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Doctolib is a B Corp healthcare technology company operating across France, Germany, Italy, and the Netherlands, serving 420,000+ healthcare professionals and 90 million patients. The company is building a clinical operating system for Europe, combining advanced technology and AI to transform healthcare access and delivery.
As Head of Hospitals & Home Care, you will lead a team of approximately 15 people structured around acquisition and account management, supported by expert teams in Deployment, Interoperability, Product Marketing, and Public Affairs. You report to the VP Sales, Salaried & Retail, and serve as the strategic leader and commercial driver for the hospital segment in France while opening new territories in medico-social care and home healthcare.
Key responsibilities include: driving net MRR objectives across acquisition, expansion, and retention with personal involvement in strategic account development and cross-sell acceleration (particularly AI Consultation Assistant and Teleexpertise); ensuring customer satisfaction and effective solution adoption through close coordination with Deployment, Interoperability, and Customer Care teams; managing, developing, and engaging a team of ~15 people with focus on seniority progression and AI-assisted efficiency; building and embodying a 2-3 year strategic vision aligned with Doctolib's product roadmap and market trends; developing and maintaining key institutional relationships with FHF, FEHAP, UNICANCER, DGOS, and ARS; exploring and initiating revenue in medico-social and home care segments; developing structured segmentation, account planning, and strategic account coverage approaches; coordinating across Tech, Deployment, Legal, Finance, Product Marketing, Public Affairs, and Partnerships teams; and representing Doctolib to executive, institutional, political, technical, and professional network stakeholders.
Within 12 months, you will establish a clear diagnostic and operational plan for the segment, strengthen team and management capabilities, improve performance visibility, and create new momentum around strategic accounts and growth opportunities. Over 2-5 years, success means doubling annual new ARR growth through upsell, cross-sell, and new customer acquisition in underexploited hospital segments, medico-social, nursing homes, and home care; positioning Doctolib as a complete, trusted, value-creating solution for healthcare establishments with a partnership-focused approach; and building a stable, senior team supported by AI agents capable of selling and ensuring satisfaction across more solutions and establishments.
Requirements:
- Significant experience with healthcare establishments as a supplier, provider, e-health editor, healthtech player, establishment or group leader, institutional actor, or health consultant with strong commercial dimension; deep understanding of sector actors, personas, cultures, rhythms, decision circuits, and political/regulatory issues
- Experience in complex B2B sales and large account management with multi-stakeholder organizations and long sales cycles; mastery of acquisition, complex solution selling, strategic account management, expansion, adoption, and retention
- 360° business vision covering strategy, go-to-market, acquisition, expansion, partnerships, product, operations, and account management
- Management experience leading and developing an organization of at least 10 people, ideally with heterogeneous profiles, with track record of transformation, seniority progression, and manager development
- Ability to deliver short-term results while building the segment medium/long-term with analytical rigor, C-level gravitas, and excellent cross-functional coordination
- Fluent French and English (oral and written)
Desirable:
- Experience with medico-social actors, nursing homes, or home care, or strong motivation to actively contribute to opening these markets
- Understanding of digital health political and regulatory issues, including Ségur du Numérique, interoperability, public funding, and health policies
- Natural ease in institutional or political interactions with C-level, public, and technical stakeholders
- Experience in a scale-up, e-health editor, hospital or group leadership, institutional actor, or health consulting firm
