Head of Sales France M/F/Mx

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Le poste

Descriptif du poste

Trustpair is reinventing B2B payment security. We are building the leading anti-fraud solution for large corporations to help them avoid $20 billion in fraud every year. With Trustpair, finance teams work with accurate data to avoid the risk of fraud and proceed to payments with peace of mind.


Trustpair at a glance: 

  • 200+ companies preventing B2B payment fraud with Trustpair (Airliquide, Generali, Kering);
  • A financial technology acclaimed by major banking actors (Société Générale, Natixis, CACIB);
  • Enterprise-ready platform connected to market-leading financial softwares (SAP, Kyriba and more);
  • €25M raised in Series B to become #1 SaaS platform for third-party risk management;
  • A team of 100+ people, based in Europe and NYC

About the role

Trustpair is thrilled to be searching for Head of Sales, who will drive the commercial expansion of Trustpair through our French territory. Our new addition will grow, coach and empower our team of Senior Account Executives, Account Managers and Presales Engineers, working on the French market.

As a key member of our growing organization, our Head of Sales will deliver our sales strategy, helping to ensure Trustpair becomes an international leader in the market. Working closely with high-level stakeholders, you'll help us reach our goals, and achieve excellent commercial performance!

What you'll do

Co-design, execute and pilot both strategy and tactics for new business, as well as expand and upsell:

    • Alongside our CRO, you will design the strategy and plan to achieve growth targets for new business, expand & upsell
    • You'll drive individual performance in your team, and monitor the key sales performance indicators and analytics on sales with our Revenue Ops
    • Build on-going corrective action plans as needed to reach targets
    • You'll contribute to successfully landing strategic deals (CAC40 companies in France) by building strong relationships with C-level counterparts and partners

Ownership of sales forecasting:

    • Manage the sales pipeline and report accurate forecasts by challenging the methodology used and the information reported by your Account Executives
    • You'll coach your AE team in managing their deals with method (MEDDIC) by challenging the sales strategy deployed, deal by deal
    • Manage risks associated with the Sales pipeline

Sales Cycle management 

  • Design a sales cycle that maximizes the success rate of deals
  • You'll also coordinate appropriate resources (incl. Presales) to deliver the sales cycle as efficiently as possible
  • Manage some strategic deals in partnership with the dedicated Account Executive

Team management

  • Establish a performance-driven working culture within the sales organization
  • Execute the hiring plan for AE, AM & Presales teams, in partnership with our CRO and Talent Acquisition
  • You'll develop onboarding and training programs that enable all team members to achieve their potential and objectives. Motivate them day to day!

 What's in it for you 👀

  • Join a company with a strong market momentum, and very few competitors
  • Engage with multiple teams within Trustpair and multiple departments, personas and users across our clients
  • Work in a flexible, hybrid remote environment and culture that will boost your career skills (autonomy, leadership and ownership)

    Candidates must be based in Paris, France.

    Why join Trustpair? A list of our perks here!



    Must Have

    • You have strong experience in a SaaS B2B sales environment, with a proven track record (minimum 5 years)
    • You've already managed a team of SaaS B2B sales professionals, you know how to give & receive feedback and provide coaching 
    • You can master complex sales challenges (Responding to an RFP, analysing complex deals…), in a fast-paced environment
    • Your talent as a mobilizer and excellent communicator (with C-levels and different stakeholders) will enable you to drive your team to reach objectives and propel overall sales performance
    • You're a true, charismatic leader, capable of managing and supporting senior sales teams
    • Good knowledge on best practices when it comes to pipe management and reporting
    • You're fluent in French and English (any additional languages are a plus)


    Recruitment Process

    4 Step Recruitment Process (1).png

    • Screening Call with Céline, VP People (30 min)
    • Experience Interview with Jeremy, Chief Revenue Officer (1h)
    • Case Study on site with Jeremy & Alexandre, Cofounder (1h30)
    • Coffee fit on site with two members of our team (45 mins)
    • Reference check
    • Founder Interview with Baptiste, CEO and co-founder (1h)



    Equal Opportunity Statement
    Trustpair's policy is to provide equal employment opportunity in all of our employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category.
    Applicants for all positions in Trustpair must be legally authorized to work in the country which they are applying for or be a citizen from Schengen / EU zone. The verification of employment eligibility will be required as a condition of hire.

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