Description

Dirigeant commercial senior avec plus de 15 ans d’expérience dans le SaaS B2B, j’accompagne des entreprises après le product–market fit pour rendre la croissance commerciale plus prévisible et maîtrisée.

J’interviens sur l’exécution commerciale, les deals complexes et l’alignement du leadership, dans des contextes à fort enjeu.

Approche hands-on, niveau direction générale / board.

J’accompagne des entreprises SaaS B2B après le product–market fit, lorsque l’enjeu n’est plus de vendre le produit, mais de structurer et fiabiliser l’exécution commerciale.

J’interviens typiquement dans des contextes où :

- la croissance existe mais reste irrégulière

- le pipeline est présent mais la transformation est insuffisante

- le CEO est encore très impliqué dans les deals

- le comité de direction ou le board attend davantage de visibilité et de prévisibilité

Mon rôle est d’apporter une seniority commerciale immédiatement opérationnelle, sans les contraintes d’un recrutement en CDI.

Ce que je fais :

- Clarification de l’ICP, de la segmentation et des priorités commerciales

- Renforcement de la qualification et de l’exécution des deals (focus enterprise)

- Fiabilisation du forecast et des rituels commerciaux

- Coaching des managers et des équipes sur les ventes complexes

- Sparring partner du CEO et de l’équipe de direction sur les sujets revenue

- J’interviens au plus près des décisions clés et des situations à fort enjeu.

Types de missions :

- Fractional VP Sales / soutien CRO

- Structuration du go-to-market (post-PMF)

- Exécution commerciale et fiabilisation du forecast

- Accompagnement de deals stratégiques / complexes

- Coaching des équipes commerciales et managers

- Diagnostic de l’organisation revenue et plan d’action

Formats d’intervention

- 1 à 2 jours par semaine

- Missions courtes ou de transition

- Périmètre clair, objectifs définis

Je privilégie des interventions ciblées et à fort impact.

Langues

Français
Bilingue ou natif
Anglais
Capacité professionnelle complète

Préférences en matière de lieu de travail

Accepte de travailler sur site

Paris (jusqu’à 50 km)

D-EDGE (part of ACCOR Group)
VP Sales – Strategic accounts / EMEA
EDITION DE LOGICIELS
novembre 2024 - décembre 2025 (1 an et 1 mois)
Paris, France
Leverage my experience and expertise gained in start-ups and large corporations to drive the growth of a high-potential SAAS scale-up. Designed and executed a Go-To-Market strategy targeting strategic accounts, built and led a high- performing sales team focused on complex deals, and established key partnerships (Oracle, Infor, SAS). Introduced MEDDPIC, and Customer Success initiatives while redefining CRM (Salesforce, Salesloft, Clari, ...) and SDR processes. Personally prospected C-level stakeholders, participated in major industry events, and delivered enablement programs for AEs.
● Designed and executed a Go-To-Market strategy targeting strategic accounts.
● Built and led a matrixed team (Sales, Presales, SDRs, Marketing, Program Management) to deliver complex SaaS solutions.
● Established executive relationships with CxO stakeholders and positioned as a trusted advisor on digital transformation and automation.
● Increased average deal value by 30% through enhanced qualification and a "one-team" approach.
MEDDPICC Partnerships Pipeline GTM CRM
SAP
VP Sales – Strategy and Operations
EDITION DE LOGICIELS
avril 2023 - octobre 2024 (1 an et 6 mois)
Paris, France
Operations / EMEA North SAP
Develop and execute strategies to drive pipeline growth and accelerate deal execution within a cost-reduction framework. Lead a regional team of Senior Business Development Managers across the UKI, France, Nordics, and Benelux, working closely with senior stakeholders to build a qualified and actionable pipeline. Employ innovative approaches to design, finance, and launch initiatives within a limited budget. Provide accurate weekly forecasts throughout the quarter, with daily updates during quarter-end. Introduce initiatives such as big deal programs and competitive attack strategies to enhance deal value and velocity. Actively engage with customers on major deals, ensuring alignment with C-level executives.
● Perimeter of co-responsibility 32 AEs, 16 Presales, 10 SDRs, 8 partner managers, 30 CSPs, 2 Training managers, two recruiters, and one financial controller.
● Annual recurring revenue (ARR) target 2023: 35M€ (achievement of 105%), ARR: 2024: 42M€ (achievement year to date: 70%).
● Define, drive and measure initiatives to create a qualitative pipeline leveraging an org of 100+ people. Increase pipeline from 98M to 130M€ during 1st quarter. Increase pipeline quality by reducing stalled, aged, untouched pipeline, …
● Top deals review (using MEDDPIC methodology): increase average deal value by 20%.
Management d'équipe Pipeline de vente MEDDPICC Partnerships execution commerciale
EMEA SAP
VP Sales
EDITION DE LOGICIELS
janvier 2021 - mars 2023 (2 ans et 2 mois)
Paris, France
Led the commercial launch of a new product line in EMEA, defining the go-to market strategy, structuring the sales team, and overseeing execution. Tracked KPIs (revenue, pipeline growth, conversion rate, etc.) to provide accurate forecasts and continuously optimized the strategy to meet sales target:
● Shape the Go To Market and align Presales, Inside Sales, customer success, Product Management with the strategy.
● Owned territory France, Belgium, and Switzerland, focusing on new logos in identity management & consent (CIAM).
● Management coaching / mentoring / create a collaborative mindset in a multicultural team of 8 Account Executives.
● Team target 8M€ in 2021(85% achievement), 9.5M€ in 2022 (105% achievement).Deals between 250k€ to 2M€ Annual Contract Value (ACV).
execution commerciale Management d'équipe Salesforce Forecasting Coaching