Freelancer profile translated to English.
Back to original languageAbout Thomas
Looking to structure your sales organization or launch an SDR department?
That's exactly what I do.
For over 4 years at Glady, I built and managed two sales departments from scratch: an SDR team of 15-20 people across three segments, and an Inside Sales team dedicated to acquiring and retaining an entire SME segment.
Recruitment, Sales Academy, SDR-AE squad organization, performance management, multi-channel strategy (cold acquisition, re-engagement, upsell, cross-sell) - from team management to operational piloting, including process and tool definition.
I also work on Growth & Revenue Ops missions: CRM structuring (HubSpot), Outbound strategy definition, tool stack audit and selection, sales dashboard implementation, management of outsourced SDR agencies, Sales Enablement, and Sales/Marketing alignment.
Action-oriented profile, comfortable with both managerial aspects and process/tool-related topics.
French
Native or bilingual
Can work on-site
Paris (up to 50km)
Experience
- ObjowGrowth & Revenue Ops Manager (Part-Time)SOFTWARE PUBLISHINGJanuary 2026 - Today (7 months)Paris, France
- Structured the HubSpot CRM: data modeling, building Lead and Transaction pipelines (Outbound + Inbound), creating Sales and CSM dashboards, implementing automation and standardizing lead management rules.
- Defined and deployed the Outbound sales strategy: prioritizing target verticals, building a pool of qualified leads, implementing weekly activity tracking, and managing sales teams.
- Conducted a comprehensive audit of the tool stack (licenses, actual usage, costs, redundancies) and defined a Sales/Growth value chain integrating prospecting, enrichment, sequencing, and appointment logging.
- Managed SDR performance: monitoring activity metrics, qualitative analysis of results, coaching on messaging, etc.
- Deployed a Sales Enablement program: training teams on HubSpot and Sales Navigator, creating AI prompts for post-appointment email automation, sharing daily CRM best practices.
- GladyHead of SDR & Inside SalesSOFTWARE PUBLISHINGJanuary 2023 - July 2025 (2 years and 6 months)Paris, France
- Created the SME Inside Sales department from scratch: defining the sales strategy, structuring the operational organization, and building portfolios.
- Structured an organization adapted to SME seasonality: recruiting and integrating a reinforced team each year during peak periods (September-January), with an onboarding process designed to quickly upskill about ten profiles.
- Simultaneously managed two teams with distinct sales approaches—outbound SDR and Inside Sales—adapting objectives, profiles, and processes to each scope.
- Took charge of the entire SME sales cycle: Inbound acquisition, customer re-engagement, upsell, and cross-sell—across two distinct product lines (uniforms vs. subscription software).
- Actively contributed to the design of customer journeys and SME commercial offers, in collaboration with Product and Marketing teams: co-constructing messaging, redesigning purchasing experiences (Self-Serve, express order, etc.).
- GladyHead of SDRSOFTWARE PUBLISHINGJanuary 2021 - July 2025 (4 years and 6 months)Paris, France
- Built and developed the SDR department from its inception to a team of 20 SDRs across three segments (ICT, CSE, FOOD), organized into SDR-AE squads to enhance collaboration with Account Executives.
- Managed the entire recruitment cycle over time: defining profiles, selection, preparing/conducting onboarding, and monitoring integration.
- Designed and deployed an internal Sales Academy: competency framework by level, SDR career paths, and team rituals (challenges, kick-offs, monthly check-ins).
- Implemented performance management through qualitative scoring and contribution to generated revenue; built objectives (LOs) adapted to each level and segment.
- Ensured interface between SDR teams and the Head of Sales/AEs for each segment: alignment on targets, messaging, and acquisition priorities, participation in sales rituals, and feedback from the field.
- Worked closely with Growth and Sales Ops teams: co-constructing outreach strategies, optimizing inbound funnels and lead reception in Salesforce, improving CRM automation.
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Education
- Master's Degree in Managementemlyon business school2020Master's Degree in Management
- Preparatory Class for Literature and Social Sciences2016Classe préparatoire Lettres et sciences sociales