Alfadocs is a SaaS platform for dental practices. Account Managers are our growth catalysts: each owns a portfolio of ~500 practices, acting as their main point of contact and driving revenue growth through upsell/upgrad…
Skills: Team Leadership, Coaching, Performance Management, Revenue Forecasting, Consultative Selling
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Full-time
Monthly Welfare Bonus, Paid English or German Language Courses, Training Courses, Books, Workshops, Team-building Activities
Posted 2d ago
~40 hrs/week
Responsibilities
Lead and coach a team of Account Managers to drive revenue growth through upsells, upgrades, and retention using the WIN Framework. Ensure tight alignment between the AM motion and other Customer Success functions while owning the team's commercial KPIs and forecasting.
Requirements
Requires experience leading sales or customer success teams in B2B SaaS with a proven track record of owning revenue KPIs. Must be proficient in consultative selling, HubSpot, Gong, and fluent in both Italian and English.
Full job description
Alfadocs is a SaaS platform for dental practices. Account Managers are our growth catalysts: each owns a portfolio of ~500 practices, acting as their main point of contact and driving revenue growth through upsell/upgrade, retention, and qualified referrals — all executed through our WIN Framework (Buyer-centric way of selling + diagnostic selling).
The Team Leader leads this team. This is a player-coach leadership role: you own the team's commercial results, raise execution quality call by call, and keep the AM motion tightly aligned with the rest of Customer Success (CSMs, Onboarding, Support).
Key Responsabilities
Coach and mentor the team. Run regular call reviews using the Gong WIN Framework scorecard (Diagnosis, CODN, Solution Fit, Negotiation, Objection Handling, Close). Develop each AM's buyer-centric-selling, objection-handling, and referral-generation skills through structured 1:1s and feedback loops.
Drive performance management. Set clear expectations and help every AM reach their full potential. Spot development needs early and turn them into structured, time-bound growth plans with concrete targets, hands-on support, and regular checkpoints — so that progress is visible and every team member has a path to success.
Own the team KPIs end to end. Full accountability for the team's commercial results (see below), including forecasting, smart-list/portfolio prioritisation, and corrective action when targets drift.
Drive full alignment with peers. Keep the AM motion in sync with CSMs, Onboarding, and Support — clean handoffs, shared context in HubSpot, and a seamless customer experience across the journey.
Experience leading or mentoring a sales / account management / customer success team, ideally in B2B SaaS.
A track record of owning revenue KPIs (expansion, retention, NRR).
Strong coaching instincts and comfort giving direct, structured feedback — including managing underperformance.
Fluency in value-based / consultative selling and objection handling.
Confident with CRM-driven workflows (HubSpot) and call-coaching tools (Gong).
Italian and English.
Administrative Info:
Location: Milano, Italia (Via Eritrea n. 21, 20157 – Palazzo Tecniche Nuove)
Hybrid-setting: 2-3 days per week in the office
Contract: Every Alfa begins their journey with a fixed-term contract of 1 year with the aim of renewing to an indefinite term.
Equipment: laptop, phone, headphones, keyboard, mouse, and a dedicated office monitor.
Alfadocs è la piattaforma operativa per la sanità privata che collega gestione, organizzazione, relazione e analisi in un’unica soluzione in cloud.
Smart Health. Smart Tech.
Offices: Dachauer Straße 17, AlfaDocs GmbH, München, 80335, DE · Via Eritrea, 21, Milan, Lombardy 20157, IT · Via Agostino da Montefeltro, Turin, Piedmont 10134, IT
software as a servicehealth techdigitalizationand cloud technologyHealth CareSoftwareSaaSDentalMedical
Alfadocs è la piattaforma operativa per la sanità privata che collega gestione, organizzazione, relazione e analisi in un’unica soluzione in cloud.
Smart Health. Smart Tech.
Offices: Dachauer Straße 17, AlfaDocs GmbH, München, 80335, DE · Via Eritrea, 21, Milan, Lombardy 20157, IT · Via Agostino da Montefeltro, Turin, Piedmont 10134, IT
software as a servicehealth techdigitalizationand cloud technologyHealth CareSoftwareSaaSDentalMedical
