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Doctolib is seeking a Director of Indirect Sales & Partnerships to lead a strategic transformation of the company's go-to-market approach in Germany. This is a people-management role overseeing a team of five and building a scalable, quota-driven indirect sales channel with IT system integrators (ITSPs) as the core partner base.
Key Responsibilities:
- Develop and scale a high-performing indirect sales channel with 50–60 top IT system integrators across Germany, ensuring comprehensive regional coverage
- Transform the existing business model from direct sales to a true indirect channel with clear quotas, structured forecasting, and data-driven performance management
- Negotiate and close strategic partnerships with leading IT service providers, including commercial structures, integration prioritization, and rollout plans; expect multiple days per month on-site with potential partners
- Design scalable partner-management frameworks, differentiated incentive structures, and efficient operational processes
- Lead, develop, and inspire a team of approximately 5 FTEs; build trusted relationships at C-level with partner managing directors
- Collaborate closely with German leadership teams in Sales, Product, Marketing, and Tech; actively contribute to strategic development as a member of the German Leadership Team
The role is based in Berlin with a hybrid work arrangement (3 days in office per week). This is a full-time permanent position starting immediately.
Requirements:
- 10+ years of demonstrated senior leadership experience building and scaling indirect sales channels and partner channels, ideally in B2B SaaS, enterprise software, cloud services, or IT system integrator environments
- Deep expertise collaborating with IT system integrators (ITSPs), including designing partner incentive programs, commercial contract structures, and deployment plans
- Proven experience transforming sales organizations, managing change, and building and leading high-performing sales and partner teams
- Strong hands-on mentality, enthusiasm for building relationships from the ground up, entrepreneurial thinking, and high self-initiative
- Strategic use of AI tools to optimize sales processes, steer partner performance data-driven, and develop team capabilities in new technologies
- Data-driven approach, ability to design scalable processes, and rapid iteration based on results
- Strong leadership: recruiting, coaching, and developing team members; creating a performance-oriented, motivating team culture
- German language proficiency at C2 level; English at C1 level
Preferred Qualifications:
- Prior experience in healthcare or medical software sectors
- Demonstrated MRR scaling in multi-product SaaS environments
- Account management experience with small and mid-market companies
