Sales Team Leader

At HotDoc, our purpose is to improve the healthcare experience for everyone in Australia, by improving the way patients and doctors communicate. We build products that have a real impact on patient health outcomes, and deliver services that support the growth and sustainability of Australian healthcare. We work with 21,000+ practitioners across general practice, allied health, dental, specialist and optometry, and support 14M+ patient accounts.

Role Purpose and Context

We’re looking for a Sales Team Leader to join our Revenue team in Melbourne. This is a player-coach role: you carry your own new business quota while leading and coaching a small team of Account Executives toward a collective revenue target. You’ll own pipeline generation across inbound and outbound, drive accurate weekly forecasting, and work directly with our Chief Revenue Officer to shape how HotDoc sells.

It suits someone who wants to keep selling — and who gets real satisfaction from lifting the performance of the people around them.

What Makes This Role Different

Very few sales leadership roles ask you to both build and run. This one does. You are close enough to the deals to know exactly what is working in the field, and senior enough to turn that into a repeatable playbook the team can execute. Your read on the competitive landscape directly shapes how HotDoc sells — and the practices you win go on to serve patients better.

What You’ll Do

• Carry and achieve a personal new business quota, focused on higher-value mid-market and enterprise opportunities.
• Lead and coach a team of 2–3 Account Executives — one-on-ones, deal reviews and call coaching that build capability, not just inspect activity.
• Own pipeline generation and coverage across inbound and outbound motions.
• Own accurate weekly forecasting for yourself and your team, with a clear read on risk, upside and the actions required.
• Build repeatable sales motions and playbooks, and document what works so it can be taught.
• Act on competitive and market intelligence to improve win rates.
• Set the standard for how the team uses AI — where it adds value, where human judgement leads, and how customer information is protected.
• Work across marketing, product, account management and customer service so the experience from first contact to onboarded practice holds together.

What You’ll Bring

• Demonstrated quota-carrying experience in SaaS or B2B, with significant outbound experience and a consistent record of meeting and exceeding target.
• Experience in high-velocity environments alongside exposure to larger, more complex deals.
• A track record of building repeatable sales motions and playbooks across inbound and outbound.
• Experience selling in competitive markets, including running product demonstrations that meaningfully differentiate.
• Strong forecasting discipline, and comfort being held to a number publicly each week.
• The judgement to act on market intelligence and improve how deals are won.

Nice to Have

• Formal team leadership experience — coaching by example and informal leadership will also be considered.
• HubSpot for pipeline management, reporting and trend analysis.
• Marketplace or enterprise sales experience.
• Forecasting and quota setting at both individual and team level.
• Exposure to healthcare, healthtech or another regulated industry.

Why HotDoc

We’re an employee-first company — we can’t provide a great patient and customer experience without first looking after our people.

• Flexibility to work from home and from our Melbourne HQ
• Access to our comprehensive Health & Wellbeing Program
• A generous Learning and Development budget
• Parental leave benefits including paid baby sleep school, first aid courses, and EAP for primary and secondary caregivers
• Company-wide events and activities at our Melbourne HQ several times a year for all remote and hybrid staff
• In-office collaboration days with workshops and planning
• Private and confidential EAP program for all employees from day one
• In-house career and strengths coaching tailored to every employee

Hybrid Working

We ask that all local staff make an effort to attend our Melbourne HQ once a week to better build relationships and meet colleagues they may not encounter during a normal working day. If this is not possible, please speak to the hiring manager during the recruitment process so we can assist with flexible working considerations if required.

Inclusion

HotDoc prides itself on being an inclusive and diverse workplace; in fact, we celebrate it. If there are any alternative considerations you might require to perform this role, or if there is anything we can do to assist you in the application process, please let us know. We will do our best to make this a great experience for you.