Sales QARA - CDI Paris

About the role

You will own the strategic development of a portfolio of accounts in the healthcare sector, driving both business growth and regulatory excellence. This position requires you to operate at the highest levels of engagement, interfacing directly with executive leadership to shape complex, high-value projects. You will be entrusted with the full ownership of commercial cycles, from initial prospecting through to the final signature and long-term account stewardship. The role demands a deep integration of commercial acumen and regulatory knowledge to ensure every deal aligns with both market ambition and technical delivery capabilities. You will act as a trusted advisor, translating complex regulatory landscapes into clear business value for C-level stakeholders. This position is designed for a self-driven professional who seeks to evolve into a Partner role, becoming a definitive voice in the strategic direction of Theodo HealthTech. Your work will directly influence the success of digital health initiatives, ensuring they meet the highest standards of compliance and customer satisfaction.

Key facts

What you'll do

Conduct in-depth analysis of client regulatory landscapes to identify critical compliance drivers and translate them into actionable project scopes.

Architect and oversee the end-to-end commercial journey, managing complex negotiations from initial discovery to formal contract execution.

Develop and refine a high-value sales pipeline, applying advanced prospecting techniques through networking, targeted events, and strategic partnerships.

Serve as the primary strategic advisor to C-level executives, uncovering latent needs and orchestrating tailored solutions that generate significant upsell opportunities.

Lead the co-creation of commercial proposals in close collaboration with Solution Architects, balancing technical feasibility with business objectives.

Negotiate intricate commercial terms, including scope definition, pricing models, and project kick-off conditions, to secure optimal outcomes.

Champion the integration of regulatory requirements such as marking CE/MDR, ANS certification, and Ségur du numérique into client value propositions.

Proactively manage the convergence of business delivery and regulatory adherence, ensuring consistent client satisfaction and seamless cross-team alignment.

Provide continuous value to stakeholders through high-impact pitch sessions, data-driven insights, and compelling use cases that reinforce Theodo's expertise.

Oversee the meticulous management of contracts, commercial quotes, and billing processes to ensure accuracy and compliance.

Champion a proactive approach to quality management systems, guiding clients in the enhancement of their organizational structures and processes.

Establish and maintain trusted relationships with key decision-makers, ensuring alignment between long-term strategic goals and project outcomes.

Leverage your expertise in digital health regulations to de-risk sales cycles and accelerate the path to project authorization and implementation.

Act as a key driver for Theodo HealthTech's reputation, demonstrating mastery in both commercial success and regulatory compliance excellence.

Requirements

You possess a proven track record of selling complex projects, with specific expertise in the regulatory validation of digital medical devices, including CE/MDR marking and ANS certification.

You have a deep understanding of the regulatory frameworks governing digital health, including the EU Medical Device Regulation (MDR) and the French Ségur du numérique requirements.

You are experienced in managing high-stakes negotiations and steering committees at the C-suite level, delivering results in highly regulated environments.

You hold a strong grasp of quality management system standards relevant to the medical device industry, such as ISO 13485, and can articulate their commercial implications.

You have a history of building and maintaining strategic enterprise-level relationships, demonstrating influence without formal authority.

You are adept at constructing and managing a multi-stage sales pipeline, utilizing sophisticated forecasting and pipeline management techniques.

You show a proven ability to prospect new business through active networking, participation in industry events, and leveraging a robust partner ecosystem.

You communicate with precision and confidence, capable of simplifying complex regulatory jargon for diverse audiences, from technical teams to executive boards.

Nice to have

Experience with the EU In Vitro Diagnostic Regulation (IVDR) and its implications for commercial strategies in diagnostics.

Knowledge of clinical evaluation standards and their integration into go-to-market strategies for digital health products.

Familiarity with Health Data formats and standards such as FHIR, and their role in ensuring regulatory and technical compatibility.

Experience navigating the specific requirements of the French healthcare market, including relationships with key institutions like HAS and CNIL.

Practical notes

This role is based in Paris.

The position offers the opportunity to grow into a Partner-level role, with a clear trajectory for professional development and increased responsibility.

Candidates must be fluent in French and English, both written and verbal, to ensure effective communication with all stakeholders.