SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Doctolib is seeking a Revenue Operations Lead to join its Revenue Operations team in Berlin. The company provides German medical practices with a comprehensive portfolio spanning appointment management, patient communication, AI-powered phone and documentation assistants, and complete practice management software. These solutions are distributed through multiple parallel sales motions: Field Sales, Inside Sales, Customer Success, and a nascent partner channel.
In this role, you will own commercial operations and strategy for Inside Sales, from new business through upsell and retention, serving as the key analytics and decision-support partner to leadership. You will also drive cross-motion initiatives such as unified KPI definitions and annual planning cycles, and help shape the company's go-to-market strategy—determining which segments, sales motions, and channels warrant investment.
Key responsibilities include:
• Performance Management: Partner with Inside Sales leadership to monitor funnel performance, identify plan deviations early, and translate them into concrete actions.
• Planning, Goals & Capacity: Convert commercial plans into team and individual seller targets, territories, and capacity allocations; adjust quarterly based on clear rules when headcount or market conditions shift.
• Incentives: Collaborate with sales leadership to design variable compensation logic that aligns seller incentives with business metrics.
• Go-to-Market & Growth Opportunities: Identify which segments, sales motions, and channels deserve investment; calculate customer acquisition costs by motion; build business cases for strategic decisions.
• Business Reviews & Follow-up: Prepare and facilitate business reviews with leadership; ensure findings translate into decisions with clear ownership.
• AI as Operational Leverage: Automate recurring operational tasks using AI (e.g., commit summaries, pipeline checks, deal reviews) in partnership with the AI & Automation team.
Within six months, Inside Sales should operate on a unified data foundation with established routines, the next planning cycle should rest on clear, defensible rules, and at least one recurring operational task should run AI-assisted.
REQUIREMENTS:
Core requirements:
• Demonstrated experience steering a sales organization with data—in Revenue Operations, Sales Operations, BizOps, or after several years in strategy consulting—with a track record of translating data into leadership decisions, even when challenging assumptions with facts.
• Deep understanding of B2B SaaS and marketplace economics (MRR, conversion, churn, discounting, customer acquisition costs); ability to articulate where a sales motion should grow and what it must change.
• Hands-on analytics capability: build analyses independently using SQL, BI tools (e.g., Metabase), and robust spreadsheet models.
• Proven experience applying AI to measurably improve a process and building workflows others use daily.
• Fluent German (negotiation-level) and fluent English.
Highly valued:
• Hands-on Revenue Operations experience in a scale-up running multiple parallel sales motions.
• Healthcare, health-tech, or regulated-market experience.
