About
With a global mission to help people live longer, healthier lives, Docplanner Group is the world's biggest healthcare platform. We serve patients and healthcare professionals across 13 countries in Europe and LATAM, with a network of more than 2.8 million healthcare professionals and over 20 million bookings every month. In Spain we operate under two brands that work together: Doctoralia, the marketplace where patients find doctors, read reviews and book appointments online, and Clinic Cloud, our Practice Management Software (PMS), delivered as SaaS.
Responsibilities
•Build and lead a high-performing Sales team
•Own recruitment and talent structure, onboard new reps with a structured ramp-up plan, and own underperformance decisions, including letting people go when needed
•Lead, coach and motivate 10–12 Account Executives through weekly 1:1s, deal reviews and call/demo reviews
•Set ambitious activity goals and routines that keep pipeline generation steady, without relying only on inbound
•Be proactive on workforce and capacity planning so headcount follows the targets, not the other way around
•Own the pitch. Be obsessed about what happens in every customer interaction, from scheduling a demo, to the demo itself, to maximize leads conversion through Sales execution
•Keep CRM discipline and sales processes clean enough to scale. If it is not in the CRM, it did not happen
•Turn our sales methodology into concrete standards for discovery, multi-stakeholder management, demo, objection handling (migration, data security, switching cost) and closing
•Deliver the new MRR target for Clinic Cloud in Spain, with a forecast the business can plan on: weekly, by deal and without surprises
•Own forecast accuracy: commit a weekly forecast by deal and stage, track forecast vs. actual and keep the gap within an agreed range, so the business can plan headcount, onboarding capacity and investment on it. No surprises
•Set and track the KPIs that explain the result: pipeline coverage, win rate, sales cycle length, average deal size
•Know and leverage the details to improve performance: data by member, source, specialty (dental, aesthetic, physio, multi-specialty), clinic size, single-site vs. multi-site, and greenfield vs. switching from a competitor
•Work with Marketing on lead quality and segment focus, and with the Doctoralia sales teams on cross-sell between the marketplace and the PMS
•Partner with Onboarding/Implementation and Customer Success so every closed deal goes live. A deal that churns in the first months is not a win
•Bring structured market input to Product to help sell more: why we win, why we lose, which competitor features come up, which gaps block deals
Requirements
•6+ years of sales experience in high-growth SaaS/Marketplace with an SMB market focus, including 3+ years leading outbound and inbound sales teams
•Demonstrated experience successfully scaling an outbound/inbound sales team in numbers and performance
•Proficiency in using OKRs/KPIs to focus on results for both individual and team objectives
•Established experience in direct involvement in recruitment processes as a key decision-maker, and in the effective management of onboarding and terminations
•Native-level Spanish and professional working English
•Strong analytical thinking: base decisions on numbers, build your own reasoning and provide input for continuous improvement
•Proven track record of accurate forecasting: can show how close commits landed to actuals, and how you corrected when they didn't
•Action skills: practical and detail-oriented. On top of what really happens, and don't hesitate to jump into a demo or go deep into the CRM
•Processes and CRM: obsessed with them. What's not in the CRM doesn't exist, and the wrong processes don't scale
•A builder with strategic thinking: can demonstrate medium to long term focus, proactively identifying opportunities to further grow the business line
•Inspirational leadership qualities, with the ability to drive behaviour and instill a passionate approach to sales targets within the team
•Recruitment and onboarding: actively involved in recruitment as the ultimate decision-maker. Know how to recruit successful reps and build a structured plan to help them thrive. Have also shown the ability to let people go when necessary
•Coaching: able to develop and train the team in a structured way. Mastered sales methodologies and a structured approach to applying them to the team and measuring progression
•Ability to inspire confidence and create a fun and enjoyable working environment, while being committed to the overall mission
•Highly motivated and results-focused, with a good eye for detail. Deliver high-quality work and attentive to detail, aware of what your team is doing and what the problems are, helping them achieve their goals when necessary
•Honesty, respect and integrity in all interactions, along with the ability to defend and reassess your own opinions
Nice to have
•Experience selling software that replaces an existing system and requires implementation (vertical SaaS, ERP, PMS or practice software)
•Experience in healthcare, healthtech or with private clinics (dental, aesthetic, physio, multi-specialty)
•Experience in a group that combines a marketplace and SaaS, or with cross-selling between products
•Knowledge of the competitive landscape of clinic software in Spain
Conditions
•A salary aligned with your experience
•A top-notch Sales AI-backed up stack, to help you succeed and develop a strong Sales career (AI auto-schedules, AI calls scoring, AI-outbound, AI-powered CRM)
•An amazing team that will support you along the way
•Private health insurance
•Your birthday off, to spend the day with your loved ones
•Free language classes
•Unlimited access to the iFeel chat for mental health and emotional wellbeing support
•Hybrid model, with a minimum of 1 day a week at the Barcelona office
