About the opportunity

As Head of Local Sales Excellence, you will drive the continuous improvement and transformation of Doctolib’s German sales organization. Your mission is to enable and empower local sales teams to achieve their full potential through targeted enablement, analytics, and operational excellence. 

Reporting to our VP of Sales & Partnerships, you’ll manage a team of 8 sales enablement and analytics experts, advising local sales directors and supporting a Field and Inside Sales org of 180 FTEs during an exciting period of transformation with new product launches and our move to a multi-product, multi-channel approach.

Your Responsibilities

1. CRM & Sales Pipeline Management

• Take ownership of CRM processes and sales pipeline management, a critical focus in our hunting-driven environment.
• Continuously analyze and improve pipeline health and performance to maximize conversion, win rates, and overall sales revenue.
• Develop strategies and tools to increase the score and efficiency of our sales pipelines, leveraging data-driven insights.

2. Sales Bonus & Incentives Management

• Shape and manage sales bonus and incentive schemes in close collaboration with our VP of Sales, adapting models for new product launches and evolving sales approaches.
• Oversee tooling and sales operations related to incentive management to ensure alignment with business objectives and efficiency.

3. Sales Operations & Channel Management

• Define and adjust sales and distribution strategy for different sales channels and clusters in coordination with the VP of Sales.
• Lead headcount planning and support accurate forecasting.
• Coordinate with marketing to launch targeted campaigns and optimize lead handling.
• Ensure seamless sales operations across channels to drive productivity and growth.

4. Sales Enablement (Training & Coaching)

• Lead the design and delivery of targeted training programs and sales challenges, with an emphasis on soft skills development.
• Analyze sales performance drivers in collaboration with the Head of Performance, identifying success factors and providing actionable recommendations for Sales Leaders.
• Champion initiatives to upskill the sales team, elevate expertise and seniority, and foster a culture of continuous improvement and motivation.

Your impact

Your success in this role will be measured by your ability to:

1. Contribute to Profitable Growth Engine Transformation

• Support the launch and commercial success of our new Clinical & Financial software and our AI Phone Assistant.
• Guide the transition to a multi-channel, multi-product sales organization, ensuring our sales teams evolve in seniority, resilience, and agility.
• Support Germany’s ambitious revenue growth targets (+€XXm ARR in 2025) by increasing sales effectiveness and driving higher MRR per headcount.

2. Optimize Sales Excellence & Team Performance

• Improve sales process efficiency by increasing the conversion rate of qualified leads into customers.
• Elevate the win rate—the percentage of opportunities converted into closed deals—by implementing superior sales strategies, providing coaching, and fostering a high-performance, motivated team culture.
• Operationalize Doctolib’s new Brand-Product positioning to ensure every customer interaction consistently delivers value and satisfaction for HCPs.

Who you are

You could be our next team mate if you have:

• +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.
• Strategic thinker 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.
• Commercially savvy, with a strong understanding of sales channels and pipeline management.
• Experience in coordinating cross-functional teams and managing complex projects.
• Solid interpersonal and assertive communication skills—capable of influencing Sales Directors and senior stakeholders.
• Fluent in German and English

Now, it would be fantastic if you have:

• Experience in coaching and developing high-performance sales teams.
• Hands-on sales background (ideally in a “hunting” environment) with a deep understanding of both direct and indirect sales.

At Doctolib, we believe in improving access to healthcare for everyone - regardless of where you come from, what you look like. This translates into our recruitment process: Doctolib is an equal opportunity employer. We don't just accept diversity at Doctolib, we respect and celebrate it! 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, or place of origin. If you have a disability, let us know if there's any way we can make the interview process smoother for you! 

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