Founding Business Development & Operations Lead

The role

This is our first dedicated commercial hire. You will work directly with the founders to turn early traction into a repeatable field motion: finding the right practices, earning trust, and helping customers succeed after they sign. You are a founding Business Development & Operations Lead with real autonomy, real accountability, and a clear pathway to lead commercial and operations as we grow.

You should be comfortable without an established sales playbook, contributing to how we sell and operate, and building relationships through outbound effort in the field.

What you'll do

• Build pipeline through outbound outreach: calls, demos, and in-person visits with practices and clinics.
• Run consultative discovery before you pitch; present the product confidently to clinical and administrative stakeholders.
• Support prospects through evaluation, onboarding, and early adoption.
• Gather honest customer and prospect feedback and share concise, actionable insight with the team.
• Keep commercial operations moving: pipeline hygiene, proposals, and coordination when customers need help.

Specific salary and equity revisions, targets, and milestones are agreed in writing at offer stage.

What we're looking for

• 3-6 years in B2B sales, account management, business development, or a hybrid commercial/operations role, ideally with SMEs or professional services.
• Proven ability to acquire customers through outbound effort, not only inbound or order-taking.
• Excellent written and verbal communication; comfortable leading demos and training sessions.
• Organised and proactive: you suggest solutions, produce concise updates without being chased, and stay constructive when priorities collide.
• Resilience under pressure: comfortable with ambiguity, rejection, and wearing more than one hat in a small team.
• Valid driver's licence and willingness to travel within South Africa for customer meetings.
• Healthcare or health IT experience is advantageous but not mandatory.

This role is not for you if

• You're looking for a 9-to-5 with predictable hours. We protect focus time and take leave seriously, but when a practice go-live or a critical customer issue is on the line, we show up. That can mean an occasional intense week.
• You need a detailed playbook before you start. We are early-stage. You will help shape how we sell and operate, not inherit a finished machine.
• You want a large sales engine around you. As our first dedicated commercial hire, you will be working closely with founders and a small engineering team.
• You prefer inbound leads and desk-only selling. This role is built on outbound effort, field travel, and relationship building across South Africa.
• You need every answer before you act. We figure things out as we go, take your input seriously, learn in the market, and adjust quickly based on what customers tell us.

Nice to have

• Experience with health IT, practice management software, or B2B SaaS.
• Familiarity with private healthcare workflows (GP rooms, specialists, allied health).
• Comfort with CRM discipline and coordinating across clinical, admin, and technical stakeholders.

How to apply

Use the Application tab on this page (https://calibehr-site.vercel.app/careers/founding-bd-operations-lead) to submit your CV, LinkedIn profile, and a cover letter.

Your cover letter is a chance to tell us about yourself, not your work history. We will work closely together, and founding teams succeed on trust and alignment as much as on experience. Share who you are: what you value, what you believe, what interests you, and anything else that helps us understand you as a person.

We review applications on a rolling basis. If there is mutual interest, we will share more about the product, stage, and interview process directly.

Equal opportunity

CalibEHR hires on merit and fit for the role. We welcome applicants from all backgrounds who meet the requirements.

Pay: R15 000,00 - R25 000,00 per month

Work Location: Hybrid remote in Cape Town, Western Cape