Key Account Manager

About the role

You will own the full commercial cycle for strategic health accounts, acting as the primary link between C-level decision-makers and Theodo's solution delivery capabilities. In this role, you will identify and close new opportunities within the healthcare sector, focusing on digital medical devices and therapeutic innovations. You will build and manage a robust pipeline that reflects both market demand and Theodo's technical capabilities. Your daily work will involve conducting complex sales cycles from initial contact to final signature, ensuring every deal aligns with long-term business goals. You will regularly present high-value insights, compelling use cases, and tailored pitches to maintain executive engagement. This position is designed for a proactive commercial leader who thrives in consultative and high-stakes environments. Over time, this role will evolve into a true Partner position, with increasing influence on strategy and portfolio direction. Your work will directly contribute to Theodo HealthTech's mission of transforming patient and professional care through regulated digital health solutions.

Key facts

What you'll do

• Identify and qualify strategic opportunities within the health technology domain using structured frameworks.
• Build and maintain a multi-million euro pipeline that balances breadth and depth across the French healthcare market.
• Conduct discovery sessions with C-level executives, CTOs, and clinical directors to uncover critical business and technical challenges.
• Architect and lead cross-functional commercial efforts alongside Solution Architects to design differentiated value propositions.
• Negotiate commercial terms, including scope definition, pricing models, and project kick-off conditions with legal and finance stakeholders.
• Manage the end-to-end sales process, coordinating proposals, demonstrations, and contract reviews to accelerate decision cycles.
• Serve as the central point of contact for all executive stakeholders, ensuring transparency and trust throughout engagement.
• Monitor competitive landscape dynamics and incorporate feedback into continuous service and solution improvements.
• Collaborate with delivery teams to validate feasibility, timelines, and resource allocation before formal commitments.
• Translate complex technical capabilities into clear business outcomes that resonate with healthcare operators and payers.
• Oversee contract administration, ensuring alignment between signed agreements, invoicing schedules, and client expectations.
• Proactively identify expansion opportunities, driving upsell and cross-sell initiatives through trusted advisor relationships.
• Facilitate quarterly business reviews that highlight value realization, operational excellence, and roadmap alignment.
• Represent Theodo at key industry forums, prospect briefings, and strategic partner meetings to strengthen market presence.

Requirements

You must possess a Bachelor's degree in Engineering, Business Administration, or a related field with a strong focus on healthcare or life sciences. You need a minimum of five years of experience in B2B software sales, with at least two years spent managing complex enterprise deals in regulated industries. You should demonstrate a proven track record of selling to C-level stakeholders in the healthcare or medtech environment, including hospitals, insurers, or digital health providers. You must have hands-on experience using CRM tools to manage pipeline metrics, forecast accuracy, and stakeholder engagement history. You should be fluent in French and English, both written and verbal, to ensure precise communication with clients and internal teams. You must have a deep understanding of the French healthcare landscape, including regulatory frameworks, procurement processes, and stakeholder ecosystems. You should be comfortable working with technical founders and engineers, translating business needs into technical requirements during solution design sessions. You must exhibit strong negotiation skills, capable of balancing commercial ambition with sustainable delivery constraints. You need to be comfortable managing multiple concurrent opportunities while maintaining meticulous attention to detail and documentation.

Nice to have

Experience with therapeutic software regulations, clinical workflows, or hospital IT infrastructure is highly valued. Familiarity with data privacy frameworks such as GDPR in a healthcare context is considered an advantage. Knowledge of French public procurement procedures for healthcare institutions would strengthen your profile. Experience working with startups in the medtech or digital health space is seen as a bonus for this position.

Practical notes

This position is based in Paris and operates primarily during standard business hours. Occasional travel within the Ile-de-France region may be required for client meetings and workshops. No visa sponsorship is provided, and candidates must have the right to work in France without restriction. The role is open immediately, and early applications are encouraged due to the volume of strategic conversations already underway.