Sales Strategy Lead

Sales Strategy Lead - Milan (x/f/m) at Doctolib Lead Onsite Posted about 1 month ago RemoteFirstJobs Product

AI summary: Develops sales strategy, sets targets and quotas, designs compensation plans, and analyzes performance to drive revenue growth and organizational effectiveness.

Description 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.

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.

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.

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 Before 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 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.

Now it would be fantastic if you:

Have experience in a B2B SaaS or high‑growth tech environment

Have exposure to incentive plan design or variable compensation frameworks

Are familiar with SQL or BI tools for data querying and reporting

Have an interest in healthcare or health tech.

What we offer

Supplementary health insurance, with the option to include family members in your household

A flexible workplace policy offering both hybrid and office‑based mode

Electronic meal vouchers (8.00€ per worked day), Foorban fridges, and office breakfast

Reimbursement of public transportation

Work from abroad for up to 10 days per year thanks to our flexibility days policy

Enrollment in Doctolib’s long‑term employee value sharing plan called DoctoGrowth

Parent Care Program: various initiatives supporting parenthood, including 100% paid parental leave

Free mental health and coaching services through our partner Moka.care

For caregivers and workers with disabilities, a package including an adaptation of the remote policy, extra days off for medical reasons, and psychological support

A partnership with Wellhub, as well as free access to the gym in our Milan office, with 3 classes offered per week (yoga, pilates, functional training)

Partnership for retirement funds with Ciao Elsa.

The interview process

Screening call with the Talent Acquisition team

Interview with the hiring manager

Case study

Final interview

At least one reference check

Offer!

Job details

Full Time

Hybrid work setup (up to 2 remote days per week).

At Doctolib, we are committed to improving access to healthcare for everyone. This translates into our recruitment process. We evaluate candidates based solely on qualifications and motivation, without any form of discrimination.

The more diverse ideas are heard, the more our product will truly improve healthcare for all. You are welcome to apply to Doctolib, regardless of your gender, religion, age, sexual orientation, ethnicity, disability.

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.

Join us in building the healthcare we all dream of!

All 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.

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