Job description
Created in Lyon in 2016 by three French entrepreneurs, Agicap is one of the fastest scale-ups in Europe, with over 8000 customers, 550 employees and fast revenue growth (7x between 2021 and 2024). Agicap is part of the FT120, rewarding the most promising startups in France.
Agicap allows CEOs and Finance teams of SMBs and Mid-Market companies to efficiently manage and forecast their cash flow, pay their suppliers and get paid. Cash is King, and Agicap fundamentally reshapes the way companies manage one of their greatest pain points. Our ambition is to become the global financial management solution for SMEs and Mid-Market companies worldwide.
We have raised €145M since our creation, with prestigious VC funds including AVP, Greenoaks, Partech and BlackFin, with a last round in November 2024.
These additional resources further fuel our product innovation, allowing us to grow significantly the team by welcoming new talents and accelerating our international expansion across Europe. We believe our success comes from our highly passionate and dedicated teams, committed to building a company where people can grow and build their careers.
We are constantly looking for great talents, aiming for excellence and ready to join our ambitious adventure!
Our ongoing up-market move in the mid-market segment has led to a new ICP and a more structured Sales approach: from transactional to value-based selling, longer / more complex sales cycles, change in our channel mix and higher relevance of sales methodologies & processes.
As a result, our Sales organization has also become (& is still becoming) increasingly complex:
- Three co-existing acquisition channels: Outbound, Inbound and Partnerships
- Three co-existing products: Treasury, Accounts Payable and Accounts Receivable
- Very different prospect profiles (& sales cycles) between mid-market and smaller companies
- Several KPIs in parallel: MRR, Cash in, one-off revenues, etc.
About the role
In this context, we are looking for someone to lead our direct go-to-market in Italy and Spain, scale our Inbound and Outbound acquisition machine for mid-market prospects and improve our closing rates on the segment. Reporting to the Chief Sales Officer, you will be responsible for the following missions:
Go-to-market and Sales Strategy
- Define and execute the Sales strategy to support the company’s growth objectives in Italy and Spain
- Identify & develop new growth opportunities for the Italian and Spanish markets (on new products, new segments, etc.)
Growth and Pipeline Generation
- Collaborate with marketing and partnerships to drive demo generation and improve closing rates (i.e. influence campaigns)
- Interact with key prospects to accelerate sales cycles and maximize our chances of closing, especially in complex sales cycles
Sales Ops and Performance Management
- Monitor Sales performance (volume of calls, volume of opportunities, conversion rates, ACV, quotas, etc.) and take corrective actions when needed
- Implement standardized scripts, processes, tools and routines to increase the team’s performance and productivity
Cross-Department Collaboration
- Collaborate with the Customer Success team to ensure good sales quality and smooth handover post-closing
- Collaborate with the Product team to provide user feedback and insights that can inform product development and enhancements
You will lead, mentor and grow a team of ~30 people across the Italian and Spanish Teams, currently split as follows:
- ~20-25 SDRs, incl. 4-5 Team Leads
- ~5-10 Accounts Executive, incl. 2 Head of
What we are looking for:
- 10+ years of experience in B2B SaaS sales
- Experience in complex sales: non-transactional sales, ACVs exceeding €10k, multiple buying personas, etc
- Experience in managing large-scale Outbound teams
- Proven track record of building and leading high-performing sales teams
- Experience selling to financial departments (ERP, FP&A, TMS, etc.) is a plus
- Strong business ownership
- Excellent people management skills
- Best-in-class business & sales acumen
- Strategic thinker with a results-oriented mindset
- Language: Italian as a native language, fluent in English
- Milan based or willing to relocate
- Hybrid: min 4 days/ week at the office
