Founding Sales

Role Overview

Licorne Society is tasked by a fast‑growing startup to bring on board its founding sales leader for a B2B SaaS platform aimed at procurement teams in Paris.

Key Details

• Location: Paris (Châtelet and Station F)
• Teleworking: 1 day per week (after 3 months)
• Start date: Q1 2026
• Contract: CDI – Full‑time
• Salary package: €35k–45k fixed + attractive variable (up to €25k uncapped) + €10k in BSPCE

Business Context

The startup’s SaaS platform enables enterprise buyers to digitise high‑value negotiations through dynamic, fast, and governed auctions. In 2025, the platform processed over €100M in negotiated volumes for major clients such as Safran, Bonduelle, and Kiabi. The company is fully funded (€2M raised) and profitable, with a 2026 goal of signing five new strategic customers and preparing for international expansion.

Responsibilities

Phase 1 – Hunter (≈80% of time)

• Own the full complex sales cycle (3–6 months) for mid‑to‑high‑value deals (€100k–250k ARR).
• Open doors to group buying directors at CAC40/SBF120 companies.
• Manage closing and strategic onboarding.

Phase 2 – Architect & Manager (≈20% of time)

• Refine GTM strategy, messaging, and ICP targeting.
• Within 6–12 months, lead the existing team (1 BDR intern + 1 BDR alternant) and scale their achievements.

Qualifications

• 2–5 years of experience in complex B2B sales (SDR/BDR or AE), preferably in SaaS.
• Results‑oriented mindset with comfort interacting with C‑level executives.
• Excellent verbal and written communication skills.
• Fluent English (international travel and US expansion planned).
• Desire for autonomy typical of an early‑stage environment with direct impact on overall strategy.

Compensation & Benefits

• Impact: Build the sales function from scratch.
• Uncapped variable: 5% of generated revenue up to €500k, then 10% beyond that.
• Equity: €10k in BSPCE upon entry.
• Growth path to a global leadership role as the company scales.
• Workspace: Central Paris tech ecosystem offices.

90‑Day Plan

• 0–30 days: Product immersion, optimise current sales process, clarify targeting.
• 30–90 days: Generate qualified pipeline, secure first buying‑director meetings, take operational ownership of the BDR pair.
• 3–6 months: Turn execution into a predictable machine, stabilize KPIs, prep for scaling.

Recruitment Process

• Fit Call (15 min): Intro with the CEO.
• Deep Dive (1 h in person): 30 min on roadmap/product with CEO + 30 min with COO or a BDR.
• Case Study: 5‑minute pitch to prepare and present.
• References: Contact two former managers.
• Final: 60‑minute session with an advisor.