Sales Strategy Lead
We are looking for aSales Strategy Lead to join the Sales Strategy team in Milan.
As aSales 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 analysisDefine 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 implementationCreate compelling executive-level reports for QBRs, leadership reviews, and strategic planning sessions.
Own and drive the annual and quarterly target-setting process for the sales organization, ensuring targets are ambitious, fair, and grounded in market realityBuild and maintain robust models to allocate quotas across segments, regions, and individual contributorsTranslate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodologyMonitor performance against targets throughout the year and recommend mid-cycle adjustments when needed.
Partner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost-of-sales projectionsBuild 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.
Design, model, and maintain sales compensation and bonus plans that drive the right behaviors and align individual incentives with company objectivesRun simulations to assess the financial and motivational impact of different incentive structures before they are rolled outEnsure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HRAct as the primary point of contact for Sales Leadership on compensation-related questions and disputes.
Target setting & sales planningOwn and drive the annual and quarterly target-setting process for the sales organization, ensuring targets are ambitious, fair, and grounded in market realityBuild and maintain robust models to allocate quotas across segments, regions, and individual contributorsTranslate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodologyMonitor performance against targets throughout the year and recommend mid-cycle adjustments when needed.
Budget definition & headcount planningPartner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost-of-sales projectionsBuild 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 designDesign, model, and maintain sales compensation and bonus plans that drive the right behaviors and align individual incentives with company objectivesRun simulations to assess the financial and motivational impact of different incentive structures before they are rolled outEnsure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HRAct as the primary point of contact for Sales Leadership on compensation-related questions and disputes.
Who you areBefore you read on: if you don't have the exact profile described below, but you feel this
job description
matches your skill set, we still encourage you to apply.
You could be our next team mate if you:Have 3+ years of experience in a highly analytical role such as Sales Strategy, Sales Operations, FP&A;, Management Consulting, or Business IntelligenceHave demonstrated experience with target setting, quota modeling, or compensation design in a commercial environmentHave strong financial acumen and are comfortable working with budgets, headcount models, and P'L logicHave advanced proficiency in Excel/Google Sheets, with the ability to build complex models from scratchHave excellent communication skills in English and Italian and can present clearly to senior stakeholdersHave 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 outcomesCan manage ambiguity, prioritize effectively, and deliver in a dynamic environment.
Now it would be fantastic if you:Have experience in a B2B SaaS or high-growt
As aSales 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 analysisDefine 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 implementationCreate compelling executive-level reports for QBRs, leadership reviews, and strategic planning sessions.
Own and drive the annual and quarterly target-setting process for the sales organization, ensuring targets are ambitious, fair, and grounded in market realityBuild and maintain robust models to allocate quotas across segments, regions, and individual contributorsTranslate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodologyMonitor performance against targets throughout the year and recommend mid-cycle adjustments when needed.
Partner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost-of-sales projectionsBuild 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.
Design, model, and maintain sales compensation and bonus plans that drive the right behaviors and align individual incentives with company objectivesRun simulations to assess the financial and motivational impact of different incentive structures before they are rolled outEnsure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HRAct as the primary point of contact for Sales Leadership on compensation-related questions and disputes.
Target setting & sales planningOwn and drive the annual and quarterly target-setting process for the sales organization, ensuring targets are ambitious, fair, and grounded in market realityBuild and maintain robust models to allocate quotas across segments, regions, and individual contributorsTranslate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodologyMonitor performance against targets throughout the year and recommend mid-cycle adjustments when needed.
Budget definition & headcount planningPartner with Finance to define and manage the sales budget, including headcount planning, capacity modeling, and cost-of-sales projectionsBuild 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 designDesign, model, and maintain sales compensation and bonus plans that drive the right behaviors and align individual incentives with company objectivesRun simulations to assess the financial and motivational impact of different incentive structures before they are rolled outEnsure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HRAct as the primary point of contact for Sales Leadership on compensation-related questions and disputes.
Who you areBefore you read on: if you don't have the exact profile described below, but you feel this
job description
matches your skill set, we still encourage you to apply.
You could be our next team mate if you:Have 3+ years of experience in a highly analytical role such as Sales Strategy, Sales Operations, FP&A;, Management Consulting, or Business IntelligenceHave demonstrated experience with target setting, quota modeling, or compensation design in a commercial environmentHave strong financial acumen and are comfortable working with budgets, headcount models, and P'L logicHave advanced proficiency in Excel/Google Sheets, with the ability to build complex models from scratchHave excellent communication skills in English and Italian and can present clearly to senior stakeholdersHave 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 outcomesCan manage ambiguity, prioritize effectively, and deliver in a dynamic environment.
Now it would be fantastic if you:Have experience in a B2B SaaS or high-growt