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OpenClassrooms, founded in 2013, is a mission-driven edtech company making education and career opportunities accessible globally. The company offers free and accredited diploma programs in tech, data, marketing, HR, healthcare, and other in-demand fields, delivered 100% online with a focus on practical learning through professional projects and expert mentorship. OpenClassrooms is B Corp certified and in 2025 became the first French school accredited as an American higher education institution.
As Chief Sales Officer, you will report directly to the CEO and join the executive leadership team, driving growth across French-speaking markets initially, with US expansion planned long-term. You will be responsible for approximately €30 million in annual bookings across three segments: employers (B2B), students (B2C), and social programs (B2G).
Key Responsibilities:
**Sales Strategy & Execution**: Develop and execute a comprehensive commercial strategy with focus on proactive outbound sales to drive bookings growth. Establish ambitious sales targets with robust pipeline tracking, forecasting, and performance management. Ensure high renewal and upselling rates, implement customer success strategies, and leverage data insights to optimize bookings and conversion. Build strategic influence networks with key stakeholders across small businesses, startups, scale-ups, and enterprise accounts.
**Enrollment & Conversion Optimization**: Oversee streamlined enrollment processes to maximize student admissions, contractualization, and apprenticeship matching. Manage all pre-sales student and employer-facing support (email, phone, chat) to deliver fast, high-quality service. Implement AI-powered scalable solutions to improve conversion rates, optimize unit economics, and reduce costs.
**Operational Excellence**: Design and implement best-in-class sales operations and training, leveraging AI and agentic orchestration to optimize efficiency. Drive higher contribution margins, optimize unit economics, and continuously improve processes to maximize productivity and scale.
**Cross-Functional Leadership**: Collaborate with C-level executives to align commercial initiatives with organizational priorities. Represent sales insights in board meetings and partner across regions to share best practices and unify processes.
You will lead a team of approximately 30 professionals, including a Sales Director (Apprenticeship), Sales Operations Director, Individual Student Sales Manager, and Enrollment Manager.
Key Metrics: Orders, bookings, number of enrollees, average booking per enrollee, cost of sales per enrollee, average contract size, renewal rates, and segment-specific KPIs (calls, meetings, lead conversion rates, win rates, fulfillment rates).
**Requirements**:
- Proven success leading diverse, high-performing teams with demonstrated ability to foster collaboration, accountability, and innovation
- Strong business acumen and track record developing and executing strategies driving growth across B2B and B2C markets
- Expertise in designing scalable processes, leveraging technology, automation, and AI to streamline workflows
- Proficiency in using data to inform decision-making and measure performance
- Strong ability to navigate complex challenges and craft creative solutions using generative AI
- Experience managing reputation and influencing regulatory environments
- Ideally, strong understanding of education, vocational training, corporate learning, apprenticeship, and ed-tech markets
- C2 level French proficiency
- At least C1 level English (C2 highly recommended)
- Willingness to travel regularly to Paris HQ and accommodate European time zone meetings
- Hybrid setup required: minimum two days per week in Paris office (75009)
