doors.
Show up at key industry events and within clinical communities, building the kind of trust that takes time and compounds over years.
Feed market intelligence back into the product team about what Japanese clinicians need, where we fall short, and what we need to build to win here.
What you’ll need
10+ years in B2B SaaS sales in Japan, with direct experience closing deals through channel or distribution partners (not just direct sales).
Fluency in Japanese and English.
A working understanding of how PLG motions interact with enterprise sales: you know how to read product usage data, spot expansion signals, and turn them into revenue.
Experience navigating Japanese enterprise buying cycles, multi-stakeholder consensus.
A track record of building partner programs from early-stage, not just managing mature ones.
Comfort working as a remote operator within a globally distributed team you can move without hand-holding, and you know when to pull people in.
How we show up
Build for the next decade, not next quarter. Our targets are outrageous on purpose. The world's health doesn't have the luxury of incrementalism.
Lead, don't wait. We treat tomorrow's problems today. Sometimes we build what's needed before it's wanted, and we're fine with that.
Follow the evidence. Trust the patient. We pursue truth relentlessly. But when the subjective and objective disagree, we treat the patient, not the numbers. Ego is a comorbidity we can't afford.
Own the outcome. Everyone here carries the company. Raise problems with solutions, solve them end-to-end, and never be a bystander.
Ship, measure, go again. A button today, a workflow tomorrow. More iterations beat better planning. We're precise at pace, not reckless.
Live in clinicians' reality. Not the ideal workflow, the twenty-patients-before-lunch actual one. We build for exhausted humans, and we'd better be decent ones while we do it.
Why Heidi?
You’ll join a team focused on real-world impact over imaginary valuations and glossy PR. We live and breathe the challenges of modern health systems, and are laser-focused on exacting the change we’d like to see. We’re medicos, engineers, builders, and designers who’ve felt the moral and practical toll of what non-care feels like. True A-players progress extremely fast here. The nature of the scale-up game is
demanding, but we value sustainable performance and mental health. You're
trusted to perform, and you set your schedule. We operate on outcomes > inputs,
not process theatre. We all take the bins out, metaphorically and literally.
Building what we’re building isn’t always easy. But we didn’t choose easy, we chose to build something that actually matters. We hold ourselves to a higher standard because healthcare demands it. If you join Heidi, you recognise that the deeper question isn’t whether AI can solve the global healthcare crisis, but whose hands will shape it. The work is hard, but you will trust and admire the people you work beside, and rest easy knowing you’re doing the defining work of your career. Choose the challenge. Don’t choose easy, choose Heidi.
We take care of you.
We chose to open-source our benefits hub, if you care to take a peek.