Sales and Partnerships Manager Iberia, Digital Diagnostics

Who We Are

PathAI is on a mission to improve patient outcomes with AI-powered pathology. We are transforming traditional pathology methods into powerful, new technologies. These innovations in pathology can help accelerate drug development, improve confidence in the accuracy of diagnosis, and get life-saving therapies to patients more quickly. At PathAI, you'll work with a diverse and talented team of people, who are dedicated to solving complex problems and making a huge impact.

Context

Over the past five years, PathAI has developed the industry-leading portfolio of pathology algorithms and AI workflow solutions, tailored to meet the needs of laboratories and biobanks transitioning to digital pathology. Although the adoption of digital pathology is still an emerging trend, PathAI has observed a rapidly increasing demand from pathology laboratories across countries globally. These laboratories are eager to implement advanced algorithms to address the growing diagnostic challenges posed by cancer and other complex diseases. PathAI’s digital pathology platform AISight utilizes PathAI’s deep understanding of AI in pathology to enable more accurate, scalable, and efficient workflows, while PathAI’s algorithms are helping laboratories to meet critical diagnostic needs, ultimately improving patient outcomes.

Where You Fit

The Sales and Partnerships Manager, Digital Diagnostics, Iberia will be accountable for establishing PathAI’s AISight digital pathology image management system and menu of algorithms in Spain and Portugal. As a commercial leader, this individual will work cross-functionally to identify and unlock the regional entry barriers to drive the end-to-end sales cycle, including customer segmentation and target identification, lead generation, contract negotiations, security and technical approvals, deal execution, and initial software and algorithm implementation. This role will work closely with the European Commercial Leader - Digital Diagnostics as well as a cross-functional team of leaders across the global Product Management, Engineering, Legal/Regulatory, Marketing, and Strategic Partnerships functions to ensure PathAI becomes the leading provider of clinical digital pathology solutions in Spain and Portugal and that sales targets are achieved and exceeded.

What You’ll Do

• Identify pathology laboratories that are ripe for digital pathology implementation and build relationships with key stakeholders across pathology, IT, and administrative functions.
• Structure and execute deals with anatomic pathology laboratories and manage the end to end process including initial outreach, pitch/demo, technical discussions, RFP / tender processes, security approvals, contracting, negotiations, and implementation (including ensuring compliance with appropriate regulatory guidelines).
• Introduce our digital diagnostic products to customers and elaborate their differentiation to customers in collaboration with marketing.
• Seamlessly handoff relationship and account management to the respective account manager.
• Identify pathways to unlock market and customers specific entry barriers and collaborate with a cross-functional team to overcome them.
• Share insights from customers on new product features and improvements to further advance PathAI products and services, including local requirements unique to Spain and Portugal.
• Provide potential support for PathAI commercial activities in Latin America, pending capacity.
• Proactively identify sales pipeline risks, develop mitigation plans, and adjust forecasts accordingly.
• Support overall commercial strategy for a channel and/or geography-specific sales strategy by conducting segmentation analyses of anatomic pathology laboratories and key accounts based on company priorities.

What You Bring

• 2-3 years of experience in business development, management consulting, and/or strategic partnerships, including at least 2-4 years experience in an operational, commercial, or sales role at a healthtech start-up or diagnostics company 
• Fluent in English and Spanish (required), fluent in Portuguese (preferred), fluent in other European languages (preferred)
• Experience presenting and/or selling to senior and enterprise-level executives in a healthcare or clinical diagnostic setting (preferred) 
• Experience in public procurement processes in Spain and Portugal (preferred)
• Experience or deep interest in (diagnostic) medicine, biology, and pathology in particular (preferred)
• Familiarity with software sales, healthtech product, artificial intelligence, anatomic pathology, and/or molecular diagnostics in Spain and/or Portugal (preferred) 
• Strong interest in shaping the future of artificial intelligence powered clinical diagnostics
• Ability to work in an international and cross-functional team, specifically willingness to collaborate with marketing, commercial, product development, strategic partnerships, and legal/regulatory teams
• Comfort working in a scrappy, all-hands-on-deck environment; willingness to learn, admit failures, and pivot quickly; embodies a mindset of urgency 
• Hands-on, experienced, proactive, independent, articulate, and can get in the weeds but also think at the thirty-thousand foot level 
• Willingness to travel up to 50% of the time

We Want to Hear From You

At PathAI, we are looking for individuals who are team players, are willing to do the work no matter how big or small it may be, and who are passionate about everything they do. If this sounds like you, even if you may not match the job description to a tee, we encourage you to apply. You could be exactly what we're looking for. 

PathAI is an equal opportunity employer, dedicated to creating a workplace that is free of harassment and discrimination. We base our employment decisions on business needs, job requirements, and qualifications — that's all. We do not discriminate based on race, gender, religion, health, personal beliefs, age, family or parental status, or any other status. We don't tolerate any kind of discrimination or bias, and we are looking for teammates who feel the same way. 

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