Sales Team Lead

Company description

Doctoralia is a leading global digital health platform. Our goal is to connect patients with healthcare professionals in a simple, fast and efficient way. How do we do it? Through our marketplace and mobile app, patients can search for private healthcare professionals and clinics, read patient reviews, check availability and book appointments online. 📱💻

Beyond the marketplace, we build Practice Management Software (SaaS) that helps doctors and clinics manage scheduling, communication and payments, reduce no-shows and fully digitise their practice, so they can spend more time on what matters most: their patients. 🩺

Doctoralia has been part of the Docplanner Group since 2017, a multinational company operating in 13 countries across Europe and Latin America. 🌍 Across the group:

• 👩‍⚕️ Almost 2 million healthcare professionals in our network

• 🤝 Over 260,000 customers (doctors and clinics)

• 👥 80 million patients every month

• 📅 19 million bookings per month

We’re backed by investors such as Goldman Sachs, One Peak Partners, Point Nine and Target Global, have raised over €450 million, and are close to profitability with more than €180 million in ARR.

Role Overview

As Sales Team Lead for our Individual Doctors business line in Doctoralia Spain, you’ll report to the Sales Manager and lead a team of 4–6 sales professionals selling to individual healthcare professionals (doctors and other specialists running their own practice).

This is a high-velocity SMB sales environment: short sales cycles, high volume of conversations, and a team that works both inbound leads and outbound prospecting. Your mission is to make sure every lead is converted efficiently and that the team consistently generates its own pipeline, while raising performance through structured coaching, clear routines and solid CRM discipline.

We’re open to leaders coming from either an inbound or an outbound background. What matters is that you know how to run a high-activity team, build pipeline when inbound isn’t enough, and turn data into concrete coaching.

How you’ll impact our mission

Team management and leadership

• Lead a sales team handling both inbound and outbound opportunities, aligned with company objectives and focused on hitting and exceeding targets.

• Take an active role in hiring, onboarding and retaining sales people with SaaS sales experience (inbound, outbound or both).

• Design and deliver structured coaching programmes covering the full cycle: lead qualification, prospecting, discovery, demo and closing.

• Run regular 1:1s with each team member, giving continuous and actionable feedback.

• Monitor team activity and set routines and targets that keep a healthy, consistent pipeline.

Sales execution

• Manage daily sales operations and stay close to what’s happening on the floor.

• Track and review KPIs (activity, conversion by lead source, pipeline, revenue) and use them to evaluate performance and adjust strategy.

• Ensure efficient sales processes and strict CRM discipline.

• Balance the team’s effort between working inbound demand and generating outbound pipeline, adapting the mix to business needs.

Business development

• Continuously look for ways to improve conversion of inbound leads and the effectiveness of outbound prospecting.

• Analyse and communicate sales KPIs to your manager, highlighting results and areas that need attention.

• Contribute to workforce planning according to local sales priorities.

• Collaborate with Marketing, Customer Success and Sales Operations to improve lead quality, handoffs and customer experience.

• Bring market feedback to Product and support the launch of new features to our individual doctors.

What will help you thrive

Professional experience

• 3+ years leading sales teams in a high-growth SaaS or marketplace environment, with an SMB focus.

• Experience leading inbound teams, outbound teams, or both. If your background is mainly in one of them, you understand the levers of the other and how to make them work together.

• Proven track record of scaling a sales team in headcount and performance.

• Experience using OKRs to drive individual and team results.

• Hands-on experience as a key decision maker in hiring, onboarding and performance management, including exits when needed.

Strategic and analytical skills

• You base decisions on data, build your own reasoning and propose improvements.

• You’re practical and hands-on: you’ll jump into a demo or dig into the CRM when needed.

• CRM and process obsessed: if it’s not in the CRM, it didn’t happen.

• You think beyond this month’s target and spot opportunities to grow the business line.

Leadership and interpersonal skills

• You inspire the team and create a passionate, ambitious approach to targets.

• You know how to hire reps who succeed, build structured onboarding plans, and manage underperformance decisively and fairly.

• You coach in a structured way, apply sales methodologies and measure progress.

• You set activity targets and routines that make opportunity creation happen.

• You build trust and a fun, enjoyable working environment while staying committed to the mission.

Qualities and attitudes

• Highly motivated and results-driven, with a strong eye for detail.

• You know what your team is doing and where they’re struggling, and you step in to help when needed.

• Honesty, respect and integrity, along with the ability to defend your opinions and change them when the evidence says so.

Additional information

💶 Salary aligned with your experience.
🤝 Most importantly: an amazing team that will be with you and support you along the way.
⚕️ Private health insurance.
🎂 Your birthday off to spend the day with your loved ones.
📚 Free language classes.
🧠 Unlimited access to the iFeel chat for mental health and emotional well-being support.
🏠 Hybrid model with a minimum of 1 day per week in our Barcelona office.

🔎 Our hiring process 🔎

✅ First match – A chat with María, our Talent Acquisition Partner.
💡 Strategic conversation – Interview with Nerea, our Sales Manager, and Fito, our Talent Acquisition Lead.
👉 Business Case presentation – With Nerea and Fito.
🤝 Final conversation – With our Head of Sales or Country Manager.