At Alma, we believe in commerce as a force of progress, and we want to put finance back in the service of commerce. We are convinced trade is sustainable only if it is well balanced. We believe that it is possible to create financial products that empower merchants to sell more, and help consumers purchase better products while never encouraging them to get over-indebted.

We develop tech solutions that are accessible to all, easy to implement, and that eliminate purchase friction.

For merchants, our instalment and deferred payment solutions are excellent ways of increasing customers' loyalty and satisfaction, as well as generating up to 20% extra sales revenues without any risk. and they generate an incomparable level of satisfaction with 64 Net Promoter Score.

For consumers, the purchase experience is enhanced (4.7/5 on Trustpilot) and Alma helps them handle their budget easily. They pay later, Alma pays the merchants right away.

We are the leader in France and are on track to win the European market on the (very) hot Buy Now Pay Later (BNPL) industry, as we’re now processing payments in 10 European countries. Over the past 3 years, more than 7,800 merchants have chosen Alma to be their innovative BNPL solution, and we have served over 1.7 million consumers.

The team has grown from 2 to 350+ people, we raised a €210M series C early 2022 to help us accelerate further and Alma is already part of the Next40 ranking of the most promising French technology companies. And that's only the beginning.

Job description

Over the past 4 years Alma has successfully penetrated the booming french BNPL market. While Alma has historically grew at an incredible pace with Small & Medium merchants, the Enterprise Sales team has been launched in January 2021 to serve larger retailers & pure players. The initial penetration phase of the Enterprise segment composed of the top 200 European merchants has been very quick and showed first impressive results. Long-term deals have been signed with category leaders and some of the most exclusive retailers including Apple, Maisons du Monde, Etam, SMCP, and Printemps and inbound flow keeps increasing. In May 2022, we created the Key Account Manager team to focus specifically on the Enterprise accounts, bringing strong expertise and value to these key clients while securing major expansions within the groups.

We are now seeking a KAM Lead to manage the team and bring Key Account Management at Alma to the next level. As the KAM Lead, you will be a major contributor to Alma taking European market leadership by 2025.

Your missions

You will directly report to the Customer Success Director. Your scope will be France (mirroring Enterprise Sales organization), with a strong focus to expand the French deals across Europe. Your main responsibilities will consist in:

• Building the vision and strategy: You set the vision and refine the Enterprise Account Management strategy in collaboration with Revenue leadership. You stay close to the ground to ensure you get a deep understanding of key accounts' needs and expectations.
• Driving and monitoring the team performance, identifying key opportunities: You provide visibility on performance & forecasts to Revenue leadership. You define account portfolio, set the individual targets and track impact. You define action plans to reach individual and team targets.
• Coaching and developing the team: You create development plans with each team member, taking into account motivations, strengths, and areas for improvement. You help the team develop their core skills (from negotiation to success planning) and maximize their business impact.
• Managing 1-2 accounts: You allocate 20-25% of your time on 1 to 2 Enterprise accounts. This enables you to build deep knowledge of Alma and the ecosystem and to establish your credibility.
• Structuring the team and building the right processes & methodology: You develop strong processes to maximize efficiency & performance. You refine and implement the Key Account methodology, setting new standards in the team.
• Strengthening collaboration with internal stakeholders: You work closely with Enterprise Sales, Solutions Engineering, Product, Marketing, Finance, Legal, Compliance teams. You scale the success in France to other European countries in partnerships with local teams.

About you

• You’re a hunter at heart, ****with a solid track record in the Enterprise segment and a mastery of the Key Account methodologies and processes.
• You are impact-obsessed, always keeping an eye on the KPIs, meeting your targets, and focusing on the key battles.
• You are an inspiring manager, acting as a role model and eager to share your know-how.
• You’re an excellent communicator (both written and orally) & a magnetic leader, with deep interpersonal skills and inspiring your customers & colleagues.
• You keep a cool head no matter the circumstances, you show determination and creativity to achieve your objectives.
• You’re fluent in both French and English.

Your experience

• You have 7+ years of professional experience in Sales or Account Management, and 2+ years of experience in team management.
• You have a relevant experience in a fast-paced tech environment. An experience in the Retail and/or Fintech industry would be a plus.

Hiring Process

• 30-min introduction call with Ryslene from the People team
• 1-hour interview with Flore, CS Director
• Written case study (at home)
• 1-hour written case study presentation and live feedback with Flore and Benoit, Head of Sales - Mid Market & Enterprise
• 30-min interview with Jonathan, Chief Revenue Officer & Excom Member