Head of Smb

At Hublo, we believe in the power of technology to transform the healthcare sector. We envision a world where healthcare facilities are not just buildings, but thriving environments that inspire and support healthcare professionals. To achieve this vision, we must first address a pressing challenge: helping healthcare institutions recruit, retain, and manage their workforce in a context of severe talent shortages. This is why Hublo built a digital platform now deployed in **5,000+ healthcare facilities**, used by **1,000,000+ healthcare professionals**. After raising **€22M in 2021**, Hublo is scaling to become the leading HR SaaS & staffing solution for healthcare in Europe. **Your role**: The **Head of Large Centralised Groups & Institutions** drives Hublo’s growth by leading **acquisition, retention, and expansion strategies** with centralized groups of clinics, nursing homes, and medico-social institutions. Overseeing **Sales and Customer Success** across this segment, you will own the **full revenue chain** and ensure **sustainable growth, strong retention, and long-term value creation**. This role combines **strategic oversight and operational rigor**, ensuring teams are structured, empowered, and aligned to deliver outstanding results. You will also foster a **customer-first, high-performance culture** and collaborate cross-functionally to accelerate Hublo’s ambitions. **Your mission**: **1️⃣ Commercial Strategy & Market Penetration** - Lead Hublo’s growth strategy across large private and associative groups and centralized institutions. - Define and execute structured plans to penetrate new institutions within existing accounts and acquire untapped groups. - Balance **short-term revenue objectives** with long-term retention and account expansion. **2️⃣ Contract & Pricing Negotiation** - Drive **high-stakes renegotiations** at HQ/regional level, ensuring pricing realignment and margin protection. - Manage **group-level governance** (framework agreements, executive sponsorship, strategic committees) to secure sustainable partnerships. **3️⃣**Cross-Sell & Expansion** - Scale adoption of Hublo’s modular platform through**cross-sell and upsell strategies**. - Ensure strong **multi-site and multi-product expansion**, making Hublo an embedded partner in client operations. **4️⃣ Team Leadership & Development** - Lead and grow a team of **~15 ICs (AEs, AMs, CSMs)** covering large institutional accounts. - Instill clarity, accountability, and a culture of performance, resilience, and ownership. - Coach managers and senior team members to elevate execution discipline and client impact. **5️⃣ Cross-Functional Collaboration** - Partner with **RevOps, Product, Partnerships, and Finance** to shape GTM strategies and inform product roadmap with client feedback. - Ensure alignment between Sales and Customer Success to maximize adoption, retention, and growth. **6️⃣ Strategic Impact & Executive Presence** - Act as an **executive sponsor** with C-level stakeholders across large groups and institutions. - Deliver clear recommendations and **strategic narratives** to Hublo’s leadership team, influencing decisions at the highest level. - Represent Hublo with credibility, embodying our customer-first mindset and long-term vision. **Why this role matters ?**: This is a **newly created role**: Hublo is moving from a **functional, role-based structure** to a **verticalized organization**. The goal: to deepen our **market expertise** and **align all functions within each vertical** around a **shared roadmap**, driving **growth, retention, and user satisfaction**. The SMB vertical you will lead includes: - Institutions