ppWe are looking for a bSales Strategy Lead /b to join the bSales Strategy team /b in bMilan /b.
/p pAs a bSales Strategy Lead /b, 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.
/p pYour responsibilities include but are not limited to: /p h3Business performance strategic analysis /h3 ul liDefine and monitor key sales and account management performance metrics (pipeline health, win rates, quota attainment, forecasting accuracy) /li liConduct ad-hoc analyses (customer segmentation, territory white space, sales productivity) to surface actionable insights and own their implementation /li liCreate compelling executive?level reports for QBRs, leadership reviews, and strategic planning sessions.
/li /ul h3Target setting sales planning /h3 ul liOwn and drive the bannual and quarterly target?setting process /b for the sales organization, ensuring targets are ambitious, fair, and grounded in market reality /li liBuild and maintain robust models to allocate quotas across segments, regions, and individual contributors /li liTranslate company?level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodology /li liMonitor performance against targets throughout the year and recommend mid?cycle adjustments when needed.




/li /ul h3Budget definition headcount planning /h3 ul liPartner with Finance to define and manage the bsales budget /b, including headcount planning, capacity modeling, and cost?of?sales projections /li liBuild business cases to support investment decisions (new hires, new markets, coverage model changes) /li liTrack budget consumption and flag deviations proactively, proposing corrective actions where necessary.
/li /ul h3Bonus incentive plan design /h3 ul liDesign, model, and maintain bsales compensation and premio plans /b that drive the right behaviors and align individual incentives with company objectives /li liRun simulations to assess the financial and motivational impact of different incentive structures before they are rolled out /li liEnsure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HR /li liAct as the primary point of contact for Sales Leadership on compensation?related questions and disputes.
/li /ul h3Who you are /h3 ul liHave b3+ years of experience /b in a highly analytical role such as Sales Strategy, Sales Operations, FPA, Management Consulting, or Business Intelligence /li liHave demonstrated experience with btarget setting, quota modeling, or compensation design /b in a commercial environment /li liHave strong financial acumen and are comfortable working with budgets, headcount models, and PL logic /li liHave advanced proficiency in bExcel/Google Sheets /b, with the ability to build complex models from scratch /li liHave excellent communication skills in English and Italian and can present clearly to senior stakeholders /li liHave experience building AI?powered workflows or agents, and you are able to design and roll out AI?driven initiatives with a clear focus on measurable outcomes /li liCan manage ambiguity, prioritize effectively, and deliver in a dynamic environment.
/li /ul /p #J-*****-Ljbffr

📌 Sales Strategy Lead - Milan (X/F/M) (Milano)
🏢 EngineersOfAI
📍 Milano