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Alan is a prevention-focused health insurance company integrating insurance, prevention, and care into a single platform. The company serves 1M+ members across 40K+ partner companies and has reached €800M+ in ARR. Alan is hiring an Enterprise Sales Team Lead to lead the French market's enterprise segment (companies with 3,000+ employees).
In this role, you will own end-to-end acquisition strategy for the enterprise segment in France, leading a team of 4 Senior Account Executives (with plans to scale further). You will be responsible for designing and executing the go-to-market strategy targeting large companies, including all CAC40 firms. The enterprise segment is a core growth pillar, with a total addressable market of ~7M members in France.
Key responsibilities include:
- Owning the enterprise acquisition plan and designing the go-to-market strategy from targeting through closing
- Leading, coaching, and developing a team of 4 Account Executives; driving hiring, onboarding, and career development as the team scales
- Setting clear expectations, providing rigorous follow-up, and coaching on methodology, deal execution, and pipeline management
- Being hands-on in the field: prospecting, joining key customer meetings, supporting negotiations, and owning strategic opportunities
- Creating conditions for team members to reach and exceed targets through feedback, coaching, clear ownership, and autonomy
- Surfacing customer expectations, patterns, and blockers to ensure they are addressed through product, pricing, operations, and marketing strategies
The enterprise segment presents unique challenges: multi-stakeholder decision processes involving HRD, CFO, CEO, Payroll, CSE, Legal, Purchasing, Comp & Ben, Accounting, Brokers, and Unions; long sales cycles (multi-year conversations); RFP processes requiring deep audits and product customization; and strong union/CSE influence. Companies range from tech-savvy to those requiring digital adoption support. Alan positions itself as a strategic health partner, emphasizing its digital platform, customized health plans at fair pricing, and health/well-being services.
Requirements:
- Minimum 10 years of B2B sales experience with a proven track record of hitting and exceeding targets as an Account Executive and Sales Leader
- Experience leading and coaching sales teams with ability to set high standards, give clear direction, and help people grow
- Full working proficiency in French; advanced English for internal communication
- Hands-on mentality: comfort being in the field with the team, joining customer meetings, helping with tough negotiations, and sharing best practices
- Experience selling to enterprise-level companies (3,000+ employees) in multi-stakeholder deals
- Comfort operating in fast-paced, ambiguous environments with ability to prioritize ruthlessly
- Data-driven and analytical mindset; ability to leverage KPIs to drive performance and make decisions
- Strong cross-functional collaboration skills and appetite for building with others (sales ops, marketing, etc.)
- Based in or willing to relocate to the Paris area
Nice-to-have:
- Experience selling to HR or Finance functions
