Head of Sales

il y a 2 semaines

Lyon, France Semji Temps plein

Responsibilities Build and structure the Enterprise Accounts team, including both Account Executives (AE) and Account Managers (AM). Develop and execute an international sales strategy to expand Semji’s global footprint. Lead and scale a high-performing sales team across Mid-Market and Enterprise segments. Manage and evolve the Professional Services program in alignment with revenue goals. Drive performance through implementation of advanced sales methodologies (e.g., MEDDIC, SPIN, Challenger). Ensure accurate sales forecasting and effective pipeline management, collaborating with RevOps as needed. Support and coach the team on complex deal structuring, strategic account planning, and consultative sales approaches. Coordinate closely with cross-functional teams including Marketing, SDRs, Customer Success, and Product. Optionally support the growth of channel partnerships and ecosystem development. Achieve and exceed sales targets across segments through predictable and scalable sales execution. Successfully enter and grow new international markets, positioning Semji as a leader in its category. Close and manage Enterprise deals >€50k with a strategic and value-driven approach. Strengthen account retention and upsell by fostering a strong collaboration between Sales and Customer Success. Build and nurture a sales culture of performance, accountability, and continuous improvement. Leverage data and performance metrics to continuously optimize team structure and processes. Contribute to the design of compensation plans and performance incentives aligned with business objectives. Manage a growing team of Account Executives, Account Managers, and work closely with SDRs and RevOps. Collaborate daily with the Marketing and Customer Success teams. Report directly to the CEO, and join the Executive Committee after successful completion of the probation period. What we're looking for 7+ years of experience in B2B SaaS Sales, including international business development. Proven experience leading sales teams in a high-growth or scale-up environment. Deep knowledge of long and complex sales cycles (~6 months) and large Enterprise deals >€50k. Experience managing both new business acquisition and account expansion/retention. Prior involvement in setting up or scaling a Professional Services offering is a plus. Technical & Sales Skills Strong expertise in strategic selling, value-based selling, and account-based selling (ABS). Mastery of modern sales processes and frameworks (MEDDIC, Challenger, SPIN, etc.). Experience with sales forecasting, pipeline management, and CRM tools. Solid understanding of RFP processes, contract negotiation, and deal structuring. Bonus: familiarity with partnership/channel strategy and ecosystem building. Excellent communicator, both one-on-one and in front of executive stakeholders. Strong leadership and team development abilities. Decision-maker, capable of thriving in ambiguity and dynamic environments. Data-driven and performance-oriented mindset. High level of executive presence, adaptability, and resilience. Skilled in negotiation, conflict resolution, and strategic planning. Seniority level Director Employment type Full-time Job function Business Development and General Business Industries Software Development #J-18808-Ljbffr

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