We are looking for a Sales Strategy Lead to join the Sales Strategy team in Milan.
As a Sales Strategy Lead, your mission will be to act as a trusted partner to Sales Leadership, helping shape and execute Doctolib's go-to-market strategy across markets. You will sit at the intersection of data, strategy, and commercial planning — owning critical processes such as target setting, budget definition, and incentive design. You will work cross-functionally with Marketing, Product, Finance and HR to ensure our sales organization is structured for performance, accountability, and growth.
Responsibilities Business performance & strategic analysis Define and monitor key sales and account management performance metrics (pipeline health, win rates, quota attainment, forecasting accuracy)
Conduct ad-hoc analyses (customer segmentation, territory white space, sales productivity) to surface actionable insights and own their implementation
Create compelling executive-level reports for QBRs, leadership reviews, and strategic planning sessions.

Target setting & sales planning Own and drive the annual and quarterly target-setting process for the sales organization, ensuring targets are ambitious, fair, and grounded in market reality
Build and maintain robust models to allocate quotas across segments, regions, and individual contributors
Translate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodology
Monitor performance against targets throughout the year and recommend mid-cycle adjustments when needed.

Budget definition & headcount planning Partner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost-of-sales projections
Build business cases to support investment decisions (new hires, new markets, coverage model changes)
Track budget consumption and flag deviations proactively,



proposing corrective actions where necessary.

Bonus & incentive plan design Design, model, and maintain sales compensation and premio plans that drive the right behaviors and align individual incentives with company objectives
Run simulations to assess the financial and motivational impact of different incentive structures before they are rolled out
Ensure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HR
Act as the primary point of contact for Sales Leadership on compensation-related questions and disputes.

Key Qualifications 3+ years of experience in a highly analytical role such as Sales Strategy, Sales Operations, FP&A;, Management Consulting, or Business Intelligence
Demonstrated experience with target setting, quota modeling, or compensation design in a commercial environment
Strong financial acumen and comfortable working with budgets, headcount models, and P&L; logic
Advanced proficiency in Excel or Google Sheets, with the ability to build complex models from scratch
Excellent communication skills in English and Italian and ability to present clearly to senior stakeholders
Experience building AI-powered workflows or agents, and ability to design and roll out AI-driven initiatives with measurable outcomes
Ability to manage ambiguity, prioritize effectively, and deliver in a dynamic environment
Desired Qualities Experience in a B2B SaaS or high-growth tech environment
Exposure to incentive plan design or variable compensation frameworks




Familiarity with SQL or BI tools for data querying and reporting
Interest in healthcare or health tech.
Benefits Supplementary health insurance, with option to include family members
Flexible workplace policy offering hybrid and office-based modes
Electronic meal vouchers (8.00€ per worked day), fridges, and office breakfast
Reimbursement of public transportation
Work from abroad for up to 10 days per year thanks to flexibility days policy
Enrollment in DoctoGrowth long-term employee value sharing plan
Parent Care Program: 100% paid parental leave
Free mental health and coaching services via Moka.care partner
Support for caregivers and workers with disabilities: adaptation of remote policy, extra medical days, psychological support
Partnership with Wellhub and free gym access in Milan office, with 3 classes per week (yoga, pilates, functional training)
Partnership for retirement funds with Ciao Elsa
Employment Details Permanent position, full-time, Milan. Start date: September 2026. Compensation: €50,000 - €70,000 (including 8% performance-based bonus). Hybrid work setup (up to 2 remote days per week).
EEO Statement At Doctolib, we are committed to improving access to healthcare for everyone. We evaluate candidates solely on qualifications and motivation, without any form of discrimination. All applicants, regardless of gender, religion, age, sexual orientation, ethnicity, or disability, are welcome. To ensure equal opportunities, we invite you to exclude personal information (e.g. pictures, age) from your applications. If you require any accommodation, please let us know for support during the hiring process.
All information provided is processed by Doctolib for application management. For data processing details, click here. Please contact hr.dataprivacy(at)doctolib.com for inquiries or to exercise your rights.

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📌 Sales Strategy Lead - Milan (x/f/m) (Milano)
🏢 Medicina
📍 Milano