Senior Business Development Manager / Sales Lead

Guideways AI; Randstad; Hybrid; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Equity stake

Hybrid work in Utrecht

Job summary

Guideways.ai, a fast-moving startup in the Netherlands, seeks its first dedicated sales lead to scale revenue across Europe. You will own the end-to-end sales cycle, convert high-intent opportunities, and partner with the founders to establish a repeatable GTM playbook for the MedTech market.

You will engage with innovative MedTech SMEs, large enterprises, and digital health providers, leveraging AI tools and a strong pipeline to drive growth from day one.

Qualifications

• 5-10 years of experience in B2B sales.
• Healthtech industry background and understanding of MedTech lifecycle.
• Experience selling SaaS, data solutions, or tech-enabled services.
• Strong pipeline conversion, startup mindset and ability to close with founders.
• Fluent business English with clear written and verbal communication.

Responsibilities

• Own the end-to-end sales cycle from qualification to proposals, negotiations and closing.
• Scale the GTM playbook with outbound campaigns, partnerships, and industry networks.
• Collaborate with founders to turn early traction into a repeatable sales process.
• Provide customer feedback to the engineering team to guide product improvements.

Job description

Location: Hybrid in The Netherlands (2 days per week in the office in Utrecht)

Position Type: Full-time or Part-time (min 32H), Mid to Senior (5-10 years experience)

About Guideways.ai: Let’s get 10x more innovation to patients!

Guideways is a fast-moving start-up accelerating how life-changing medical technologies reach patients. Our specialized agentic AI platform, saves MedTech and Digital health innovators months on regulatory approval and compliance by combining advanced AI with deep MedTech domain expertise.

After proving initial commercial traction through founder-led sales, we are ready to hire our first dedicated sales lead / bd manager to scale our commercial engine across Europe.

This is your opportunity to champion a category-defining AI platform and unlock thousands of breakthrough medical technologies. In this role, you will own the end-to-end sales cycle, turn early traction into a repeatable sales playbook, and shape the commercial foundation of a high-impact AI-native company.

The Opportunity: Scale Guideways.ai Across Europe

As our first commercial hire, you will take ownership of revenue growth. You will step into a healthy, active pipeline, convert high-intent opportunities, and partner directly with the founders to turn early customer wins into a repeatable Go-To-Market (GTM) playbook across the European MedTech market.

Our primary sweet spot consists of innovative MedTech SMEs and high-growth scale-ups. These are agile teams navigating strict EU certification, USA clearance and ongoing compliance rules who can make fast purchasing decisions. We also count large MedTech enterprises among our clients, giving you room to run fast SME sales alongside high-value strategic enterprise accounts.

Key Responsibilities

1. Deal Execution and Revenue Conversion

• Own the Quota: Drive full-cycle sales from lead qualification and product demonstrations to proposals, negotiation and closing.
• Convert and Expand Core ICP Deals: Take charge of an active pipeline focused on innovative MedTech SMEs and digital health solution providers. Run sharp discovery and accelerate deal cycles to capitalize on pressing regulatory deadlines.
• Engage Key Decision-Makers: Connect directly with buyers (R&D leaders / CTOs, Heads of Regulatory Affairs, QA/RA Directors, and startup CEOs/Founders) to show clear ROI and time savings.

2. Scale the GTM Playbook

• Drive sales effectiveness: Take early founder insights, win/loss data, and customer feedback to standardize our qualification frameworks and objection handling. Use deep customer insights to optimize pipeline conversion.
• Pipeline Expansion: Build on existing pipeline momentum with targeted outbound campaigns (direct outreach, MedTech conferences, LinkedIn, and industry networks) to maintain consistent deal flow.
• Customer Feedback Loop: Share real customer feedback directly with our engineering team to help guide monthly improvements, increase customer satisfaction and maximize growth.

3. Modern, AI-Powered Sales Operations

• Use Modern AI Sales Tools: Work with modern AI tools, automated prospecting workflows, funnel conversion and CRM intelligence to maximize your personal reach, efficiency and effectiveness
• Efficient Contracting: Run practical contracting and onboarding workflows suited for fast-moving SMEs once at scale, and handle enterprise procurement when closing larger accounts.
• Reach target revenue milestones to earn the mandate of hiring, onboarding, and leading our commercial team.

Required Skills & Experience

• 5-10 years experience in B2B sales.
• Healthtech Industry Background: Practical understanding of MedTech, and Digital Health lifecycles. Experience with consultative selling for professional services into Healthtech (such as regulatory affairs consulting, CRO services, Notified body, or quality/compliance management) is a strong plus.
• Pipeline Conversion & SME Deal Velocity: Proven ability to qualify, nurture, and close deals quickly with founders, R&D leadership and RA/QA leaders at SME medical device companies.
• Software / SaaS Exposure: Experience selling B2B SaaS, data solutions, or tech-enabled services is a plus.
• Independent and Adaptable: Practical mindset with the ability to prioritize warm leads, test messaging, and close deals independently in an early-stage environment.
• AI Early Adopter: You use generative AI tools in your daily work (research, prospect qualification, meeting prep) and understand how AI can help regulatory teams.
• Entrepreneurial growth mindset, pro-actively finding feedback, learning and improving.
• Clear Communication: Fluent business English with clear written and verbal presentation skills.

Why Join Guideways.ai?

• Founding Commercial Role with Warm Pipeline: Significant strategic influence with the advantage of an active pipeline and validated traction with customers ready for you to close from day one.
• Expected growth within 12-18 months: Direct progression into leading our commercial team.
• Meaningful Equity Stake: High-upside so you share in the company's long-term growth/ SAR’s.
• High-Impact Mission: Help get life-saving medical devices and diagnostics to clinicians and patients faster.
• Autonomy & Flexibility: Direct line to the founders, flat hierarchy, and flexible working conditions (hybrid in Utrecht).
• Competitive Compensation: base salary plus commission.