About the Position

Senior Sales Executive (m/w/d)

Bring hema.to's AI-assisted cytometry solutions to high-throughput laboratories as the first dedicated commercial hire, across DACH, Europe, and LATAM.

Location: Munich, Germany

Type: Full-time

Region: DACH, Europe, and LATAM

Posted: Oct 12, 2026

Apply by e-mail.

About the Job and Your Mission

Flow cytometry is central to diagnosing leukemia, lymphoma, and plasma cell neoplasms, with more than 40 million tests performed each year. Yet analysis still depends on experts gating 10–30-marker data by hand in two-dimensional plots, case by case. The work is slow and subjective, and it does not scale: sample volume doubles every decade while the number of trained cytometrists falls.

Academic groups, startups, and instrument manufacturers have tried to build algorithms for automated cytometry analysis for years, and they have consistently failed at generalization. A model trained on one antibody panel, instrument, or lab breaks on the next, and every lab runs its own panels. hema.to has not only built panel-agnostic AI that works across panels, but an entire end-to-end workflow solution from raw data to report. Cytometrists can adopt CellStudio as a turnkey solution, from automated data upload through cell classification to the final report.

CellStudio recently went commercially live and is now being evaluated at roughly a dozen labs. Concordance studies covering more than 25,000 patient samples across five labs support it. Alongside the current RUO product, hema.to is developing an IVD version. hema.to’s team of 14 includes AI scientists, software engineers, immunologists, and regulatory and operations professionals.

hema.to aims to be the market leader in AI-assisted cytometry, and to use that position to make cytometry health-economically more sustainable and to improve it with better diagnostic, prognostic, and predictive algorithms. You will play a key role there by establishing hema.to’s first major footprint.

Responsibilities

Close deals across DACH, Europe, and LATAM, from discovery through negotiation.
Turn the sales approach into a repeatable process.
Win clinical champions: lab heads, hematology leads, and laboratory physicians.
Build pipeline through outbound to private laboratories and MVZ, conferences, and distribution partners.
Represent hema.to at conferences and trade shows.
Shape positioning, messaging, and commercial materials.
Feed market feedback into the roadmap and pricing.
Spend time on site with customers in DACH, the primary initial market, and in Europe and LATAM.

Requirements

8+ years of B2B sales in diagnostics, IVD, lab instruments, or software, life-science tools, or clinical SaaS.
Experience with B2B marketing and conference presence in a medical or scientific field.
A track record of closing complex, multi-stakeholder deals with clinical decision-makers.
A background in flow cytometry, hematology, or hemato-oncology diagnostics.
Technical and scientific depth.
German at C1 or above and fluent English. Physician conversations in the core market are in German.
The ambition to take on leadership.
Experience working remotely in a remote-first team.
An independent, fast way of working, and the willingness to travel regularly within Europe.

Nice to Have

Experience building or leading a sales team, or managing distributors in Europe or LATAM.
Dutch, Spanish, or another European language.

This Role is Probably Not for You If

You need an existing playbook and sales team to succeed.
Your experience is pharma detailing rather than solution selling.
Your deals were mainly transactional, with a single stakeholder.

We Offer

The chance to bring AI-assisted cytometry solutions to high-throughput laboratories.
A clear path to leading a sales team.
Real influence on the product roadmap.
A flat structure with candid communication.
Base salary plus variable pay, and virtual equity (VSOP).
30 days of vacation, flexible hours and location, and regular team on-sites.
Benefits for mental health, sports, and personal development.

hema.to is an equal opportunity employer. Everyone is welcome to apply, regardless of background, identity, or circumstance.

Apply for This Role

Send your CV and a few lines on why this role fits you to [email protected].

All Positions

Role	Status
Senior Sales Executive (m/w/d) Munich, Germany	Open

About the Company

hema.to builds AI-assisted cytometry solutions: CellStudio is an end-to-end workflow solution from raw data to report for high-throughput laboratories. Join hema.to to bring it to laboratories across Europe and beyond.

hema.to

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Senior Sales Executive (m/w/d)

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