RosterLab, a VC-backed NZ SaaS startup, is hiring a B2B account executive to own the full inbound sales cycle for our AI-powered hospital rostering solution. The role offers uncapped commission and ESOP, targeting clinical leaders across APAC healthcare organisations.

Ideal for someone with 3+ years of B2B SaaS experience who can translate technical AI optimisation into clear business value for non-technical healthcare buyers.

Why RosterLab?

RosterLab uses AI + Mathematical Optimisation to build fair, fatigue-reducing rosters for hospitals across APAC. By automating complex schedules, we free up critical clinical time and improve work–life balance for thousands of healthcare professionals, and we're just getting started.

You'll be joining a mission with real-world impact: we're giving hours back to doctors and nurses, and helping hospitals run more safely and efficiently. You'll help define how we scale, what we build, and how we serve our customers.

Role Snapshot

Own the full inbound sales cycle from first demo through negotiation, contracts and go-live (typical cycle = 1–4 months). You'll be the primary contact for clinical and operational leaders (Doctors, Nurse Managers, Operations Managers), occasionally handling outbound or upsell opportunities. You'll collaborate closely with product, engineering, and marketing to shape what we build next.

Key Responsibilities

• Run tailored product demos that translate complex AI optimisation into clear business value for non-technical buyers
• Qualify and forecast pipelines accurately in HubSpot, working with marketing on lead handoffs and attribution
• Project-manage the close: proposals, pricing, procurement portals, security questionnaires, contract red-lines
• Project Handover and support: clearly establish project stakeholders during sales process, manage handover to client stakeholders and Rosterlab implementation team, and be available to support implementation when required.
• Work cross-functionally with Customer Success & Engineering to ensure fast, high-quality onboarding
• Report weekly on pipeline health, win/loss reasons, and market feedback

Minor Responsibilities

• Feed product feedback directly into our roadmap, your insights will shape what gets built
• Collaborate with marketing to refine messaging, case studies, and ROI models based on field learnings
• Iterate on our sales playbook: improve demo flows, email cadences, and competitive positioning

Must-Haves

• 3+ years closing B2B SaaS deals end-to-end (inbound or mixed)
• Comfortable explaining technical products to non-technical buyers in simple terms
• Hands-on experience with proposals, basic contract terms, and at least one security/privacy questionnaire
• Comfortable working mostly independently and owning an entire sales cycle.
• CRM fluency (HubSpot preferred) and experience with marketing-qualified lead processes
• Clear, concise written English and confident communication

Nice-to-Haves

• Sold into healthcare or other regulated industries
• Familiarity with public-sector procurement processes (NZ/AU context helpful)
• Exposure to workforce, HR, or scheduling software
• Comfortable creating outbound sequences and nurture campaigns
• Has personal experience with shift work

What You'll Learn

• How to sell AI-powered solutions into conservative healthcare organisations
• How to navigate complex procurement, compliance, and multi-stakeholder sales cycles
• How marketing and sales align in a modern SaaS startup
• How product feedback flows directly from sales conversations to shipped features

What Success Looks Like (First 6 Months)

• You've closed multiple healthcare deals with minimal handholding
• You've improved a key asset — a proposal template, demo deck, or competitive battlecard
• You've influenced a roadmap feature based on prospect feedback
• You're managing your own pipeline confidently and feeding actionable insights back to marketing

What We Offer

• Early-stage ESOP — own a slice of what you're building
• Hybrid work with flexible arrangements
• Autonomy and trust — you'll help define how we sell and what we build
• The chance to be part of a startup making a real-world difference, fast