As Director of Sales Operations you will drive the continuous improvement and transformation of Doctolib’s German direct and indirect sales channels. Your mission is to enable and empower direct and indirect sales teams to achieve their full potential by leading a team that provides the analytical backbone, shapes sales steering, leads sales enablement and owns continuous operational improvement (incl. processes & tooling).

Reporting to our VP of Sales & Partnerships, you’ll manage a team of 10+ experts working closely with our German management team as well as all Sales leaders and teams (180+ FTE), including direct sales (field and inside sales teams) and indirect sales. 

You will play a pivotal role in transforming our sales engine from a focus on one SaaS product into a true SaaS multi-channel and multi-product setup. You will join in an exciting period of growth and a series of transformational new product launches.

1. Sales strategy

• Together with our leadership, Go-to-Market and Marketing teams, define the direct and indirect Sales component of our Go-to-Market strategies for different products and target groups; including market segmentation, channel mix (direct inbound, direct outbound, indirect), pipeline prioritization, sales approach, pipeline & territory allocation, capacity planning, quota setting etc.
• Own and drive x-functional alignment related to Sales topics, working closely especially with our Go-to-Market, Marketing and Deployment teams
• Be a trusted partner and advisor to our VP Sales as well as the full German leadership team

2. Sales performance management

• Provide the analytical backbone for Sales, ensuring a solid understanding and continuous tracking of all relevant KPIs
• Own & extend our Salesforce & other reporting landscape to ensure up to date and actionable insights for our Sales forces (from leadership down to individual reps) as well as our management
• Continuously work on improving the efficiency & effectiveness of our Sales teams (including conversion & win rates, total and per seller revenue generation)

3. Sales Operations

• Together with our Sales leadership take ownership for regularly reviewing & improving our Sales operating model (including roles & responsibilities, organisation, processes & tools)
• Own the responsibility to improve our Sales tooling (incl. Salesforce)
• Drive day-to-day sales steering together with our Sales leaders especially through pipeline management 
• Own the methodology and process for accurate and predictable sales forecasting
• Shape and manage sales incentivization in close collaboration with our VP of Sales, adapting models for new product launches and evolving sales approaches
• Ensure our Sales teams can focus on selling - and they have everything they need for that

4. Sales Excellence

• Lead the design and delivery of targeted onboarding and training programs and sales challenges including advanced sales methodologies
• Champion initiatives to upskill the sales team, elevate expertise and seniority, and foster a culture of continuous improvement and motivation

5. Built a high performance team 

• Recruit, mentor and lead a high-performing team of Sales Operations, Performance Management and Sales Enablement experts
• Contribute to the development of our sales teams 

You could be our next team mate if you have:

• 10+ years of working experience and at least 5+ years of leadership experience in sales excellence, operations, or strategy, ideally within SaaS or high-growth environments
• Proven success in transforming organizations, ideally from single-product, direct sales to multi-product, multi-channel structures
• The ability for strategic thinking combined with advanced analytical and execution skills, attention to detail, and a proven ability to anticipate needs and identify growth opportunities to inform strategic decisions
• Experience with and understanding of regional sales setups and commercial go-to-market models
• Shown commercially savviness, with a strong understanding of sales channels and pipeline management.
• Experience in coordinating cross-functional teams and managing complex projects.
• Exceptional interpersonal and assertive communication skills - capable of influencing Sales Directors and senior stakeholders.
• C1 level in German and English

• Company health insurance through our partner Allianz
• Minimum 28 days of paid leave
• Parent Care Program: receive one additional month of leave on top of the legal 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 flexible workplace policy offering both hybrid and office-based mode
• Work from EU countries and the UK for up to 10 days per year, thanks to our flexibility days policy
• Reimbursement of public transportation

• Recruiter Screen
• Hiring Manager Interview
• Peer Interview
• Case Study & Team Meeting
• Lateral Interview
• At least one reference check 

• Permanent position
• Full Time
• Workplace Berlin
• Start date asap