Senior / Lead Key Account Manager - Laboratories (m/f/d)

Your missions

Your responsibilities include, but are not limited to:

• Build and manage commercial plans per group, with adapted roadmaps and co-constructed upsell priorities with clients, navigating the specific complexities of the cluster (multi-site architectures, API integrations, long sales cycles, contractual specificities)
• Lead strategic commercial negotiations with high-level decision-makers (CEO, CFO, CIO, Quality Directors, Reference Biologists) and develop lasting trusting relationships with C-level contacts
• Track and manage performance indicators per site and per group (adoption rates, NPS, product usage) via Metabase and internal tools, and build personalized action plans in conjunction with the Deployment and Tech teams
• Participate in defining the patient strategy: increase end-to-end usage and adoption, from physician prescription to results interpretation, and be a source of proposals at each stage of the journey
• Prevent churn, transform dissatisfaction into opportunities, and conduct regular business reviews with the groups' management committees
• Work in close collaboration with the Head of Cluster, PMM, Tech, and Deployment teams; contribute to structuring processes and co-constructed initiatives with the groups (events, use cases, product roadmap)

Qualities expected as a Senior Key Account Manager

• Have solid experience in account management or strategic B2B sales, with a track record on complex key accounts — healthcare, SaaS, Medtech, Pharma, or any environment with long sales cycles
• Are comfortable addressing C-level decision-makers and building lasting trusting relationships within complex organizations with multiple stakeholders
• Master complex project management: onboarding internal and external teams, managing priorities, meeting deadlines
• Understand the technical challenges related to API integrations and know how to work effectively with engineering teams
• Have a strong DATA culture: Metabase, management dashboards, cohort analysis — you manage with numbers, not impressions

• You use AI as a productivity lever: structuring your follow-up, preparing your business reviews, identifying weak signals in your portfolio
• You have a strong entrepreneurial sensibility: you propose, you build, you iterate
• You are autonomous and proactive: you identify opportunities and address them

Our Offer

• An advantageous health insurance covered 100% by Doctolib (basic plan) for employees and their children
• 25 days of paid leave and 12 to 14 days of RTT (Reduction of Working Time) per year
• A free personalized mental health and coaching program with our partner Moka.care
• 10 days per year of remote work abroad allowed
• Meal vouchers worth €8.50 per day, with €4.50 covered by Doctolib
• Membership in Doctolib's value-sharing plan, called DoctoGrowth
• A comprehensive 3-month onboarding program including Doctolib Academy and various training sessions (languages, soft skills, technical skills)
• A works council subsidy for partial reimbursement of subscriptions to sports or leisure activities
• 50% reimbursement of public transport passes
• ParentCare Program: benefit from a birth leave covered 100% by Doctolib in the first month and 75% in the second month
• For employees with disabilities or who are caregivers, a package including adaptation of remote work, paid days off for medical appointments, and enhanced psychological support
• Relocation assistance in case of international mobility

The Recruitment Process

• Remote interview with a Talent Partner
• Business case presentation with a Manager / Senior Manager + Head of Cluster
• Offer!

Job Details

• Permanent contract (CDI)
• Full-time
• Paris / Île-de-France
• Start date: as soon as possible
• Compensation: fixed + variable