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Alan is a prevention-focused health insurance company that integrates insurance, prevention, and care into a single user experience. The company serves 1M+ members across 40K+ partner companies and has reached €800M+ in ARR.
You will lead Alan's Enterprise Sales team in France, responsible for acquiring large companies (3,000+ employees) including CAC40 firms. This is a hands-on leadership role where you will own the end-to-end acquisition strategy for the Enterprise segment while coaching and scaling a team of 4 Senior Account Executives.
Key responsibilities include:
- Design and execute the go-to-market strategy for Enterprise customers in France, targeting ambitious acquisition goals
- Lead, hire, onboard, and develop a team of 4 Account Executives (expanding as the segment grows)
- Drive team performance through clear expectations, rigorous follow-up, and coaching on methodology and deal execution
- Be actively involved in the field: prospecting, joining key customer meetings, supporting negotiations, and owning strategic opportunities
- Create conditions for team success through strong feedback culture, coaching, clear ownership, and autonomy
- Surface customer expectations, patterns, and blockers to cross-functional teams (product, pricing, ops, marketing)
The Enterprise segment at Alan is complex and strategic. Deals involve multi-stakeholder decision processes (HRD, CFO, CEO, Payroll, CSE, Legal, Purchasing, Comp & Ben, Accounting, Brokers, Unions), long sales cycles, RFP processes, and deep product customization. Target companies range from flagship brands to groups with subsidiaries, often with strong employee wellbeing initiatives. A single Enterprise deal can represent 50% of an Account Executive's annual target.
Alan positions itself as a strategic health partner, emphasizing its digital platform, customized health plans at fair pricing, and integrated health/wellbeing services.
REQUIREMENTS:
- Minimum 10 years of B2B sales experience with proven track record of hitting and exceeding targets as an Account Executive and Sales Leader
- Demonstrated experience leading and coaching sales teams with ability to set high standards, provide clear direction, and develop people
- Full working proficiency in French; advanced English for internal communication
- Hands-on mentality: comfortable being in the field with team, joining customer meetings, supporting tough negotiations
- Proven experience selling to Enterprise-level companies (3,000+ employees) in multi-stakeholder deals
- Comfortable in fast-paced, ambiguous environments with strong prioritization skills
- Data-driven and analytical: leverage KPIs to drive performance, run analyses, make decisions
- Strong cross-functional collaboration skills and appetite for building with others (sales ops, marketing, etc.)
- Based in or willing to relocate to Paris area
Nice-to-have:
- Experience selling to HR or Finance functions
