Sales Strategy Lead
Pubblicato il 24-10-2026 - EngineersOfAI in Milano
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.
Your responsibilities include but are not limited to:
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.
Premio & incentive plan design
- Design, model, and maintain sales compensation and bonus 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.
Who you are
- Have 3+ years of experience in a highly analytical role such as Sales Strategy, Sales Operations, FP&A;, Management Consulting, or Business Intelligence
- Have demonstrated experience with target setting, quota modeling, or compensation design in a commercial environment
- Have strong financial acumen and are comfortable working with budgets, headcount models, and P&L; logic
- Have advanced proficiency in Excel/Google Sheets, with the ability to build complex models from scratch
- Have excellent communication skills in English and Italian and can present clearly to senior stakeholders
- Have 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
- Can manage ambiguity, prioritize effectively, and deliver in a dynamic environment.