Enterprise Sales Lead (French market)

Job description

## **Health can’t wait**. Not for symptoms to get worse. Not for a six‑month appointment. Not for a system to catch up. But that’s exactly how healthcare works today. You wait, until you can’t. Alan exists to end the wait. Health is a universal right, and we believe this right can only become real when it’s coupled with prevention. We need to stop treating health as something we repair and start treating it as something we build, every day. It’s not solely a question of willpower. It’s the healthcare system itself that needs to work for everyone, in a sustainable way. So we are building the **new standard in prevention insurance.** Alan is the first company that integrates insurance, prevention, and care into a single, acclaimed user experience. We are on an incredible journey to build a **global leading company, with a** [**unique culture**](https://alan.com/en/careers). We already partner with 40K+ companies of all sizes, serving more than 1M+ members, and have reached €800M+ in ARR. Prevention as the new norm. That's what we're building with our team of 1000+ people. If it speaks to you: we're hiring across France, Spain, Belgium, and Canada. And beyond. # **⭐️ Why we are hiring ⭐️** We’re opening an **Enterprise** **Sales Team Lead** role in France to **lead a growing team of 4 Senior Account Executives,** who are in charge of acquiring customers **with more than 3,000 employees, including all CAC40 companies.** In this role, you will **own acquisition on the Enterprise segment in France** and **run the business end‑to‑end**: you will be **hands-on on the field** while **coaching and scaling** a team of Account Executives to win this market. This position sits at the heart of our growth ambition: We have just passed the one million member milestone – and this is only the beginning! We’re accelerating acquisition in France and doubling down on our portfolio — and the **Enterprise segment is one of the core pillars of that plan**. ## **About the Enterprise segment** - **Perimeter:** companies of 3000+ employees - **Verticals:** all Verticals (Tech, Retail, Industrial Companies etc) - **Total Addressable Market:** ~**7M members** in France ## **Why Enterprise Sales is exciting at Alan** - **Diverse workforce**: Mix of 60% cadres / 40% non-cadres, often with subsidiaries or multi-site operations, ranging from highly tech-savvy employees to those requiring digital adoption support. - **Critical challenges**: **Multi-stakeholder decision processes** involving HRD, CFO, CEO, Payroll, CSE, Legal, Purchasing, Comp & Ben, Accounting, Brokers, Unions, **long sales cycles** (multi-year conversations), RFP processes requiring deep audits and product customization, and strong influence from unions/CSE who can co-manage health insurance topics; - **Company profiles**: Flagship companies (widely known brands), groups with standalone entities or subsidiaries, often with focus on employee wellbeing (QVT programs, Great Place to Work), modern company culture, and strategic communication about digitization or employer brand attractiveness; - **HR priorities**: Increasing productivity, obtaining fair and competitive pricing, contributing to employee well-being through customized health plans, simplifying HR processes with digital platforms, and managing change management concerns when implementing new health insurance (biggest fear for large companies) - **Critical business characteristics**: This segment requires **breadth & depth of expertise** to navigate complex organizations, **account-based strategies** with Key Account Management approach, early engagement in company roadmaps, face-to-face meetings, co-creation of insurance and digital products (tailored offers considering past results, specific regimes, demographics, payroll system integration), and ability to work through RFPs and with brokers. Sales cycles are **volatile** with high stakes: 1 deal = 50% of annual target for Enterprise Account Executives. Our approach for Enterprise companies positions Alan as a **strategic partner in health** rather than just an insurance provider, emphasizing our digital platform for fluid UX, customized health plans at fair pricing, and health/well-being services. Success requires leveraging high-level connections, building professional materials, and potentially creating exclusive "Health Clubs" or labels for early adopters. ## **⭐ What you will do ⭐** You will be the **Sales leader** of the Enterprise Sales team in France, responsible for both **hitting the numbers** and **scaling the machine**. More precisely, you will: - **Own the Enterprise acquisition plan in France.** Design and execute the go‑to‑market strategy for 3000 employee customers, from targeting to closing, to **reach ambitious acquisition targets and scale the segment**. - **Lead & coach a team of 4 Account Executives** (and likely more to come) - Drive **hiring, onboarding, and career development** as we scale the crew and the segment. - Help each team member reach their targets with **clear expectations**, **rigorous follow‑up**, and **ongoing coaching** on methodology, deal execution, and pipeline management. - Be **on the field with the team**: prospecting, joining key meetings, supporting tough negotiations, and owning **strategic opportunities** to maximize win rates. - **Empower every member of the team:** Create the conditions for everyone to **reach and exceed their goals**: strong feedback culture, coaching, clear ownership, and autonomy. - **Ensure market fit and remove blockers:** Surface customer expectations, patterns, and blockers, and ensure they’re addressed through the right **strategic and execution plans** (product, pricing, ops, marketing, etc.). For this opportunity, we are aiming to hire within the F-G [level range](https://alan.com/en/careers/a/salary-equity). ## **⭐ Is it what you are looking for? ⭐** **You may be a great fit at Alan if you:** - Have **at least 10 years experience in B2B sales**, with a **proven track record of hitting and exceeding targets** as an Account Executive and Sales Leader - Have **experience leading and coaching sales teams**, with the ability to set a **high bar**, give **clear direction**, and **help people grow** - Have full working proficiency **in French**, and advanced level in **English** for internal communication - Have a very **hands‑on mentality**: you love being on the field with your team, joining customer meetings, helping on tough negotiations, and sharing what works - Have experience **selling to Enterprise level companies (3000+ employees and above)** in **multi‑stakeholder deals** - Are comfortable operating in **fast‑paced, ambiguous environments**, and can **prioritize ruthlessly** - Are **data‑driven and analytical**: you know how to leverage KPIs to drive performance, run analyses, and make decisions - Have strong **cross‑functional collaboration skills** and appetite for **building things with others** (sales ops, marketing, etc.) - Are based (or willing to relocate to) the **Paris** **area** **Nice-to-have:** - Experience **selling to HR or Finance** . # 🙌 [Perks & Benefits](https://alan.com/about/life-at-alan/a/perks) At Alan, we believe that **being in good health is a basic need**, and it starts with our employees. This is why Alaners are provided with a stimulating environment and perks ensuring they are **happy, efficient and spend only high-quality time** with co-workers. **Therefore, we offer:** - **Fair rewards**. Generous equity packages complement your base salary, *for permanent contracts only.* - **Flexible Office**. Amazing office space at our Paris HQ - **All the tools you need**. Top of the range equipment: Macbook Pro, keyboard, laptop stand, monitor, and Bose noise-canceling headphones. - **Flexible vacation policy and flexible working hours**. Organize your time as you wish. - **Delightful healthcare insurance**. Extremely comprehensive health insurance - 100% of the contribution covered by Alan for you and your family, *for permanent contracts only.* - **Transport**. Country-specific commuter benefits. - **Learning & Training opportunities**. A highly flexible Training policy free books and budget to attend and speak at conferences if the opportunity arises. - **Parental leave**. Extended parental leave for all new parents, *for permanent contracts only.* ## Important note: we hire people not roles. After reading this job description, if **you feel like you don’t have all the necessary prerequisites** but that it matches where you are now or what you'd like to grow into in your next position, **we encourage you to apply**! Not everybody will enter our recruitment process, but all, no matter how underrepresented, should feel free to apply as it can only bring learnings or success. 🔖 Check out our [About Alan](https://alan.com/about) and [Career](https://alan.com/careers) pages, as well as our [Medium](https://medium.com/alan), [blog](https://blog.alan.com/) and [Glassdoor page](https://www.glassdoor.com/Overview/Working-at-Alan-EI_IE1696043.11,15.htm) for more info.