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
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
- Permanent position
- Full Time
- Milan
- Start date: September 2026
- Compensation: €50.000 - €70.000 (including 8% performance-based bonus)
- 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!
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