ppWe are looking for a Sales Strategy Lead to join the Sales Strategy team in Milan. /ppAs 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. /ph3Responsibilities /h3ullibBusiness performance strategic analysis /bulliDefine and monitor key sales and account management performance metrics (pipeline health, win rates, quota attainment, forecasting accuracy) /liliConduct ad-hoc analyses (customer segmentation, territory white space, sales productivity) to surface actionable insights and own their implementation /liliCreate compelling executive-level reports for QBRs, leadership reviews, and strategic planning sessions. /li /ul /lilibTarget setting sales planning /bulliOwn and drive the annual and quarterly target-setting process for the sales organization, ensuring targets are ambitious, fair, and grounded in market reality /liliBuild and maintain robust models to allocate quotas across segments, regions, and individual contributors /liliTranslate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodology /liliMonitor performance against targets throughout the year and recommend mid-cycle adjustments when needed. /li /ul /lilibBudget definition headcount planning /bulliPartner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost-of-sales projections /liliBuild business cases to support investment decisions (new hires, new markets, coverage model changes) /liliTrack budget consumption and flag deviations proactively,



proposing corrective actions where necessary. /li /ul /lilibBonus incentive plan design /bulliDesign, model, and maintain sales compensation and bonus plans that drive the right behaviors and align individual incentives with company objectives /liliRun simulations to assess the financial and motivational impact of different incentive structures before they are rolled out /liliEnsure premio calculations are executed accurately and on time each period, in close coordination with Finance and HR /liliAct as the primary point of contact for Sales Leadership on compensation-related questions and disputes. /li /ul /li /ulh3Key Qualifications /h3ulli3+ years of experience in a highly analytical role such as Sales Strategy, Sales Operations, FPA, Management Consulting, or Business Intelligence /liliDemonstrated experience with target setting, quota modeling, or compensation design in a commercial environment /liliStrong financial acumen and comfortable working with budgets, headcount models, and PL logic /liliAdvanced proficiency in Excel or Google Sheets, with the ability to build complex models from scratch /liliExcellent communication skills in English and Italian and ability to present clearly to senior stakeholders /liliExperience building AI-powered workflows or agents, and ability to design and roll out AI-driven initiatives with measurable outcomes /liliAbility to manage ambiguity, prioritize effectively,



and deliver in a dynamic environment /li /ulh3Desired Qualities /h3ulliExperience in a B2B SaaS or high-growth tech environment /liliExposure to incentive plan design or variable compensation frameworks /liliFamiliarity with SQL or BI tools for data querying and reporting /liliInterest in healthcare or health tech. /li /ulh3Benefits /h3ulliSupplementary health insurance, with option to include family members /liliFlexible workplace policy offering hybrid and office-based modes /liliElectronic meal vouchers (8.00€ per worked day), fridges, and office breakfast /liliReimbursement of public transportation /liliWork from abroad for up to 10 days per year thanks to flexibility days policy /liliEnrollment in DoctoGrowth long-term employee value sharing plan /liliParent Care Program: 100% paid parental leave /liliFree mental health and coaching services via Moka.care partner /liliSupport for caregivers and workers with disabilities: adaptation of remote policy, extra medical days, psychological support /liliPartnership with Wellhub and free gym access in Milan office, with 3 classes per week (yoga, pilates, functional training) /liliPartnership for retirement funds with Ciao Elsa /li /ulh3Employment Details /h3pPermanent 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). /ph3EEO Statement /h3pAt 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. /ppAll 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. /p /p #J-18808-Ljbffr

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