Julien Maslard

Collaborative work with the CEO:

- Definition of sales strategy

- Implementation of sales strategy

- Recruitment, training, and management of 2 SDRs

- Sales prospecting

- Pipeline monitoring and end-to-end deal negotiation

- Targeted marketing actions (trade shows, scraping, email campaigns...)

+15 new clients signed

+€1M in pipeline generated (excluding VAT)

Driving Smartway’s Revenue Operations in collaboration with the Chief Revenue Officer, by aligning Sales, Marketing, and CS around scalable growth and building a structured and high-performing HubSpot CRM.

Key impacts so far:

- CRM Overhaul : Revamped HubSpot structure and processes, enabling full pipeline visibility, accurate forecasts, and clean, enriched data. Developed clear documentation and standards for all key properties and processes.

- Sales Productivity : Boosted prospecting activity by 500–600% (calls) and doubled new meetings booked through new activity standards and a challenge-based incentive program.

- Forecasting Clarity: Built robust pipelines with mandatory properties, designed a new forecasting approach for turnover, and ensured all active deals are accurately maintained and up-to-date in the CRM.

- Cross-Team Enablement: Partnered with Marketing on CRM data hygiene, enrichment processes, and a dedicated Marketing Ops dashboard to protect email reputation and help the team target the right contacts and companies.

- Tools & Processes: Optimized Apollo, Gmail, and HubSpot integrations; benchmarked VoIP solutions; delivered KPIs for board-level reporting and a revamped weekly sales meeting to align Sales, Marketing, and Ops.

Head of Sales part-time:

- Management of a salesperson

- Sales coaching

- Outbound training

- Sales strategy

- Lead generation

- Hubspot CRM optimization

- Sales commission system

- 2025 objectives projection

Results:

- Reduction in closing time

- Opportunity generation through an outbound strategy