Sales Strategy Lead - Milan (x/f/m)

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<p>We are looking for a <strong>Sales Strategy Lead</strong> to join the <strong>Sales Strategy team</strong> in <strong>Milan</strong>.</p> <p>As a <strong>Sales Strategy Lead</strong>, 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> <p>Your responsibilities include but are not limited to:</p> <p><strong>Business performance & strategic analysis</strong></p> <ul> <li>Define and monitor key sales and account management performance metrics (pipeline health, win rates, quota attainment, forecasting accuracy)</li> <li>Conduct ad-hoc analyses (customer segmentation, territory white space, sales productivity) to surface actionable insights and own their implementation</li> <li>Create compelling executive-level reports for QBRs, leadership reviews, and strategic planning sessions.</li> </ul> <p><strong>Target setting & sales planning</strong></p> <ul> <li>Own and drive the <strong>annual and quarterly target-setting process</strong> for the sales organization, ensuring targets are ambitious, fair, and grounded in market reality</li> <li>Build and maintain robust models to allocate quotas across segments, regions, and individual contributors</li> <li>Translate company-level revenue goals into granular sales targets, coordinating with Finance and Sales Leadership to align on assumptions and methodology</li> <li>Monitor performance against targets throughout the year and recommend mid-cycle adjustments when needed.</li> </ul> <p><strong>Budget definition & headcount planning</strong></p> <ul> <li>Partner with Finance to define and manage the <strong>sales budget</strong>, including headcount planning, capacity modeling, and cost-of-sales projections</li> <li>Build business cases to support investment decisions (new hires, new markets, coverage model changes)</li> <li>Track budget consumption and flag deviations proactively, proposing corrective actions where necessary.</li> </ul> <p><strong>Bonus & incentive plan design</strong></p> <ul> <li>Design, model, and maintain <strong>sales compensation and bonus plans</strong> that drive the right behaviors and align individual incentives with company objectives</li> <li>Run simulations to assess the financial and motivational impact of different incentive structures before they are rolled out</li> <li>Ensure bonus calculations are executed accurately and on time each period, in close coordination with Finance and HR</li> <li>Act as the primary point of contact for Sales Leadership on compensation-related questions and disputes.</li> </ul> <h2> </h2> <h2><strong>Who you are</strong></h2> <p>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.</p> <p><strong>You could be our next team mate if you:</strong></p> <ul> <li>Have <strong>3+ years of experience</strong> in a highly analytical role such as Sales Strategy, Sales Operations, FP&A, Management Consulting, or Business Intelligence</li> <li>Have demonstrated experience with <strong>target setting, quota modeling, or compensation design</strong> in a commercial environment</li> <li>Have strong financial acumen and are comfortable working with budgets, headcount models, and P&L logic</li> <li>Have advanced proficiency in <strong>Excel/Google Sheets</strong>, with the ability to build complex models from scratch</li> <li>Have excellent communication skills in English and Italian and can present clearly to senior stakeholders</li> <li>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</li> <li>Can manage ambiguity, prioritize effectively, and deliver in a dynamic environment.</li> </ul> <p><strong>Now it would be fantastic if you:</strong></p> <ul> <li>Have experience in a B2B SaaS or high-growth tech environment</li> <li>Have exposure to incentive plan design or variable compensation frameworks</li> <li>Are familiar with SQL or BI tools for data querying and reporting</li> <li>Have an interest in healthcare or health tech.</li> </ul> <h2><strong>What we offer</strong></h2> <ul> <li>Supplementary health insurance, with the option to include family members in your household</li> <li>A flexible workplace policy offering both hybrid and office-based mode</li> <li>Electronic meal vouchers (8.00€ per worked day), Foorban fridges, and office breakfast</li> <li>Reimbursement of public transportation</li> <li>Work from abroad for up to 10 days per year thanks to our flexibility days policy</li> <li>Enrollment in Doctolib's long-term employee value sharing plan called…