Head of Sales

Elba reduces frictions between IT teams and end-users, by making cybersecurity collaborative and accessible for everyone in an organization. Concretely, Elba continuously prepares end-users on security best practices, scan user-related security issues on SaaS application to make them visible, and fix them by notifying the end-user with a single click step-by-step remediation workflow so that it can be distributed with more business context.

At Elba, we are looking for a dynamic leader who can blend the strategic oversight of a head of sales with the hands-on, growth-focused approach of a commercial lead. This hybrid role is designed for someone who can drive immediate results while also laying the groundwork for long-term success.

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Year 1 milestone:

• Drive Elba to a successful Series A in partnership with the CEO.
• Expand our customer base from 100 to 200 clients.
• Recruit, build, and structure a high-performing sales team (6-12 account executives).
• Develop and implement a commission plan that incentivizes growth.
• Improve sales processes and increase the win rate across the board

1. Sales strategy & execution:
   • Design and execute outbound strategies to create new business opportunities.
   • Own the full sales cycle, from lead generation to deal closure, ensuring targets are met.
   • Take part in high-stakes deals when necessary to secure key accounts.
2. Team leadership & structuring:
   • Recruit, train, and lead a sales team, starting with 4 AEs and potentially expanding to 12 as the company grows.
   • Set clear targets, monitor performance, and drive the team towards achieving aggressive growth goals.
   • Create and refine sales processes, tools, and documentation to support the team’s success.
3. Strategic growth & market expansion:
   • Work closely with the CEO to prepare for and successfully navigate the Series A funding round.
   • Explore and develop new sales channels, including indirect and inbound strategies, to diversify revenue streams.
   • Play a critical role in expanding Elba’s footprint in Europe, adapting strategies to local markets.

• Experience: >7 years in enterprise sales, with a proven track record in SaaS. closing high-value deals and leading sales teams.
• Skills: Strategic thinker with a hands-on approach, excellent communication skills, and strong business acumen.
• Culture fit: Entrepreneurial spirit, team-oriented, and thrives in a fast-paced, high-growth environment.
• Location: Willing to work remotely or in Paris, with the ability to travel as needed.

• 30 to 45 min - Screening call with Rémi
• 45min - Call interview with Theo (CEO and co-founder)
• Home Case study preparation
• Simulation of the case + presentation
• On-site interview
• Ref. Checks