Team Lead Onboarding Manager

Location: Paris
Annual compensation 65K–85K€ + equity (BSPCE)

At Qobra, we are revolutionizing the way companies manage their sales compensation, creating a platform that is both scalable and intuitive. As a fast-growing 40-person startup, we're already making waves in the French and EU markets, helping companies streamline their compensation processes with cutting-edge technology. Our revenue team is at the heart of this growth, building relationships, driving new business, and scaling our impact.

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If you're applying, don't forget to prepare your interview with our Interview Guide.

As our Team Lead Onboarding Manager, you will play a pivotal role in shaping both customer experience and our product strategy. You'll lead and mentor a team of 2 talented Onboarding Managers, oversee and contribute directly to complex implementations, and ensure every client goes live seamlessly on Qobra.

You'll bring structure, method, and consulting excellence to a fast-scaling team, building foundations that will support clients with 1,000+ licenses and international deployments (including the US).

Own & optimize onboarding lifecycle in order to reduce the length : Lead the entire onboarding process from project kick-off to go-live, managing ~40–50 implementations simultaneously across the year (each lasting 1–6 months). Your goal: reduce time-to-value while ensuring exceptional delivery.

Lead, develop, and empower a high-performing team: Coach and support a team of Onboarding Managers. Create an environment of continuous growth, operational excellence, and client obsession.

Deliver strategic onboardings : Personally lead key implementations. Ensure alignment with client goals and maintain high satisfaction by combining functional expertise and operational precision.

Act as a trusted advisor to clients: Deeply understand their sales compensation models, technical environments, and operational challenges. Your insights will shape not just the onboarding but their long-term success with Qobra.

Drive project framing and scoping : Structure projects from day one. Clarify needs, anticipate risks, align stakeholders and ensure every onboarding starts on solid ground.

Influence Qobra's product roadmap : Work hand-in-hand with Product, Engineering, and Customer Success. Surface patterns, insights, and feature needs from the field. Because onboarding is often where emerging client needs become most visible, your role is essential to inform and influence product prioritization.

Build scalable processes and tooling : Design, document, and iterate on onboarding playbooks, processes, and tooling enabling the team to scale without compromising quality.

Develop deep expertise in Sales Compensation : Build deep expertise in sales compensation strategy and operations. Position yourself and Qobra as a trusted thought leader internally and externally.

• You'll build the foundation of a strategic function that scales with Qobra's growth.
• You'll work with high-caliber clients across Europe and the US, on complex, multi-stakeholder projects.
• You'll shape the feedback loop between Product and the field, directly influencing Qobra's evolution.
• You'll have space to grow your leadership, structuring the onboarding function as we scale internationally.

• A degree from a top-tier engineering or business school (e.g. Centrale, Polytechnique, HEC) is a strong plus.
• Proven experience (5-10 years) in Engineering, Sales Ops, Consulting, or Finance, ideally in B2B SaaS implementations.
• Strong technical acumen: comfortable with product logic, data models, integrations, CRM, APIs, and Excel/SQL; bonus for Sales Comp or RevOps experience.
• Project management expert: structured, proactive, able to plan, scope, and deliver complex client projects.
• Leadership experience: has mentored or managed a small team, driving results and growth.
• Client-facing excellence: able to build trust with C-level and operational teams, simplify complexity, and navigate international accounts.
• Languages: fluent in French and English; a third European language is a plus.
• Consultant mindset: structured, solution-oriented, and able to scale processes and improve operations.
• Nice-to-have: experience in Sales Compensation/RevOps tools, fast-growing scale-ups, and tools like Notion, Salesforce/HubSpot, Looker, or automation platforms.

1. HR Phone Screen
2. Technical Test at home
3. Hiring Manager Interview with Marlène and Antoine 
4. Business Case with Marlène, Maika et Axel
5. Founders interview
   

As part of our hiring process, we conduct reference checks with people you've worked with in the past. In a spirit of transparency, we also offer you the opportunity to speak with team members who are not involved in the recruitment process, if you'd like. We call this a reverse reference call. It's your chance to ask candid questions and get a real feel for life at Qobra.

• An attractive package: Benefiz card with flexible balance, Gymlib subscription, 50% coverage of transportation costs, and BSPCE to share the success.
• A fast-growing startup: We're redefining a rapidly expanding market with ambitious projects.
• A culture of excellence: Surround yourself with an A-player team, where continuous learning is encouraged, and every contribution has a direct impact.
• Optimal working conditions: Modern offices in Paris, flexible remote work options, and an environment designed for productivity (fresh fruit, snacks, and breakfasts).
• Moments of team bonding: Team-building, UBEGA parties, and offsites for unique experiences.

At Qobra, innovation drives us, and diversity and inclusion are at the core of our values. We welcome talent from all backgrounds, fostering an environment where every voice matters. Discrimination has no place here, we are committed to equality in everything we do.