About Embedded
Embedded is the AI-powered Operating System for Consumer Healthcare. We are the engine for non-healthcare entities to launch, run, and grow their own consumer telemedicine brand — launch in minutes, not months. Brands choose among the modularized components that make up a digital clinic, with the no-code operating system functioning as the glue that seamlessly holds the components together. We’re starting with a focus on GLP-1s for weight loss in the US.
GLP-1s are a f*ing big deal. We’re in a remarkable & rapid period of change which will radically reshape the patient & cash flows in the healthcare system.
Our mission is to accelerate the global take-up of GLP-1s to solve obesity worldwide by building an AI-powered, consumer-led global healthcare system. We’re building the infrastructure to have served 100 million patients worldwide by the end of 2034. In so doing, we have the opportunity to become the world’s first trillion dollar healthcare company: the operating system for any non-healthcare entity to seamlessly offer consumer-led healthcare, globally.
We’ve grown >1000x since Aug 2021, >200x since Aug 2022, >20x since Aug 2023. We’ve just surpassed $30M ARR. As a company, we’ve been cashflow positive for the last 18mo. We’re fast approaching 10,000 active customers with high NPS.
Almost all of this has so far been through our main D2C brand Fella. Embedded is still new.
We’re a young startup and we’re just getting started. This is still Day 1 and all our work is ahead of us.
You can read more about working at Embedded here: Working at Embedded Medical https://fella.notion.site/Working-at-Embedded-Medical-5b5c0a584af44de78ac7fb9b2cf8d993
We're backed by top healthcare & consumer investors:
Y Combinator
Global Founders Capital — backed Facebook, Slack, LinkedIn, Revolut, Rocket Internet
AngelList Early Stage Fund (backed by Naval Ravikant)
BrandProject (venture-builder behind 2 unicorns)
The founders of Indeed, Curative (unicorn), Alan (unicorn), Kaia Health (>$300mil valuation), Vouch Insurance (>$500mil valuation), Not Boring (Packy McCormick)
The opportunity as Closer (Inbound Sales Rep)
Embedded is building a world-class team.
Joining as Closer (Inbound Sales Rep) to a still nascent team, you’ll play a pivotal role in helping us serve more fellas by converting inbound, booked calls into freshly onboarded fellas.
Primarily, you’ll close high-intent booked calls & nurture your pipeline of leads. Potential fellas will easily trust you, you’ll have great ability to get fellas across the line, and you’ll have relentless grit to keep going. You’ll close >$100,800/mo in new revenue.
In addition, you’ll also improve the team’s sales playbook and transfer your customer insights back to the wider team. We’ll expect you to continuously improve the team’s collective playbook so we can effectively scale up.
This is an opportunity to build the foundations of an industry-leading sales team for a company in hyper-growth. If you’re the best in the team & have the fundamental ability, you’ll be on a path to run Fella's entire sales team.
This role is fully remote, and you’ll work ≥40hrs/wk in the US timezone of your choice. Given that, you’ll have complete freedom on your schedule.
You’ll work most closely with our Sales Lead (Jordan Pellikan), with close oversight from our Head of Growth (Dave Lane) & our CEO (Richie Cartwright).
Key responsibilities
Primary
Close booked calls: you’ll have a calendar of booked calls from warm leads that have taken time to fill out an onboarding form, and then have been further filtered to be high-intent. Your job is to make the fella feel heard, further extend trust, then get the fella over the line.
Nurture your pipeline: You’ll own your sales pipeline. You’ll follow-up diligently after calls, loop round on SMS to fellas who haven’t yet closed, and handle customer objections gracefully. You’ll tightly prioritize across your pipeline.
Daily execution of team & admin tasks
Morning Huddles every weekday
End of Day report
Update your projections, tracking sheets, and CRM
KPI = min $100,800/mo in new revenue after 1-2mo ramp
Close rate (booking to close, inc no-shows): ≥40%
Calls per day: ≥10 x 30min calls/day
AOV: ≥$1200
Secondary
Improve the sales playbook: You’ll furiously iterate your own sales process, and continuously improve the team’s collective playbook so we can effectively scale up. You’ll routinely analyze call recordings to determine what is going well and what you can improve. You’ll iterate your sales scripts and reconsider value props.
Transfer your customer insights: You’ll be spending lots of time with potential fellas, so you’ll have great customer insights you’ll transfer to our whole team. You’ll have strong thoughts on funnel improvements to improve conversion, potential changes to customer segments & value props, and product recommendations to match fellas’ desires.
Need to have
Timezone: You can work hours in the US timezone(s) of your choice.
Experience: 2+ years working in sales, with at least 6mo in call-based sales.
Language: you speak English fluently with either a very minimal accent or an American accent.
Closing: you know when and how to turn a potential fella into a paying fella, moving quickly but carefully. You’ll know when to prioritize a lead and when to let them go.
Resilience: sales isn’t easy. You have grit to close a difficult fella, and energy to improve the process if it isn’t working.
Metrics: you’re obsessed with your numbers (no-show rate, 1st call close rate, overall close rate, upsell rate). You hate fluff and focus on things which work.
Empathy: you care about the fellas’ struggles and want to help them. You’ll ask good questions, listen carefully and build trust.
Theory: you’re well versed in sales theory. You’re comfortable transitioning between different techniques based on the customer type & objection.
Pipeline: you’re organized so you can stay on top of a complex pipeline of interested fellas.
Nice to have
D2C sales experience: ideally you have D2C phone sales experience, maybe in a health-related vertical.
Direct response: ideally you’re a sharp copywriter, recognizing true value props and how to phrase them.
Marketing: ideally you have enough knowledge and interest in D2C digital marketing to contribute improvements across the whole marketing funnel.
Our cultural standards
These are the core cultural standards to which we hold ourselves & our team-members:
Belief in the mission: We will have served 10 million patients by the end of 2028 and we transform the life of most patients who join. We have a lot of work to do. We are obsessed with our patients and are dedicated to the mission.Unwavering integrity: We are at the frontier, so we often live in ambiguity with no trodden path. When we can’t look to others for guidance, we must maintain impeccable ethics and unwavering integrity.Only the paranoid survive: Bad sh*t is coming. By joining us, you’re choosing to sail straight towards the storms with unhesitating conviction. However much we’ve already done, however far we’ve already come — it’s still Day 1 and all our work is ahead of us.Your life’s work: This will be your most challenging, most rewarding role of your life. You’ll be shocked how capable you are & how much you can achieve.If we’re average we fail: We are only interested in “insanely great”, a focus on the quality of our execution that in everyday life would be considered pathological. We have a dedication to excellence and reject incompetence.Commitment to candor: That which can be destroyed by the truth should be. You get full transparency from the company and the company expects full transparency from you. We never say anything about someone that you wouldn’t say to them directly. We give feedback with love and do not need to protect people from fleeting physical sensations.A maniacal sense of urgency: We execute at an intensity that most people think is impossible. Speed is critical and we need things done yesterday. We all work very hard and in such a competitive world there really is no other way to win.Enduring frugality: We are frugal. We hate being wasteful and we are anti-luxury. A culture of cheapness keeps us young. We spend our cash wisely & carefully — in a way that would make our grandmas proud.Bulldozing barriers: The world is malleable and we shape it. We truly believe this and act accordingly. We are relentlessly resourceful and are at the mercy of no-one but ourselves.Keep your head down: We’re boring people doing exciting work. We don’t chase short-term status — we ignore short-term dopamine hits and focus on what matters. Outsiders will underestimate us and we revel in that.The power of focus: We live in a world of power laws and we cannot overestimate the unimportance of practically everything. Know your One Thing, and nail it.
“You just build a fing amazing experience. Make each step amazing. Make every decision in the long term interest of the customer. Give the customer massively more value than you take.”
Compensation
Compensation components
Base = $1000/mo
Equity = $500/mo
Commission = 2.5% of cash collected on 1st payment (up to 3.5% if choose $0 base)
Total compensation
Factors:
Calls per day (30min/call): 10-13 (210-275 calls/mo)
Close rate from bookings: 40-60%
AOV: $1200-$2000
Cash collected:
Minimum performance cash collected (after 1-2mo ramp) = 21040%$1200 = $100,800/mo
High performance cash collected = 27560%$2000 = $330,000/mo
Minimum performance earnings after 1-2mo ramp ($100,800/mo cash collected):
Base = $1000/mo
Equity = $500/mo
Commission (2.5%) = $100,800*2.5% = $2520/mo
Total compensation inc equity = $6028/mo = $48,240/yr
High performance earnings ($330,000/mo cash collected):
Base = $0/mo
Equity = $1500/mo
Commission (3.5%) = $330,000*3.5% = $11,550/mo
Total compensation inc equity = $13,050/mo = $156,600/yr
Benefits
Vacation: generous time off with a yearly minimum (min 2wks/yr + local national holidays)
Remote: our team is fully distributed across the world and functions fully remotely
Healthcare: comprehensive medical insurance (~$600/yr)
Personal development: budget for books, courses, coaching ($400/yr)
Personal wellness: budget for gym, health apps ($400/yr)
Equipment: Macbook (>$1000) & work-from-home equipment provided as needed
What are we missing? We're still early so you get to shape our culture.