Senior Account Executive SaaS

About the role

Doctolib is a leading digital health platform that connects patients with healthcare providers across Europe. The company is looking for a Senior Account Executive to join its SaaS sales team and drive business growth in the Würzburg region. This role centers on building lasting relationships with healthcare organizations and guiding them toward adopting Doctolib's software solutions. The ideal candidate brings substantial experience in enterprise software sales and a genuine interest in the healthcare technology space.

Key facts

What you'll do

• Manage a portfolio of existing accounts and identify new business opportunities across the healthcare sector in the assigned territory
• Develop strategic account plans to expand SaaS product adoption within assigned territories and maximize revenue potential from each client
• Conduct product demonstrations and presentations to showcase platform capabilities to prospective clients and address their specific operational needs
• Collaborate with marketing and product teams to align sales strategies with company objectives and ensure consistent messaging
• Negotiate contract terms and pricing structures to close enterprise-level agreements with healthcare organizations and regional providers
• Maintain accurate records of all sales activities, client interactions, and pipeline updates in the company CRM system
• Partner with customer success teams to ensure smooth onboarding processes and long-term client satisfaction and retention
• Attend industry conferences, trade shows, and networking events to generate qualified leads and build market presence
• Provide detailed competitive analysis and market insights to inform sales strategies, forecasts, and territory planning decisions
• Work closely with the regional sales manager to set quarterly targets, review performance, and adjust tactics as needed
• Identify upsell and cross-sell opportunities within existing accounts to increase the total value of each customer relationship
• Stay informed about healthcare industry trends, regulatory changes, and competitor offerings to position Doctolib effectively in the market

Requirements

• Proven track record of selling SaaS or software solutions to enterprise clients, with at least five years of experience in a sales role
• Demonstrated history of meeting or exceeding sales quotas in a B2B environment with consistent overperformance against targets
• Strong understanding of the healthcare industry, its stakeholders, and the unique procurement processes that govern purchasing decisions
• Excellent communication and presentation skills with the ability to engage and influence stakeholders at all organizational levels
• Experience managing complex, multi-stakeholder sales cycles from initial contact through contract signing and successful deal closure
• Bachelor's degree in business administration, marketing, or a related field is required as a minimum qualification
• Fluency in German and strong proficiency in English for client-facing interactions, written correspondence, and internal collaboration
• Willingness to travel regularly within the assigned region and occasionally to other Doctolib offices for team meetings and events

Nice to have

• Prior experience selling to hospitals, clinics, or medical practices specifically is considered a strong advantage
• Familiarity with CRM platforms such as Salesforce or HubSpot and experience leveraging them for pipeline management
• Working knowledge of healthcare regulations and data privacy standards in Germany, including GDPR compliance requirements
• Additional language skills beyond German and English are considered a strong advantage for diverse client engagement
• Previous experience operating in a fast-paced startup or high-growth technology environment is highly valued

Skills & tools

• Proficiency in CRM software for tracking leads, managing sales pipelines, and maintaining detailed account records
• Strong negotiation and closing skills for enterprise-level SaaS contracts with the ability to navigate complex deal structures
• Ability to create and deliver compelling sales presentations and written proposals tailored to different audience types
• Hands-on experience with sales forecasting and pipeline management methodologies to ensure accurate revenue predictions
• Solid familiarity with SaaS pricing models and subscription-based revenue structures and their implications for deal strategy
• Competence in using Microsoft Office Suite and standard collaboration tools for daily sales operations and reporting

Practical notes

• This position is based in Würzburg and requires regular on-site presence at the local Doctolib office
• The role reports directly to the Regional Sales Manager for the Germany market and sales leadership
• Standard working hours apply with some flexibility built in for client meetings, events, and business development activities
• The hiring process includes multiple interview rounds with the sales leadership team and relevant cross-functional partners
• Doctolib offers a structured onboarding program and ongoing training to support professional growth and sales skill development