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 ResponsabilitiesCoach 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.RequirementsExperience 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 officeContract: unlimited term contract (CCNL Commercio)Equipment: laptop, phone, headphones, keyboard, mouse, and a dedicated office monitor.Salary: 40K-45K + 15% bonus OTEWorking hours: Monday - Friday | 09:00 - 18:00 | 1-hour lunch breakTrial Period: 1 monthStart Date: September 2026BenefitsWelfare bonus on a monthly basisBonus for paid English or German language courses.Training courses, books, workshops, and team-building activities for personal and professional growth.Partnership with Serenis (an online psychotherapy platform) - three sessions offered if needed.Team Building BudgetTeam Development BudgetRegular company reunions (yearly meetups, Christmas dinner)Snacks and fruit are always available in the office, along with good beer at the end of the week. Selection Process:HR (30 min)Team Leader & Head of CS (60 min)Team meeting (60 min)
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.
Requirements
- 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: unlimited term contract (CCNL Commercio)
- Equipment: laptop, phone, headphones, keyboard, mouse, and a dedicated office monitor.
- Salary: 40K-45K + 15% bonus OTE
- Working hours: Monday - Friday | 09:00 - 18:00 | 1-hour lunch break
- Trial Period: 1 month
- Start Date: September 2026
Benefits
- Welfare bonus on a monthly basis
- Bonus for paid English or German language courses.
- Training courses, books, workshops, and team-building activities for personal and professional growth.
- Partnership with Serenis (an online psychotherapy platform) - three sessions offered if needed.
- Team Building Budget
- Team Development Budget
- Regular company reunions (yearly meetups, Christmas dinner)
- Snacks and fruit are always available in the office, along with good beer at the end of the week.
Selection Process:
- HR (30 min)
- Team Leader & Head of CS (60 min)
- Team meeting (60 min)
AlfaDocs is the new generation of doctor practice management systems. Our mission is to make doctor practice management more efficient and intelligent, with the vision to improve the world of healthcare.
AlfaDocs is the new generation of doctor practice management systems. Our mission is to make doctor practice management more efficient and intelligent, with the vision to improve the world of healthcare.
