Head of Sales and Marketing

Basics

• Based in: Paris area only
• Contract: Full-time permanent contract
• Manager: Agop, CEO
• Team: Sales and Marketing team

Shipup is a 50+ people company that envisions a world where brands keep their promises along the entire customer journey. That's why we enable brands to take control over the most volatile part of the customer experience — the post-purchase— so they increase brand loyalty and save support costs.

We work with 300+ brands in Europe, including highly successful digital-native brands (e.g., Cheerz, Blissim, Withings, Feed, Ssense, and A.P.C.) as well as renowned traditional accounts (e.g., Leclerc, Carrefour, Go Sport, Yves Rocher, Zadig & Voltaire, and Petit Bateau).

In 2022, Shipup announced that Global Blue had acquired a majority stake in the company while staying an independent structure.

Position

Reporting directly to our CEO, the Head of Sales and Marketing will be responsible for driving revenue growth in our SMB market by developing and executing the overall acquisition (sales and marketing) strategy in France and European markets, including partnerships.

This role oversees the management of the sales and marketing team, guiding members toward shared objectives to ensure alignment. It will be needed to promote a culture of data-driven decision-making, high-performance and high-standard recruitments to meet business needs.

As an ExCom member, the Head of Sales and Marketing will play a crucial role in shaping Shipup’s future. It is essential to remain hands-on by directly supporting key deals and partnership closings.

Here is the list of the responsibilities, without being exhaustive:

Define the acquisition strategy

• Go-to-market: craft and implement a robust go-to-market model by refining our EMEA target markets, personas, and acquisition channels (e.g., strategic partnerships). Identify potential business verticals to expand our product and service offerings.
• Demand generation: develop and optimize both inbound and outbound demand generation strategies to fuel our growth.
• Visionary leadership: communicate a compelling acquisition vision that inspires confidence and aligns with the company's strategic goals within teams and at the C-level.

Construct scalable acquisition processes

• Sales & Marketing framework: establish and prioritize our acquisition initiatives to achieve our objectives.
• Sales methodologies: implement and maintain structured sales playbook to effectively guide the team through the entire sales cycle.

Orchestrate and align teams

• Lead a high-performing team: foster a culture of excellence by identifying, hiring and onboarding top-notch sales & marketing talents in line with our targets and strategy. Provide regular feedback and coaching to elevate individual and team performance.
• Team members alignment: ensure seamless alignment between acquisition team members by unified targets, initiatives, and communication structures.
• Cross-functional collaboration: work closely with ops team to optimize lead quality and demand volume. Provide the product and tech team with key insights from prospects. Collaborate with CS team on expansion opportunities.

Execute high-impact acquisition programs

• Performance management: set clear quotas and targets to drive performance. Collaborate with RevOps to forecast, measure, analyze, and report on key metrics such as sales pipeline, revenue, sales cycle length, and CAC efficiency.
• Lead key deals and partnerships: lead by example by being hands-on and helping the team with major deals and taking the lead in crucial pricing, terms, and contract negotiations with prospects and partners to maximize revenue opportunities.

What does success look like in this role?

• Build a structured and high-performing team with streamlined processes.
• Increase the volume of opportunities generated through inbound and outbound channels.
• Achieve growth in new ARR in existing markets (France, UK) and through expansion into target European countries.

What You Have...

We are seeking a business- and result-driven profile to join our leadership team.

You could be a good fit if you have:

• Extensive selling experience: 7+ years in sales, with a proven track record in direct selling B2B SaaS products to SMBs (partnership is a strong plus).
• Leadership: 4+ years in building, inspiring, and leading high-performing sales teams.
• EMEA knowledge: successful experience in expanding into EMEA markets (ideally UK, Nordics or/and Southern Europe markets).
• Demand generation mastery: proven success in collaborating with Marketing and Demand generation teams to plan and execute key initiatives that drive opportunities and propel prospects through the sales funnel.
• Language skills: fully proficient in English (fluent/native or full-professional level) and able to join a sales call in French (professional level).

What You’ll Get...

International culture: we acknowledge our differences and celebrate them. D&I in our place of work is something we require every employee to champion.

People-centric company: Our people matter. Check out our benefits and perks for a healthy work environment. Work-life balance is important at Shipup; hear what our employees have to say about it here.

Startup spirit & structured environment: a place where you can learn within a well-organized, clear business setting.

Recruitment process

Our hiring process is structured to avoid bias and ensure fair assessment of all our candidates. Our interviews are suited to our flex remote policy, it means you can choose whether you want to attend them on-site or remotely.

• 45min Screening interview with Angélique, our Talent Acquisition Manager to better understand your profile and answer any of your questions.
• 01:15 Topgrading interview with Agop, our CEO to get an overview of your background and verify main position-related skills.
• 02:00 Focused interviews (acquisition strategy and execution) to assess specific skills.
• 01:00 Focused interview (leadership) to assess specific skills.

End notes

If you don’t meet 100% of the qualifications outlined above - that’s okay, nobody’s perfect! We believe in hiring people, not just skills. We encourage you to apply if you think this is a role that would make you excited to come to work every day.

Shipup is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.