Freelancer profile translated to English.

Description

Senior sales leader with over 15 years of experience in B2B SaaS, I help companies after product-market fit to make sales growth more predictable and controlled.

I focus on sales execution, complex deals, and leadership alignment in high-stakes situations.

Hands-on approach, C-level / board level.

I support B2B SaaS companies after product-market fit, when the challenge is no longer selling the product, but structuring and ensuring reliable sales execution.

I typically intervene in situations where:

- growth exists but remains inconsistent

- the pipeline is present but conversion is insufficient

- the CEO is still heavily involved in deals

- the executive committee or board expects more visibility and predictability

My role is to bring immediately operational sales seniority, without the constraints of a permanent hire.

What I do:

- Clarification of ICP, segmentation, and sales priorities

- Strengthening of deal qualification and execution (enterprise focus)

- Ensuring forecast and sales rituals reliability

- Coaching managers and teams on complex sales

- Sparring partner for the CEO and executive team on revenue topics

- I intervene closely with key decisions and high-stakes situations.

Types of missions:

- Fractional VP Sales / CRO support

- Go-to-market structuring (post-PMF)

- Sales execution and forecast reliability

- Support for strategic / complex deals

- Coaching sales teams and managers

- Revenue organization diagnosis and action plan

Intervention formats:

- 1 to 2 days per week

- Short or transitional missions

- Clear scope, defined objectives

I favor targeted and high-impact interventions.

Languages

French
Native or bilingual
English
Fluent

Workplace preferences

Can work on-site

Paris (up to 50km)

D-EDGE (part of ACCOR Group)
VP Sales – Strategic accounts / EMEA
SOFTWARE PUBLISHING
November 2024 - December 2025 (1 year and 1 month)
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
SOFTWARE PUBLISHING
April 2023 - October 2024 (1 year and 6 months)
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%.
Team Management Sales Pipeline MEDDPICC Partnerships Sales Execution
EMEA SAP
VP Sales
SOFTWARE PUBLISHING
January 2021 - March 2023 (2 years and 2 months)
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).
Sales Execution Team Management Salesforce Forecasting Coaching