Vp Sales France

Created in Lyon in 2016 by three French entrepreneurs, Agicap is one of the fastest scale-ups in Europe, with over 8000 customers, 550 employees and fast revenue growth (7x between 2021 and 2024). Agicap is part of the FT120, rewarding the most promising startups in France. We have raised €145M since our creation, with prestigious VC funds including AVP, Greenoaks, Partech and BlackFin, with a last round in November 2024.

Our ambition is to become the leader in all-in-one Treasury Management for SMEs and Mid-Market companies worldwide. We are already present in 5 geographies: France, Germany, Italy, UK and Spain. However, France remains our top geography with ~45% of our ARR and ~120 employees.

Historically, Agicap used to target small businesses but in the past 3 years we have initiated our up-market move to target larger companies, especially in the mid-market segment. This new ICP has drastically changed our Sales approach:

- From transactional Sales to value-based Sales due to longer / more complex Sales cycles
- Change in our channel mix
- Sharper understanding of Sales methodologies & processes
- Etc.

As we scaled our go-to-market, our Sales organization has also become (& is still becoming) increasingly complex:

- Three co-existing acquisition channels: Outbound, Inbound and Partnerships
- Three co-existing products: Treasury, Accounts Payable Automation and Accounts Receivable Automation
- Very different prospect profiles (& sales cycles) between mid-market and smaller companies
- Several quantitative objectives running in parallel: MRR, Cash in, one-off revenues, etc.
- Etc.

In this context, we are looking for someone to lead our direct go-to-market in France, scale our Outbound acquisition machine for mid-market prospects and improve our closing rates on the segment.

**Reporting to the Chief Sales Officer, you will be responsible for the following missions**:
- Define and execute the French Sales strategy to support the company's growth objectives
- Identify & develop new growth opportunities for the French market (on new products, new segments, etc.)
- Collaborate with marketing and partnerships to drive demo generation and improve closing rates (i.e. influence campaigns)
- Monitor Sales performance (volume of calls, volume of opportunities, conversion ratios, ACV, quotas, etc.) and take corrective actions when needed
- Implement standardized scripts, processes, tools and routines to increase the team’s performance and productivity
- Interact with key prospects to accelerate sales cycles and maximize our chances of closing, especially in complex sales cycles
- Participate to local events (webinars, physical events, etc.) as a company representative
- Collaborate with the French Customer Success team to ensure good sales quality and smooth handover post-closing

**You will lead, mentor and grow a team of ~40 people currently**:
- ~30 Outbound SDRs, incl. 4 Team Leads
- ~10 Accounts Executive, incl. 1 Head of

**What are we looking for**:
- Over 10 years of experience in B2B SaaS sales
- Experience in complex sales: non-transactional sales, ACVs exceeding €10k, multiple buying personas, etc
- Experience in managing large-scale Outbound teams
- Experience selling to financial departments (ERP, FP&A, TMS, etc.) would be an advantage
- Proven track record of building and leading high-performing sales teams
- Strong business ownership
- Excellent people management skills
- Best-in-class business & sales acumen
- Strategic thinker with a results-oriented mindset
- Language: French as a native language, fluent in English