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Head of Sales

il y a 2 heures

Paris, Île-de-France Vizzia Temps plein
Context

We aim to grow from €4M ARR to €9M by the end of 2026 and €30M by the end of 2027. To succeed, scaling the sales of our "waste" product (illegal dumping prevention) is critical. We are serving 200 local authorities and aim to reach 450 by the end of 2026.

This is the vertical for which we are hiring a Head of Sales to lead the team to its objectives. The role will join the Sales team, made up of 50+ people, and will report to the VP Sales.

The mission

The objective of the role is to lead the Sales team on the "waste" vertical, composed of 3 Sales Managers and 14 Account Executives in 2026, to sign €3.3M in new ARR by the end of 2026 and lay the foundations to sign €9M in new ARR the following year.

To achieve this, the Head of Sales will be expected to:

  • Lead and improve the cross-team Waste sales strategy

    Iterate on the commercial strategy of the vertical (local authority targeting, segmentation, value proposition, pricing, use-case prioritization), in close collaboration with Sales Managers, Product, Ops, Marketing, and CSM.

  • Drive commercial performance and secure ARR

    Be accountable for achieving new ARR targets. Make forecasting reliable and embed a data-driven performance culture.

  • Manage and grow the Waste Sales organization

    Directly manage the 3 Sales Managers, increasing their autonomy and level of excellence. Harmonize management practices, structure rituals, and indirectly develop the skills of the 14 Account Executives on complex sales and public-sector negotiation.

  • Structure processes and the sales engine

    Implement clear, scalable processes (qualification, sales cycle, deal governance, pipeline tracking, closing), with shared KPIs, a clean CRM, and rigorous execution.

  • Prepare the 2027 scale-up

    Design the organization and methods to support 2027 growth (€9M in new ARR), anticipate structuring needs, and build the foundations of a team able to scale without performance loss.

Expected outcomes:

  • After 3 months:

    Onboarding completed. Full mastery of the Waste product, its use cases, and the local authority sales cycle. Management rituals in place and consistent across the 3 teams. Clear visibility on territories and levers to achieve 2026 objectives.

  • After 6 months:

    A robust, qualified, and predictable pipeline. Structured Waste sales processes (qualification, decision cycle, closing, post-signature follow-up) adopted by all teams. Clear upskilling of Sales Managers and AEs on complex local authority sales cycles.

  • After 1 year:

    • €3.3M in new ARR signed on the Waste vertical

    • A deep, well-managed understanding of conversion rates, sales cycle lengths, and key closing drivers

    • A structured, high-performing, and autonomous sales organization, capable of handling a high volume of complex deals

    • A healthy, rigorously tracked pipeline, sized to reach the following year's objectives (€9M in new ARR)

Vizzia's sales model for this product:

  • Average sales cycle : 5 to 10 months

  • ARR per camera: €8,500

  • Average contract duration : 3 years

  • Average deal size:

    • ~1 to 5 cameras for small municipalities

    • ~4 to 8 cameras for mid-sized municipalities

    • ~8 to 15 cameras for large municipalities

This role is for you if:Role requirements:

  • Demonstrated ability to structure and scale a B2B or B2G SaaS sales organization with triple-digit year-over-year growth (processes, forecasting, pipeline management, CRM discipline).

  • Proven experience in sales management: leading middle managers, structuring teams, driving collective upskilling, with teams of at least 10 people.

  • Native French speaker, professional proficiency in English

Our evaluation criteria for this role:

  • Highly structured, methodical, and data-driven: strong command of forecasting, KPIs, territory allocation, and commercial prioritization.

  • Demanding and engaging leadership: able to set a clear framework, develop Sales Managers, and build a sustainable performance culture.

  • Ability to move from "build" to "scale": comfortable in iterative phases, then able to industrialize without losing efficiency.

  • Head-of-level posture: strategic vision, high-level perspective, ability to work cross-functionally with Product, Ops, Marketing, and CSM.

  • Experience with or strong interest in selling to local authorities / public-sector markets is a plus.

Compensation packageCompensation:

Package based on the depth and relevance of past experience, and performance throughout the recruitment process.

Benefits:

Hybrid work, 3 days in the office, 2 days remote per week

"Contrat cadre" with RTT (between 8–12 per year depending on the number of public holidays in the current year)

Mac or PC depending on your preferences

BSPCE according to your role

60% coverage of meal vouchers worth €9 per worked day

/ 50% coverage for sustainable mobility allowance or pass navigo

50% coverage of health insurance (Alan)

Offices located in central Paris (9th arrondissement)

Annual offsite with the whole team and plenty of company events

Recruitment process

  1. First video call with the Talent Acquisition Lead (30–40 min)

  2. Video interview with the VP Sales (45 min)

  3. On-site business case with the VP Sales and Katrin, CEO, to assess sales and management skills on a real Vizzia case (1h30)

  4. Interview with Katrin, CEO, to discuss Vizzia's vision (45 min), and an informal meeting with other members of the leadership team.

Ready to join us?