Chief Sales Officer

Company Overview

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OpenClassrooms is a mission‑driven online education platform founded in 2013 that offers open‑access courses and accredited diploma programs across tech, data, education, marketing, HR, energy renovation, healthcare, and social services delivered 100% online. The company emphasizes practical learning through professional projects and mentorship.

Role

Chief Sales Officer – responsible for French‑speaking markets (and future US scope), driving growth of approximately €30 million in annual bookings, reporting to the CEO.

Key Responsibilities

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• Sales strategy and execution – develop and implement a commercial strategy and AI‑powered sales engine for employers, students, and social programs, targeting companies from small to enterprise and scaling globally.
  
• Enrollment strategy and delivery – streamline student onboarding, orientation, admission, contractualization, and apprenticeship matching to maximize quality enrollee numbers and reduce conversion cycles.
  
• Team leadership – build and inspire a high‑performing sales and student‑enrollment team (≈30 people), fostering accountability, collaboration, and continuous improvement.
  
• Operational excellence – design and deploy best‑in‑class sales operations, training, and technology (including AI and automation) to optimise efficiency, data‑driven decisions, and productivity.
  
• Cross‑functional leadership – collaborate with C‑level executives and the board on commercial initiatives, strategy alignment, and stakeholder communication.
  
• Customer outcomes – set ambitious sales targets, track pipeline, forecast accurately, and drive renewal, upselling, and customer‑success initiatives.
  

Key Objectives

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• Achieve and exceed orders and bookings targets across employers, students, and social programs.
  
• Improve sales pipeline velocity and conversion rates, and enhance forecast accuracy.
  
• Optimise contribution margins, reduce cost per enrollee, and increase average contract size.
  

Key Metrics

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• Orders
  
• Bookings
  
• # of enrollees
  
• Avg booking per enrollee
  
• Cost of sales per enrollee
  
• Avg contract size
  
• Cost of sales per contract
  
• # renewal rate
  
• € renewal rate
  

Competencies Required

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• Leadership & Team Management
  
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  • Proven success in leading diverse, high‑performing teams while fostering collaboration, accountability, and innovation.
    
  • Ability to inspire trust, influence stakeholders, and drive organisational change aligned with company goals.
    
  
  
  
• Sales Expertise & Operations
  
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  • Strong business acumen and a proven track record of developing strategies that drive B2B and B2C growth.
    
  • Demonstrated ability to optimise commercial operations, increase client engagement, and enhance brand visibility.
    
  
  
  
• Customer Services Excellence
  
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  • Design and manage scalable customer‑service processes to enhance satisfaction, retention, and loyalty.
    
  • Proficient in pre‑sales and post‑sales support to ensure high service levels.
    
  
  
  
• Operational Excellence
  
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  • Expertise in designing scalable processes and implementing technology, automation, and AI for workflow efficiency.
    
  
  
  
• Strategic Vision & Innovation
  
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  • Navigate complex challenges and craft creative solutions, including the use of generative AI.
    
  • Align short‑term execution with long‑term goals to deliver measurable outcomes.
    
  • Influence regulatory environments to position the company as a key industry leader.
    
  • Data‑driven decision‑making.
    
  
  
  
• Adaptability & Change Leadership
  
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  • Thrive in dynamic, fast‑paced settings, demonstrating resilience and adaptability.
    
  • Entrepreneurial mindset focused on impactful change in a scale‑up environment.
    
  
  
  

Languages

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• C2 level in French.
  
• At least C1 level in English (C2 highly recommended).
  

Location

OpenClassrooms is a remote‑first organisation with offices across the EU and the US. The role may be based anywhere in the EU or the US, with a preference for France (Paris). Regular travel to Paris is required, with online meetings aligned to European time zones.

Reporting Line, Direct Reports & Key Stakeholders

The role reports to C