22 set - Milano
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We are looking for a Sales Strategy Lead to join the Sales Strategy team in Milan.
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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.
Your responsibilities include but are not limited to:
Business performance & strategic analysis
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- 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
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- 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
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- Partner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost‑of‑sales projections
- Build busi
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