Sales Strategy Lead x​/f​/m

Position: Sales Strategy Lead x/f/m)
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.

Bonus & 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.

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