Sector: MedTech / AI in Diagnostics

Location: Remote / Home-based (France, Spain, Italy, Benelux or UK)

Package: €135K OTE including €80k base (F/T local employment contract)

THE CLIENT:  

Our client is an innovative French start-up MedTech company developing AI tools to support pathologists and oncologists in their daily work. Their products are built and evaluated with clinicians, on real cases, with a constant focus on diagnostic quality, clarity of results, and ease of use in the lab and at MDT/tumour board level. This is a company that prioritises being trusted and useful over making big claims.

THE ROLE:

We're seeking a Senior Business Developer – Europe who combines the mindset of a hunter (opening doors, creating opportunities, pushing deals forward) with the posture of a trusted counterpart for clinicians and lab teams (listening, understanding, challenging when relevant).

Your job is to identify and engage the right hospitals, labs and private groups, understand their clinical and operational reality, and build projects where AI genuinely improves what they do. The position reports to the CEO and Founder.

Responsibilities:

·      Proactively develop the company's presence in Europe Map your territory and target accounts you decide to go after—not just respond to inbound. Generate new opportunities through outreach, visits, conferences and referrals. Build and manage a qualified pipeline from first conversation to signed agreement.

·      Work closely with clinicians and lab teams Spend time with pathologists, oncologists, biologists and lab managers to understand workflows, constraints and priorities. Ask the right questions, listen, reformulate and co-design realistic evaluation projects. Present clinical results and study data in a clear, honest and structured way.

·      Navigate complex healthcare deals Coordinate discussions with medical leadership, IT, procurement and management. Help each stakeholder see what problem is being solved, how, and with what impact (clinical, organisational, cost). Turn initial sites into long-term reference customers and prepare conditions for broader roll-out when relevant.

·      Build partnerships and internal alignment Contribute to a network of local partners and key contacts (commercial, technology, opinion leaders) to support adoption. Work hand-in-hand with Medical, Product, Tech, Operations and Marketing so that commitments made to customers are deliverable. Structure and share feedback from the field to refine products, evidence and messaging.

·      Use tools to win, not to report Keep CRM data clean and up to date (pipeline, next steps, forecasts). Use activity and performance data to challenge your own approach and prioritisation.

Requirements:

·      7+ years in B2B sales/business development in MedTech, HealthTech, diagnostics or SaaS for healthcare, with a proven closing track record on complex deals

·      A real hunter: comfortable with outreach, opening new accounts, and spending time on the road and on site—not just handling existing inbound

·      Strong customer orientation: you like being in labs and hospitals, asking questions, understanding how people really work before proposing anything

·      Able to read and discuss clinical studies, biomarkers and diagnostic pathways, and to use them in conversations without overselling

·      Experience selling to hospitals/labs with multiple stakeholders (medical, IT, procurement, management)

·      Comfortable with autonomy and change: you structure your own plan, share it, and adjust based on what you see on the ground

·      Empathetic communicator: you listen, ask direct questions, and can challenge without being aggressive

·      Team player: you don't oversell, you share context with colleagues, and you think in terms of long-term relationships, not just short-term wins

·      Fluent in English; French skills would be a bonus

If your ideal job is mainly about farming an existing base and doing remote check-ins, this won't be a good fit. If you like opening doors, earning trust, and building deals that stand up clinically and economically, you'll fit well.

What's on offer

·      A role where field work and relationships with clinicians are central, not decorative

·      Direct access to the leadership team, with short decision lines

·      Products rooted in real clinical practice, with open discussion of evidence and limitations

·      A small, committed team that values integrity, clarity and collaboration

·      A competitive package (base salary, performance-based variable, and potential long-term incentives depending on profile)

About Optima Search | Europe & America

Optima Search the International Executive Search. We support world-class brands and early-stage IPOs across Europe and America. Optima emerged on the back of working in both; the recruitment industry and leading internal in-house HR teams. The unique combination offers a competitive advantage in servicing our clients. We're working with quality-driven Clients and recruit Sales, Marketing, Professional Services and Executive Hiring Pros.

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