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 as well hands-on by directly supporting key deals and partnership closings.
Here is the list of the responsibilities, without being exhaustive:
1️⃣ 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.
2️⃣ 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.
3️⃣ 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.
4️⃣ Execute high-impact acquisition programs
Performance management: det 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 an 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.
🙌 Our team
This team is composed of 6 people with 2 additional open roles (AE French market).
Kelly, our Account Executive focused on the UK market
Bertrand, our AE focused on the French market
Jingyu, our Head of Performance
Joseph, our Content and SEO Manager
Costel, our Creative Director
Caroline, our Field and Marketing Partnership Manager
💥 What does success look like in this role?
We mainly expect you to:
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.
👩💻 Our stack
Sales
Marketing
Global
Slack, messaging platform
Metabase, business intelligence platform
Notion, collaboration platform
PayFit, payroll & compliance for french talents
Lattice, people success platform
