Build the future of cytometry

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.

The role

With first sales and growing demand, hema.to’s main challenge is now shaping the right deals with the right customers. You’d be the first dedicated commercial person in the current team. You are competent in hands-on sales, and motivated to take on more responsibility and lead a sales team.

You start by working closely with hema.to’s leadership team, learning what the team already knows about the market, customers and pricing, while closing deals from the existing pipeline and bringing in new ones. Your ownership of the sales process and commercial strategy grows rapidly with time.

Your primary goal is to get to at least 10 closed deals.

What you will do

• 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.

Must have

• 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.

What hema.to offers

• 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.