Hybrid Head of Sales, B2B

at Cafeyn

• Job title: Head of Sales, B2B
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Paris, France

About the role

• Head of Sales B2B at Cafeyn leading a sales team in digital content industries. Overseeing B2B sales strategy and execution to drive revenue growth.

Responsibilities

• Manage, coach, and develop the B2B Sales & Account Management team (7 people).
• Set clear objectives, territories/vertical ownership, and KPIs.
• Build a performance-driven culture with regular 1:1s, pipeline reviews, and skill development.
• Ensure strong collaboration between Sales and Account Management to drive renewals, upsells, and cross-sells.
• Improve retention, contract renewals, and average contract value over time.
• Deliver annual B2B revenue growth in line with budget, balancing new sales and renewals/upsells.
• Refine Cafeyn’s B2B value proposition versus competitors.
• Ensure consistent messaging, pricing logic, and packaging across all B2B verticals.
• Work closely with Product, Content, Finance, Legal, and Ops to ensure deals are sellable, profitable, and deliverable.
• Ensure strong CRM discipline: every opportunity clearly qualified, staged, valued, and with next steps documented.

Requirements

• 8+ years of experience in B2B Sales / Business Development, ideally in digital media, SaaS, content, or platform businesses
• Proven experience managing and scaling a Sales team, including Business Developers and Account Managers
• Strong track record of closing complex B2B deals with multiple stakeholders (procurement, legal, HR, CSR, IT, etc.)
• Solid experience with annual contracts, renewals, and upsell strategies
• Strong command of pipeline management, forecasting, and CRM discipline (HubSpot, Salesforce, or equivalent)
• Ability to combine hands-on senior BD execution with team leadership
• Clear understanding of pricing, margins, and deal profitability
• Excellent communication and leadership skills; able to influence internally and externally
• Fluent in French and English; additional languages are a plus

Benefits

• Classic package 🎓 We provide a Swile card for your meal vouchers, Sidecare health insurance, and a mobility package to reimburse your transport subscription.
• We have a partnership with Wellpass that gives you access to fitness classes and wellness activities for both exercise and relaxation as you want.
• You have an access to our mental health platform teale, where you can book appointments with your psychologist or monitor your mental health.
• We allow you to work remotely two days per week.
• We provide you with a VIP code for Cafeyn, giving you unlimited access to all content on our platform.
• We organize four office meet-ups per year.