Stanislas R.

13 years of enterprise hunting, including over 10 years in SaaS for mid-market, SBF 120, and CAC 40 companies in new business acquisition.

Most SaaS vendors face the same challenge in the Enterprise/Large Account segment: a solid product, real opportunities, and a pipeline that fails to take off. The ICP isn't refined enough, and the field approach isn't personalized enough to convince a CFO or CEO.

My experience covers 6 to 12-month pure hunting cycles: Deepki (ESG SaaS, 100% new business for real estate companies and asset managers), Hyperlex (LegalTech, Contract Management for Legal Departments), Connecting Flow (freelance mission, complete Go-To-Market redesign for Management Companies).

I've closed TotalEnergies in a multi-decision-maker cycle of over 12 months, grew an account from €10k to €250k ARR, and achieved 135% of target at Hyperlex in 2021 and 107% at Deepki in 2022.

I work with MEDDIC, SPICED, and Value Selling frameworks to address and engage C-Level executives: identifying real decision-makers and lines of power, qualifying budget and urgency before committing resources, building a multi-level account map (CEO, CFO, CIO, operational staff) to address each stakeholder with the right message.

Sectors: SaaS Finance / ERP, ESG / PropTech, LegalTech, Complex B2B SaaS.

My missions cover three areas.

- Operational Business Development: direct hunting on target SBF 120 and mid-market accounts, power mapping, MEDDIC qualification, managing the full cycle through to closing.

- Go-To-Market Structuring: redefining the ICP, revamping the pitch and value proposition, CRM setup.

- Sales Coaching and Training: individual or team sessions on MEDDIC, deep discovery, objection handling, and closing in a multi-decision-maker environment.

Available for long-term engagements on a consultancy basis or for short-term interventions.