Enterprise Account Executive
Il y a 3 mois
PlayPlay est la plateforme de **création vidéo** dédiée aux équipes marketing et communication pour transformer leurs messages en vidéos engageantes.
Depuis 2017, PlayPlay connaît une croissance exponentielle:
- 2500 clients (dont les deux tiers du CAC40) ;
- 230+ employés à Paris, New York et Berlin ;
- 65 M$ levés (séries A et B) ;
- Membre de la French Tech 120 et #26 dans le Top100 des Scale-up B2B montantes en Europe par Sifted
PlayPlay est l’entreprise qu’il te faut si tu veux:
- Rejoindre une scale-up qui te permet de t'investir dans de multiples projets \uD83C\uDF31
- Travailler sur un produit aimé de nos clients (68+ NPS) et en constante amélioration \uD83D\uDE80
- Évoluer dans un environnement mêlant ambition, dynamisme, humilité, transparence et travail d’équipe (notre note de 4.6/5 sur Glassdoor en est la preuve ) \uD83E\uDD17
- Profiter des activités organisées par l'équipe Happiness (Quiz musicaux, concerts, soirées, etc.) \uD83C\uDF89
- Travailler selon un modèle hybride avec jusqu'à 2 jours de travail à domicile par semaine et 4 semaines de full-remote par an (dans tout pays avec un décalage horaire de 3 heures ou moins). \uD83D\uDDA5️
Nous sommes soutenus par des investisseurs de premier plan tels que Insight Partners (HubSpot, Twitter), Balderton (Revolut, Aircall) et Point9 (Loom, Zendesk) qui nous aident à devenir le leader mondial de la création vidéo. Et pour y parvenir, nous recherchons les meilleurs talents du marché
**INTRODUCTION**
En tant qu'Account Executive Enterprise France, tu intégreras l’équipe Sales Enterprise France de PlayPlay et tu joueras un rôle clé dans le développement de notre portefeuille clients.
Tu seras responsable de la croissance d’un portefeuille clients composé d’environ 30 comptes (CAC 40 - entreprises de plus de 10K employés dont le HQ est basé en France) composé à la fois de:
- comptes prospect : qu’il faudra mapper, prospecter et closer
- comptes déjà client : qu’il faudra expand & upsell (ex : nouveaux départements, nouvelles filiales) et retenir en collaboration avec les Customer Success.
Ton objectif sera de décider d’une “stratégie de compte” optimale et efficiente afin de générer de la croissance à l’intérieur de ton portefeuille et d'atteindre ta target chaque quarter. Tu seras maitre de ton territoire, de ta pipe generation et animera tes différentes “squads de compte” composée d’un BDR, SDR, CS. Tu travailleras également en étroite collaboration avec les équipes internationales (US,DACH,UK) en cas d’opportunités sur tes comptes dans ces zones géographiques.
Tu es passionné(e) par la vidéo et tu es persuadé(e) que le futur du digital se passera sur ce canal ? \uD83D\uDE09 Tu as une expérience d'au moins 8 ans en Sales (si possible SaaS) et tu sais constituer un account planning en équipe et le mener au succès ? Tu démontres une réelle agilité à construire des relations fortes avec tes prospects dont avec des D-C levels ?
N'hésite plus à postuler
**TES MISSIONS **\uD83D\uDCAA**
**Account planning & account strategy**:
- définir un plan de compte avec ta squad et un objectif d’ARR pour les comptes prioritaires de son portefeuille
- mapping des organisations et des différents persona/ICP
- veille des actualités de tes comptes
- suivre les KPIs de tes comptes en collaboration avec ta squad de compte et ajuster le plan de compte en fonction
**Développement Commercial = Pipe Generation**:
- Travailler très étroitement avec les BDRs de la team Outbound et les SDRs de la team Inbound pour identifier les meilleures actions à faire sur les meilleurs comptes. Gérer les leads pré-qualifiés par ces 2 équipes (environ 1/3 des opportunités)
- Participer aux interactions client x CS pour générer des discussions upsell/expand
- Participer à des salons en France/Europe
**Gestion du cycle de vente**:
- Gérer toutes les étapes du pipe de A à Z du call de qualification (MEDDIC) à la signature du devis en passant par la démo produit et la négociation commerciale
- Négocier les termes de contrat cadre avec des groupes du CAC 40 en étroite collaboration avec nos équipes juridiques/sécurité
- Faire avancer les opportunités existantes le plus rapidement possible avec une bonne organisation et priorisation
**Collaboration cross-teams/squad**:
- Créer une routine de squad avec ta squad de compte BDR, SDR, CS
- Participer à l’accélération de PlayPlay à l’international avec les équipes des marchés UK - US - DACH
- Participer à la stratégie commerciale globale de la société en poussant des nouvelles idées
- Remonter les feedbacks clients aux équipes Customer Success et Produit pour améliorer la satisfaction client et garantir la rétention
**TES COMPÉTENCES \uD83C\uDFAF**:
- Une expérience d’au moins 8 ans en Sales sur un poste similaire, idéalement au sein d’une société SaaS.
- Account Plannin
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