Senior Lead - Sales Planning

Zscaler

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for a Senior Director of Public Sector Sales Operations to join our team. This opportunity is a Remote or Hybrid role, reporting to the SVP of GTM Operations in the WW GTM Operations department. As a Senior Director of Business Operations (Public Sector), you will serve as a high-level executive who bridges the gap between sales strategy, government procurement, compliance, and operational execution. In this role, you will optimize revenue, streamline complex public-sector proposal processes, and scale go-to-market teams. What you’ll do (Role Expectations) * Strategic Sales Planning & Operations: Direct long-term operational strategies, resource allocation, territory design, and quota assignments to align with government procurement cycles and business goals * Performance Metrics & Pipeline Management: Lead the sales operating cadence by driving pipeline reviews, managing forecasting, and delivering actionable KPIs to identify gaps and improve conversion rates * Public Sector Compliance & Risk Mitigation: Ensure all operational activities strictly adhere to government regulations (including FAR and cybersecurity mandates) while spearheading audit readiness to minimize risk * Contract Lifecycle & Delivery Excellence: Oversee end-to-end contract management to guarantee SLA fulfillment, scale operations for new business wins, and drive quality assurance to optimize client retention * Team Leadership & Cross-Functional Alignment: Mentor a high-performing operations team and foster collaboration across product, engineering, legal, and finance to execute large-scale organizational initiatives Who You Are (Success Profile) * You thrive in ambiguity and remain comfortable building the path as you walk it, viewing a dynamic environment as the raw material needed to build something meaningful. * You operate with urgency and a relentless focus on execution, understanding that speed and quality are not mutually exclusive in a high-growth environment. * You are deeply data-driven, leveraging analytics to find the truth, measure what matters, and replace assumptions with evidence to guide informed choices. * You are resilient and adaptable, viewing change as an opportunity and maintaining your composure to guide teams through complex, high-pressure situations. * You lead with integrity by doing the right thing even when it is difficult, maintaining a high standard of accountability, and building trust through transparent action. What We’re Looking for (Minimum Qualifications) * Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving * Bachelor’s degree in business administration, computer science, cyber security, or a related field * 10+ years of progressive, operations management experience, with at least 5 years specifically leading public sector or government-facing operations * In-depth understanding of public sector procurement processes and compliance standards. Demonstrated understanding for cyber security services, including but not limited to AI tools * Proven operations experience supporting a public sector sales organization, managing and optimizing operational processes across cross-functional sales teams, with the ability to leverage knowledge of the USA Public Sector to extend operations and strategies to other countries around the world * Strong background in finance, process optimization (e.g., Lean/Six Sigma), risk mitigation, and cross-group communication What Will Make You Stand Out (Preferred Qualifications) * MBA * Software/SaaS industry experience #LI-EV1 #LI-Remote Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training. The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $232,000—$290,000 USD At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: * Various health plans * Time off plans for vacation and sick time * Parental leave options * Retirement options * Education reimbursement * In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

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.

SkyNRG

About the Role As the Sales & Partner Engagement Director at SkyNRG, you will be instrumental in driving our ambitious growth plans and scaling our commercial activities. You’ll lead a growing team, develop and implement sales and partner engagement strategies, and secure and nurture key commercial partnerships that enable us to exponentially grow Your expertise in B2B sales, from lead generation to negotiation and commercial contracting, will be crucial in shaping and executing our sales strategy. Additionally, your leadership will be key in building a high-performing sales and partner engagement team, ensuring alignment with SkyNRG’s broader commercial and sustainability goals. You will collaborate closely with internal stakeholders, including the VP Commercial, CCO, other commercial Directors, as well as Finance, Policy & Sustainability, and Strategy teams. You will also play an active role in representing SkyNRG externally, engaging with partners, and actively driving commercial success. Your Responsibilities * Sales Leadership & Strategy: Define, evaluate, and execute SkyNRG’s sales strategy to drive revenue growth and align with company-wide objectives. * People & Team Management: Oversee a growing sales and partner engagement team, ensuring team members are well-supported, motivated, and able to achieve key performance targets. * Revenue Growth: Lead efforts to deliver on our commercial targets, focusing on direct sales of SAF/SAFc through a diverse portfolio of propositions. * Commercial Negotiations: Serve as the senior sales lead for high-value commercial contracts, negotiating complex deals, leading by example and mentoring team members in improving their sales capabilities. * Stakeholder Management: Collaborate with internal stakeholders, ensuring seamless integration between sales, sourcing, marketing, product development, finance, and sustainability initiatives. * Team Expansion & Development: Drive the recruitment, onboarding, and continuous development of the sales team, preparing for future expansion, including integration with the Partner Engagement team. * Market Expansion: Help shape, launch and scale new propositions to ensure long-term success and adoption in global markets. Your profile* As a growing company in a rapidly developing industry, we are looking for someone who likes to play an active role in building out our business and is not afraid of change. Ideally, you recognise yourself in the following: Must-Haves: * 12+ years of experience in a commercial/sales role, with a strong background in B2B sales. * Demonstrated experience (at least 5+ years) in team management, including setting priorities, performance management, and strategic planning. * Ability to effectively navigate an emerging, non-commoditized, market where demand is shaped by sustainability objectives, carbon budgets, and regulatory frameworks. * Expertise, ability and drive to play an active role in lead generation, negotiation, and complex, high value- commercial contracting. * Experience developing and implementing sales strategies, KPIs, and budgets. * Strong analytical mindset with the ability to translate data-driven insights into sales tactics. * Ability to manage and grow a sales team in a fast-changing, dynamic environment. Nice-to-Haves: * Experience in the energy, sustainability, aviation, or book & claim sectors. * Understanding of the (voluntary) carbon market (i.e. registries, sustainability standards). * Experience working in scale-ups or smaller teams. * Comfortable engaging with senior stakeholders and representing the company at industry events, panels, and negotiations. Soft Skills: * Strong leadership and team-building capabilities. * Excellent analytical and problem-solving skills. * Strategic mindset with the ability to see both the big picture and operational details. * Ability to influence, advocate, and engage stakeholders at all levels. * A collaborative and adaptable approach to working in a rapidly changing environment. *Studies have shown that women and members of minority groups are less likely to apply for a job unless they meet every single requirement. If you're excited about this role but your experience doesn't align perfectly with every qualification, we encourage you to apply anyway. We are dedicated to building a diverse, inclusive, and authentic workplace. What we offer * 30 paid holidays + 2 extra days for choosing sustainable travel options for your holidays * Participation in the Employee Participation Plan (EPP) – giving you the opportunity to become a shareholder and share in the company’s success * €5,000 dedicated budget every 3 years for professional development * Commuting travel reimbursement (1st class public transport or km allowance) + Lease a Bike plan * Work at a B. Corp in the city center of Amsterdam * Flexible working arrangements: hybrid in-office/remote * Generous employer pension contribution * Paid Volunteering Day * Access to our electric company boat (also for private use), free delicious lunches, and social activities, all part of the deal! About SkyNRG At SkyNRG, we are on a mission to revolutionize the aviation industry by making sustainable aviation fuel (SAF) the new standard. As pioneers in this field, we are dedicated to reducing the carbon footprint of air travel and leading the charge towards a more sustainable future. Founded on the principles of innovation, sustainability, and excellence, SkyNRG collaborates with airlines, governments, and other stakeholders to create scalable, sustainable fuel solutions. Our commitment goes beyond producing SAF; we aim to reshape the aviation fuel supply chain, ensuring that sustainability is embedded at every level. SkyNRG is a dynamic scale-up, offering the excitement and growth opportunities of a startup with the stability and ambition of a well-established company. As a member of our team, you will have the unique chance to shape the future of sustainable aviation fuel from the ground up. Your contributions will have a direct impact on our success and the industry as a whole. Why join a scale-up like SkyNRG: * Innovation-Driven Culture: Be part of a team that encourages creativity and out-of-the-box thinking to solve complex challenges. * Rapid Growth Opportunities: As a scale-up, we offer significant opportunities for career advancement and personal development. * Dynamic Work Environment: Enjoy a fast-paced, collaborative atmosphere where your ideas and initiatives are valued and supported. * Sustainability Impact: Contribute to a mission that makes a real difference in reducing the aviation industry's carbon footprint and promoting environmental responsibility. * Industry Leadership: Work alongside industry leaders and experts who are dedicated to setting new standards for sustainable aviation. Our team comprises around 100 passionate professionals (and growing rapidly), all united by a common goal: to drive the future of sustainable aviation. We value creativity, entrepreneurial spirit, and pragmatic problem-solving. At SkyNRG, you will find a dynamic and collaborative environment where your ideas can flourish and make a tangible impact on the world. Is this you? Are you ready to take your career to new heights with SkyNRG? Explore our opportunities and become part of a pioneering force in sustainable aviation. Together, we can create a cleaner, more sustainable future. READY TO TAKE OFF WITH US? If this sounds like the right challenge for you, let’s connect! Apply now and help shape the future of sustainable aviation. For more information, visit www.skynrg.com. 📌 Please note: We do not accept sales inquiries or intermediary services. At SkyNRG, we deeply value inclusion and diversity. As an equal opportunity employer, we are dedicated to ensuring every applicant has a fair chance, irrespective of race, color, religion, national origin, gender, sexual orientation, gender identity or expression, age, disability, or any other legally protected characteristics.