About the Position

Team Lead AE Small Business

Paris

Avec plus d’1,5 million d’entreprises clientes, Pennylane évolue dans un contexte d'hyper croissance. L'équipe commerciale joue un rôle primordial dans la recherche et la signature de nouveaux contrats. Dans ce contexte, l’équipe AE Small Business gère des prospects provenant essentiellement du site web, ayant commencé le funnel self-signup, mais n’ayant pas réussi/terminé la souscription. À partir d'informations qualitatives, leur objectif est de les signer (en partie en direct par appel) pour générer du MRR. Le volume actuel géré est de 2 500 leads par mois.

L’équipe Account Executive Small Business grandit vite et se structure. Il va y avoir une augmentation du volume à gérer, des process à mettre en place, en parallèle d’un besoin de coaching important. L'équipe atteint désormais 10 personnes. Pour continuer à scaler sans sacrifier la qualité du management et du coaching, nous avons besoin d'un(e) nouveau(elle) Team Lead AE Small Business qui prendra en charge 5 SBS en direct.

Why is this role important for us?

Avec plus d’1,5 million d’entreprises clientes, Pennylane évolue dans un contexte d'hyper croissance. L'équipe commerciale joue un rôle primordial dans la recherche et la signature de nouveaux contrats.

How will you contribute to the project?

En tant que Team Lead Account Executive Small Business, tu assureras un rôle de management d'une équipe d’AE full-cycle sur le segment des petites entreprises (0-9 salariés). Tu seras garant·e de la performance de ton pod de 5 AEs, de leur montée en compétences et de l'atteinte des objectifs MRR collectifs.

Daily Responsibilities

Team Management

• Manage and develop a pod of 5 AE Small
  • Lead team rituals (weekly 1:1s, weekly meetings, pipeline reviews, sync points)
  • Train and coach the SBS on methodology, qualification, and closing
  • Define and track individual objectives and contribute to collective goals
  • Manage performance gaps and implement targeted support plans
  • Ensure work ethics/culture, well-being, and team retention
• Performance Management
  • Track key KPIs: activity volume, signed MRR, conversion rate, number of closed deals, lead processing speed - and ensure they are met
  • Analyze data from your pod via Salesforce/Metabase and identify improvement levers
  • Report field insights and propose corrective actions
  • Participate in the sales effort by taking part in calls with the team
• Continuous Improvement & Structuring
  • Contribute to the continuous improvement of contacting and sales discourse
  • Test new approaches and share best practices with the entire team
  • Help implement and enforce sales policy
  • Collaborate with SDR, Marketing, Ops & Data teams to streamline lead transmission (quality, conversion), and optimize department functioning
• Field Liaison
  • Relay product and sales feedback to internal teams
  • Serve as the interface between your pod and cross-functional teams (Care, Onboarding, Ops)

Required Profile

Technical Skills

• Proven sales experience: 3+ years of B2B closing (or B2C), ideally in a high-volume, short-cycle, full-cycle context
• MRR/closing track record: Proven ability to meet and exceed recurring revenue targets
• Management experience: 1+ year of team management or TL/mentor experience (ideally 3-5 people) - strong operational and mentoring experience can compensate for lack of management experience
• Data-driven: Comfortable with CRM tools (Salesforce), analytics (Metabase), and KPI management
• Industry knowledge: An interest in the accounting, fintech, or SaaS sector is a plus

Interpersonal Skills

• Natural leadership: Ability to lead a team, provide direct and constructive feedback
• Coach: Ability to analyze performance, build and follow action/coaching plans
• Sales excellence: Phone proficiency, active listening, ability to close quickly in a "low touch" context
• Rigor and organization: Managing multiple projects simultaneously and managing a team of 5
• Collaborative spirit: Ability to work with cross-functional teams
• Adaptability: Comfortable in a fast-growing scale-up environment

Personal Qualities

• Results-oriented: Ambition and desire to exceed individual and collective goals
• Pedagogical: Desire to train, transmit, and grow your team
• Proactive: Strong proposal skills regarding processes, discourse, performance
• Resilience: Ability to handle high pace (lead volume, MRR pressure) while maintaining your pod's energy
• Coachability: Strong desire to learn and progress in a managerial role

Recruitment Process

• Initial HR exchange - 30 min (remote)
• Interview with Thomas Gérard, Manager AE Small Business - 1h (remote or in-person)
• Case study + debriefing with Thomas Gérard and Thomas Rochette - 1h30 (in-person)
• Final interview with Jacob Sulim, Head of Sales SMEs - 45 min (in-person)

Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to [email protected].

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