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

<p>We are looking for a&nbsp;<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.&nbsp;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 &amp; 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 &amp; 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 &amp; 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 &amp; 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 obje