A developer of medical solutions, Sber Med AI, is looking for a Director of Sales and Client Implementation of AI MedTech Solutions.

SberMedAI is a technology company developing AI solutions for healthcare. The main focus is the public sector (B2G), with successful experience in international contracts. In 2026, they are systematically entering international markets.

They are looking for a leader who will take responsibility for the development of sales and client implementation of AI/IT solutions for healthcare.

The key focus of the role is B2G/B2B sales growth, management of long sales cycles, work with government and corporate customers, as well as ensuring successful post-sale solution implementation. The role is at the intersection of commerce, medical IT, AI products, and project implementation.

Key Responsibilities:

Sales and Commercial Strategy:

• Formulate and implement a sales strategy for AI/IT solutions for medical organizations, regional healthcare authorities, and large corporate customers
• Develop the B2G segment as a key sales channel, including work with regional Ministries of Health, public clinics, subordinate institutions, and procurement procedures
• Develop the B2B segment: commercial clinics, medical networks, corporate medicine, large companies
• Manage complex deal pipelines with long cycles: from initial contact and need qualification to pilot, contract, implementation, and scaling
• Participate in the formation of commercial policy: pricing, product packaging, pilot conditions, licensing and support models
• Formulate sales forecasts, monitor plan execution, analyze conversion, reasons for losses, and channel effectiveness

Key Account Management:

• Build long-term relationships with top executives of government and corporate customers: heads of medical organizations, representatives of healthcare authorities, IT and medical executives
• Conduct negotiations on complex deals with multiple decision-making centers
• Identify actual customer needs and, together with product, medical, and technical teams, form applicable solutions
• Prepare and present commercial proposals, pilot concepts, implementation roadmaps, and justifications of economic/organizational impact
• Address customer objections regarding AI solutions: model trust, data quality, security, integration, liability, regulatory constraints

Implementation and Client Results:

• Be responsible for client results post-sale: launching pilots, implementing solutions, achieving agreed KPIs, and transitioning from pilot to industrial operation
• Manage interactions between the customer, sales, implementation, product, medical experts, and technical specialists
• Monitor fulfillment of obligations to the customer regarding deadlines, scope of work, implementation quality, and communication
• Prevent discrepancies between commercial promises and actual product capabilities
• Support strategically important company projects and ensure their scaling after initial results

Team Management:

• Manage the sales and implementation team: sales managers, account managers, project/implementation managers
• Set goals, KPIs, and a regular management rhythm: meetings, pipeline reviews, forecasts, deal analysis, implementation monitoring
• Develop the team's competencies in selling complex AI/IT solutions for healthcare
• Build a reporting system, CRM discipline, and transparency for deals, projects, and risks
• Participate in employee recruitment, onboarding, training, and development

Candidate Profile:

• 5+ years of experience in managing sales of complex IT solutions in B2G/B2B
• Practical experience in B2G sales and understanding of working with government customers
• Experience with long sales cycles and multiple decision-making centers
• Knowledge or practical experience with Federal Law No. 44-FZ and Federal Law No. 223-FZ
• Experience negotiating with top executives of organizations, government bodies, and large corporate customers
• Experience managing a sales team, setting KPIs, monitoring pipeline, and sales forecasting
• Understanding of IT solution implementation processes at the customer's site
• Ability to prepare and present commercial proposals, presentations, pilot concepts, and business cases
• Proficient in CRM, sales analytics, forecast/pipeline management

Particularly Important for this Role:

• Understanding of the specifics of medical IT: clinics, medical processes, HIS (Hospital Information Systems), integrations, work of doctors and administrators
• Ability to sell not only a product but also a process change for the customer
• Skill in explaining the value of AI solutions through practical impact: economics, quality, speed, workload reduction, process manageability
• Ability to connect commercial strategy with actual implementation and client results

Will be an Advantage:

• Experience in MedTech / Digital Health / AI / medical IT
• Experience selling solutions for public healthcare organizations or regional healthcare systems
• Experience implementing large regional or federal projects
• Understanding of EGISZ (Unified State Health Information System), HIS (Hospital Information Systems), integration circuits of medical organizations
• Relevant network of contacts in healthcare, public, or corporate sectors
• Experience selling AI/ML/LLM solutions or other innovative products where demand generation is required, not just responding to existing tenders

Personal Qualities:

• Strong leadership and ability to keep the team focused on results
• Systemic approach: ability to build processes, reporting, control, and regular management
• Commercial maturity: focus on revenue, profitability, predictability, and deal quality
• Ability to conduct complex negotiations at the executive level
• Independence, responsibility, high decision-making speed
• Ability to work in conditions of long sales cycles, uncertainty, and high dependence on external stakeholders
• Diplomacy and flexibility without compromising the commercial position
• Ability to understand the product deeply enough not to sell "air" and not to create unfulfillable obligations

The Company Offers:

• Become part of a team creating innovative AI products for medicine
• Gain opportunities for professional growth and influence on the company's strategy
• Work in a modern space in Skolkovo — surrounded by ideas, technologies, and inspiring people
• Benefit from the support and stability of the country's largest company with official employment according to the Labor Code of the Russian Federation and all social benefits