VP of Sales
VP of Sales
Posted on :
14-08-2025
Employer Active
1 Vacancy
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Job Description
Company:Primo
Role:VP of Sales (potential to evolve into CRO or COO over time)
Location:Paris based for now (if you know someone who matches everything but lives elsewhere drop me a message)
Language:English fluent/native
Work Policy:Hybrid in Paris.
Industry:SaaS / Endpoint & Identity Management
Product:Modern IT platform offering MDM EDR Identity Management and IT Service Management capabilities.
Local Team Overview
- 2 AEs (one RevOps focused)
- 1 inbound sales manager
- 1 freelance SDR
- 1 channel manager
- 1 CSM
- 1 sales engineer (also handles onboarding & technical support)
- 1 additional SDR and AE joining in September
- Target: 45 new GTM hires by year-end (could include PMM inbound CSM)
Role Scope
Sales Channels:
- Outbound (90% of current business)
- Inbound (10% historically higher)
- Indirect/MSP (nascent first deal signed)
AE Sales Motion:
- ACV: 1214K. Have been growing from 3K > 6K > 9K over the last 3 years. Strong upmarket flow
- ICP currently has around 125 employees can easily go up to 250
- Sales cycle: 45 days
- 45 meetings to close
- Channels: Email sequences (via Clay) cold calling enrichment discovery demo closing
- Strong payback ratio (1:3 CAC to LTV)
SDR:
- Outbound focus with structured intent workflows
- Cold calling plays a significant role
Key Objectives
Within 618 months:- Build and structure a best-in-class sales playbook demo flows and internal processes
- Scale and validate the indirect/MSP channel
- Expand into non-French markets with localized GTM motions (priority: EMEA)
- Increase % of full-platform adoption (MDM Identity AI)
- Drive product-led growth initiatives for low-touch sales (<10k deals)
- Hire develop and manage the GTM team to hit 300K/month new business (currently at 100120K/month)
Growth Path
- Potential to grow into CRO or COO role as the company scales
- Leadership team currently includes CEO and CTO (former founder of Luco scaled to 250 people)
- Significant strategic influence on GTM marketing and product feedback loops
Must-Have Experience
Biggest change: Needs to be in Paris relocation required. Also more focus on culture fit rather than industry background.New criteria:
- Proven sales leadership (not just top-IC): has led teams and built/ran GTM processes.
- sold comparable complexity to similar-level stakeholders
- Executive presence & clarity: explains past playbooks without confusion; crisp communicator.
- Smarts structure as a core signal (strategy-consulting background is a nice proxy not required).
- Early-stage mindset: hands-on resourceful comfortable building from zero. Can come from larger scale-up
- Paris-based or willing to relocate (co-location prioritized).
- Culture add/fit: low-ego collaborative fast feedback loops reliable follow-through.
Nice-to-Haves
- Direct experience managing or collaborating with marketing teams (SEO SEM content)
- Experience in identity management MDM or IT/security SaaS
- Familiarity with customer support orgs
- Background in data-driven experimentation and PLG strategy
Compensation
- Max OTE: 250K
- Base salary cap: 125130K
- Flexibility on structure depending on experience risk appetite and relocation
- Equity: Up to 4% for entrepreneurial candidates who optimize for long-term upside (preferred)
- Salary progression tied to Series A/B milestones
Hiring Process
- Intro call with CEO
- Call with senior sales team
- Onsite in Paris (includes case exercise lunch with team CTO sync)
- Final call with investor(s)
- Reference check and/or backchanneling
Feedback Loop
- Update longlist before Wednesday night 13/08
- Weekly syncs via scheduled calls
- Decision-making coordinated with Lars Martin Machiel
Required Experience:
Exec
Employment Type
Full-Time
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