Senior Account Executive SaaS / B2B (x/f/m) – Franken

Doctolib

VOS MISSIONS DANS L'ÉQUIPE COMMERCIALE 90M+ de patients utilisent Doctolib chaque mois. Nous sommes devenus l'OS standard pour les professionnels de santé en France, Allemagne, Italie et Pays-Bas. L'Île-de-France est notre marché stratégique : 8 000+ cabinets et cliniques, avec de forts enjeux et opportunités sur nos nouveaux produits (logiciel médical, produits IA, module chirurgien). Vous développez en autonomie totale un territoire IDF auprès de généralistes, spécialistes, chirurgiens et établissements de santé. * Prospection outbound (60%) : identifier et convertir les praticiens non équipés * Upsell & expansion (40%) : développer l'ARR auprès de clients existants, notamment sur nos nouveaux produits * Cycle de vente complet : du premier rendez-vous à la signature   Vous n'êtes pas seul(e) : une équipe de SDR gère l'inbound pour vous (qualification des leads entrants). Vous vous concentrez sur la prospection outbound, la vente et les relations stratégiques.   Environnement de travail : * Terrain (70%) + Bureau Levallois (30%) * 1 à 2 jours par semaine dédiés au coaching, aux 1:1 et aux moments collectifs   Développement de carrière * Onboarding structuré de 3 mois incluant la Doctolib Academy et des formations continues (langues, soft skills, compétences techniques) * On accompagne sur votre évolution : multiples trajectoires possibles selon vos ambitions et performances * Opportunités au sein du groupe à terme (France, Allemagne, Italie, Pays-Bas, UK) * Remboursement à 50% de l'abonnement aux transports en commun LES QUALITÉS ATTENDUES EN TANT QUE COMMERCIAL.E B2B Avant de poursuivre votre lecture, si vous n'avez pas le profil exact décrit ci-dessous, mais que vous pensez que cette description de poste correspond à vos compétences et à vos besoins, nous vous encourageons tout de même à postuler. Vous pourrez être le prochain membre de notre équipe si vous : * 2+ ans d'expérience en vente B2B SaaS ou health tech (un plus) * Prospection outbound confirmée et appétence pour la chasse * À l'aise avec des interlocuteurs variés (médecins généralistes, spécialistes, chirurgiens, direction d'établissement) * Autonomie, rigueur et sens du résultat * Permis B requis   NOTRE OFFRE * Une mutuelle avantageuse prise en charge à 100 % par Doctolib pour les employés et leurs enfants * Voiture de fonction (en fonction de la zone attribuée) * 25 jours de congés payés et jusqu'à 14 jours de RTT par an (selon le nombre de jours ouvrés dans l'année) * Un programme de santé mentale et de coaching personnalisé gratuit avec notre partenaire Moka.care * Des tickets restaurant d'une valeur de 8,5 € par jour, dont 4,5 € pris en charge par Doctolib * Un programme d'intégration complet de 3 mois incluant la Doctolib Academy et diverses formations (langues, soft skills, compétences techniques) * Une subvention du comité d'entreprise pour le remboursement partiel d'adhésions à des activités sportives ou de loisirs * Un remboursement à 50% de l'abonnement aux transports en commun ou une voiture de fonction (pour les équipes Field Sales uniquement) * Un mois de congé supplémentaire au congé parental légal grâce au programme "Parent Care" * Pour les salariés en situation de handicap ou proches aidants, un package comprenant une adaptation du télétravail, des jours d'absence autorisée payés pour les rendez-vous médicaux et un soutien psychologique renforcé LE PROCESSUS DE RECRUTEMENT * Entretien avec un recruteur : Un échange pour découvrir votre parcours, vos motivations et évaluer l'adéquation de vos compétences avec nos besoins. * Rencontre avec nos Managers Robin & Emmanuelle : Une exploration de vos compétences à travers des mises en situation concrètes et une présentation de notre équipe et mission. * Échange avec nos Senior Managers Paul & Camille : Un approfondissement de votre candidature incluant une simulation de prise de rendez-vous pour vous projeter dans le rôle. * Immersion dans notre équipe : Une demi-journée aux côtés d'un·e Business Developer pour vivre l'expérience Doctolib de l'intérieur et vous projeter dans votre futur rôle. * Prise de référence DÉTAILS DU POSTE * CDI * Temps Plein * Zone : IDF  * Prise de poste: dès que possible * Rémunération : fixe + variable exponentiel et mensualisé Chez Doctolib, nous sommes convaincus que nous devons améliorer la santé pour tout le monde. Cela se reflète dans notre processus de recrutement. Nous évaluons les candidatures uniquement sur la base des qualifications et de la motivation, sans aucune forme de discrimination. Plus les idées sont diverses, plus notre produit améliorera véritablement la santé pour tout le monde. Vous pouvez postuler chez Doctolib, quel que soit votre genre, religion, âge, orientation sexuelle, origine ethnique ou handicap. Afin de garantir l'égalité des chances, nous vous invitons à exclure les informations personnelles (par exemple : photos, âge) de vos candidatures. Si vous avez besoin d'aménagements particuliers, merci de nous en informer pour que nous puissions adapter le processus de recrutement. Rejoignez-nous pour construire la santé dont nous rêvons tous ! Toutes les informations fournies sont traitées par Doctolib pour la gestion des candidatures. Pour plus de détails sur le traitement des données, cliquez ici. Veuillez contacter hr.dataprivacy(at)doctolib.com pour toute question ou pour exercer vos droits.

Doctolib

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! All information provided is processed by Doctolib for application management. For data processing details, click here. Please contact hr.dataprivacy(at)doctolib.com for inquiries or to exercise your rights.

Mirakl

About Mirakl:   Founded in 2012, Mirakl has been at the forefront of marketplace innovation, empowering every business to compete in the platform economy. Today, Mirakl’s operating system combines an enterprise marketplace solution (Mirakl Platform) that enables retailers and B2B organizations to launch, scale, and operate marketplaces and dropship, AI-powered multichannel selling (Mirakl Connect), retail media (Mirakl Ads) and an agentic commerce infrastructure (Mirakl Nexus). With dual headquarters in Boston and Paris, Mirakl helps a global ecosystem of 450+ marketplaces (B2C and B2B) and a network of over 100k third-party marketplace sellers. Brands like Macy’s, Decathlon, Carrefour, Asos, and Airbus Helicopters use Mirakl to grow their businesses in new and remarkable ways.   For more information, visit www.mirakl.com.   Mirakl in Numbers: * 🗓️ Founded in 2012 | Member of French Tech Next40 * 👥 750+ employees in 9 offices worldwide: Paris, Barcelona, Bordeaux, Boston, London, Munich, New York, Sydney, Tokyo   Our Values: Working at Mirakl means accelerating your career alongside ambitious, passionate, and supportive colleagues. We're proud of the diversity of backgrounds, perspectives, and experiences that make our teams unique.   Our 5 values guide how we collaborate: * 💡 Work Hard Together: Teamwork and collaboration are the foundation of our success * 🏆 Get Things Done:  We prioritize action and efficiency for impactful results * 🚀 Go Above & Beyond:  We tackle challenges proactively and always aim for excellence * 🎓 Succeed Through Expertise: Knowledge sharing and continuous learning are core to our culture * 🤝 Satisfy & Empower Clients: We're committed to our clients' success   THE TEAM YOU'LL JOIN You'll be part of our Connect EMEA team led by Jane Barge, VP Connect. Launched in 2020, Mirakl Connect has grown from a network linking sellers and marketplace operators into a comprehensive seller platform with 20,000+ sellers. With the launch of Channel Manager in 2024, it now enables sellers to scale across 450+ marketplaces and agentic channels, while continuing to expand through AI-powered capabilities, ads management, financial services, and an app store. The team consists of around 20 people across Europe, spanning Account Executives, Account Managers, Partnerships, and Customer Success, organized to address both SMB and Enterprise clients. Together, you'll be driving Mirakl Connect's expansion in the European brand and marketplace ecosystem. For Enterprise deals, we run dedicated Deal Clinics to ensure every opportunity gets the right focus, coaching, and support from the team. And when we win, we celebrate together: every closed deal rings the office bell, gets shouted out in our dedicated Slack channel, and is celebrated as a team. "We're building something truly unique at Mirakl Connect. This is a fast-growing product with enormous potential, and we're looking for someone who wants to be part of shaping it. If you thrive in an entrepreneurial environment, love winning big deals, and want to make a real impact, this team is for you." — Jane Barge, VP Connect   YOUR IMPACT * Own the full sales cycle for Enterprise brands across the UK & Nordics, from first pitch to contract signature * Build and execute a regional go-to-market strategy to consistently hit revenue targets * Establish C-suite relationships with VP, EVP, and C-level stakeholders in the fashion and brands ecosystem * Partner with Client Success and Account Management teams to set clients up for long-term success post-signature * Expand Mirakl Connect's footprint and brand presence in the UK & Nordic markets   WHAT YOU'LL BRING TO THE ROLE Experience: * 8+ years of experience in Business Development, Sales, or Account Management, with at least 6+ years in a closing role * 3+ years in the software industry, ideally in SaaS and/or Ecommerce * Proven track record of closing complex, high-value deals with Enterprise accounts * Experience in the Marketplace and/or Seller & Brand ecosystem is a strong plus Skills: * Strategic relationship building at C-suite level (VP, EVP, C-level) * Compelling communication and storytelling ability * Entrepreneurial mindset with a conquering spirit * Strategic planning and execution against ambitious targets * Collaborative team player who elevates collective performance   TOOLS USED * Salesforce * HubSpot * LinkedIn Sales Navigator * DUST (AI productivity) * N8N   LANGUAGES English, native-level proficiency   COMPENSATION Pay Range: £160,000 to £180,000 OTE, with final offer depending on level of experience.   OUR HIRING PROCESS We warmly encourage you to apply to any of our roles, even if you think you're not an exact match. Please click the "Apply" button to submit your application; this helps us make the best possible assessment and get back to you as quickly as possible. 1. Intro Call — Get to know each other with the recruiter, discuss your experience, and answer your questions about Mirakl (30 minutes) 2. Hiring Manager Interview — Deep dive with Jane Barge on your sales experience, approach, and motivation; testing our value "Succeed Through Expertise" (45 minutes) 3. Values Fit & Team Interviews — Meet future colleagues to assess alignment with our 5 core values and team dynamics (3 x 45 minutes): * Counterpart AE from the Connect team * Cross-functional team member from the London office * Channel Manager (technical side) 4. Business Case Presentation — Role-playing exercise: deliver a sales pitch to demonstrate your sales approach 5. Final Decision & Offer — We move quickly and provide clear, transparent feedback We welcome collaborators with their diverse perspectives and experiences to power us forward. These often far exceed conventional job requirements and help us create a culture of continuous learning. If you’re ready to join a global leader powering digital transformation for 450+ of the world’s most innovative retailers and B2B organizations. As part of our recruitment process, Mirakl processes your personal data to review and manage your application and, where appropriate, to consider your profile for future opportunities. You can exercise your data protection rights at any time, and as further detailed in our policies. For more information about how we process your personal data and your rights, please consult our Recruitment Privacy Notice, here in English and here in French.  We may use Artificial Intelligence (AI) solutions to help streamline our hiring process, including screening applications, analyzing resumes, and assessing responses. While AI helps us work efficiently, all final hiring decisions are made by humans. For more information, visit our AI Guidelines for Candidates and Interviews.