Sales Strategy Lead - Milan (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