VP Revenue Operations

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. We have raised â¬145M since our creation, with prestigious VC funds including AVP, Greenoaks, Partech and BlackFin, with a last round in November 2024.

Our ambition is to become the leader in all-in-one Treasury Management for SMEs and Mid-Market companies worldwide. We are already present in 5 geographies: France, Germany, Italy, UK and Spain.

Historically, Agicap used to target small businesses but in the past 3 years we have initiated our up-market move to target larger companies, especially in the mid-market segment. This new ICP has drastically changed our Sales & Marketing approach:

- From transactional Sales to value-based Sales due to longer / more complex Sales cycles

- Change in our channel mix

- New objectives for the Marketing department: from direct lead generation to demand generation

- Sharper understanding of Sales methodologies & processes

- Etc.

As we scaled our go-to-market, our Sales & Marketing 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 Automation and Accounts Receivable Automation

- Different levels of maturity in our current geographies (France, Germany, Italy, UK, Spain)

- Very different prospect profiles (& sales cycles) between mid-market and smaller companies

- Several quantitative objectives running in parallel: MRR, Cash in, one-off revenues, etc.

- More complex compensation plans

- Etc.

In this context, we want to reinforce our Revenue organization to ensure better alignment and smarter processes at the Group level while adding functional expertise that could help our Sales & Marketing teams to grow further.

Directly reporting to the CRO, you will be responsible for orchestrating alignment internally within the Revenue organization and cross-functionally, and bringing a data-driven framework to help guide the direction of our organization in the design and execution of our go-to-market strategies.

Develop and execute the revenue operations strategy to support the company's business goals and growth objectives

Provide data-driven insights and recommendations to executive leadership to inform strategic decision-making around GTM, product, and customer experience

Collaborate with sales, marketing, finance, customer success, and other stakeholders to drive revenue operations initiatives that improve efficiency, productivity, and customer outcomes

Align with the C-suite and Finance team to design and monitor the companyâs Business Plan and translate it into operational targets and metrics

Establish standardized processes, playbooks, reporting and best practices for key revenue operations functions such as lead management, opportunity management, channel management, and customer success

Own the design, implementation, and optimization of revenue operations and engineering including : Hubspot CRM (for marketing automation and sales pipeline mgt), data analysis and engineering (Looker + Google Cloud Platform), and a variety of home-made business apps and automation used for revenue management and target setting

Identify and implement new revenue operations capabilities, tools, and techniques to enhance the company's competitive edge

Improve our Sales Enablement & Training program in partnership with Sales Managers and Sales Ops

Oversee the revenue operations team, including talent management, professional development, and performance optimization

You will lead and mentor a high-performing Revenue Operations team, fostering a culture of accountability, collaboration, and innovation. Your team will include the following departments:

A team of Revenue Ops Managers that will work on cross-department high value-added projects (currently 2 people)

CRM and internal tools (currently 4 people, incl. 1 lead)

Data (currently 8 people, incl. 1 lead)

Sales Enablement (to be built)

What are we looking for :

10+ years of experience in revenue operations, sales operations, or a related business operations role, ideally in the B2B software/technology industry

Best-in-class project management and cross-functional collaboration skills, with the ability to align diverse stakeholders around shared goals

Proven track record of building and leading high-performing revenue operations teams

Excellent people management skills

Expertise in revenue operations disciplines such as analytics, forecasting, process improvement, and technology implementation

Strong business acumen, strategic thinking, and data-driven decision-making abilities

Experience in strategy consulting and/or in mid-market Sales is a plus

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VP Revenue Operations

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