Sales Strategy & Operations

Founded in 2016 by Jean-Charles Samuelian and Charles Gorintin, Alan is the first digital health insurance in France since 1986.

As of today, Alan covers more than 300,000 members, representing over €160m+ of annualized revenue. We recently raised a further €183m in a series E funding round bringing the company’s total valuation to €2.7bn. The team is 500+ people and growing. We are also operating in Spain 🇪🇸 and Belgium 🇧🇪, and guess what: the best is yet to come!

At Alan, we have a set of cultural values that guide our approach to work such as:

- Members first. We put our members first, our team second, our shareholders third.

- Radical Transparency. We take all our decisions in writing and adopt a direct and honest style of communication.

- Personal & Team Growth. We are self-improving whilst helping others grow. We’re no ego-doers and we all edit the company.

💎 Underrepresented folks...

Science shows that you are less likely to apply if you feel you don’t have all the necessary prerequisites.  If this description matches where you are now or what you'd like to grow into in your next position, we encourage you to apply.

We strive to make our culture as inclusive as possible and believe both the company and its culture are strongest when composed of diverse experiences and backgrounds.

- We have an open salary & equity policy combined with a transparent career path: we base our people decisions on objective criteria.

- We have flexible working hours and leave policy.

- We trust people to work remotely

- We extended the length of parental leave and value this time as professional experience.

- We respect our coworkers gender identity and use their names, pronouns and agreements no matter their legal status.

You will be part of the Sales Strategy & Operations team whose main goal is to

- Define the strategy to achieve our growth and margin targets

- Deeply understand and be able to explain performance

- Enable one of the most effective Sales teams in the tech industry

The Sales Strategy & Operations team conducts critical strategic, data and operational projects designed to accelerate member growth (with a focus on member acquisition) and sales productivity. There are four main components to the work the community does

- Sales strategy and planning (incl. strat plan, target setting, territory design)

- Sales performance monitoring and explanation (incl. reporting, data model)

- Sales tools and processes (incl. the tech stack and its usage)

- Sales organization and capability building

Across all these areas we work very closely with the Sales and Account Management teams.

The scope of the role is European (France, Belgium and Spain for the time being).

Goals

Understand and monitor sales performance

Develop and monitor key business performance metrics

- Provide actionable business insights to Sales and Sales leaders  and other relevant stakeholders 

- Identify opportunities to continuously improve Sales performance

Build a deep understanding of Sales practices across the funnel through regular shadowing sessions and pipeline reviews

Design and implement initiatives to improve Sales effectiveness and efficiency at every step of the sales cycle, working closely with the Sales team, Sales Strat & Ops colleagues and other stakeholders. This includes

- Designing/ enhancing sales processes

- Designing/ contributing to design tool stack changes

- Designing/ contribute to designing and implementing  initiatives to scale up the capabilities of the Sales team 

- Contribute to the improvement of our CRM (Salesforce) with the help of our CRM manager

Ensure the scalability of our data infrastructure:

- Contribute to framing the main sales data infrastructure strategies

- Work with the data team to ensure sales acquisition is properly accounted for in the company’s data stack

- Ensure we have clear guidelines  at various stages of the sales funnel to ensure data consistency

- Ensure we maintain high data quality: limited duplicates, ensure key fields are being filled, ensure relevant values are collected etc.

Contribute to the definition of the sales strategy for the company:

- Identification of new market segments, sizing of the opportunity

- Define the sales organization to maximize results

- Territory building and targets calculation

- Deep data rigor, focused on bringing clarity based on deep insights

- Passion for getting close to the business and Sales team and understanding the operational details of their work, not just the strategic ones

- Great written and oral structure and communication 

- Excellent verbal and written communication skills

- 5+years of experience within a business strategy, sales strategy & operations, revenue operations or business finance function in a B2B company (preferably) or operational experience in investment banking, management consulting or private equity 

- Ability to build successful relationships with with senior business leaders and a broad range of stakeholders across Sales, Marketing, Product and Finance and be seen as a trusted advisor 

- Ability to communicating effectively with senior leadership

- Ability to deal effectively with ambiguity, work well under pressure, with a high degree of adaptability and flexibility 

- Ability to bring structure to ambiguous areas of opportunity

- Great Excel skills and SQL knowledge 

- Fluency in English 

🙌  Perks & Benefits

At Alan, we believe that being in good health is a basic need, and it starts with our employees. This is why Alaners are provided with a stimulating environment and perks for them to be happy, efficient and spend only high-quality time with co-workers. 

Therefore, we offer:

- Flexible Office. Amazing office space in the headquarters, sponsored co-working hubs or a full-remote experience for those who want, with home office equipment sponsorship.

- We reward fairly. Generous equity packages are completing your base salary.

- All the tools you need. Top of the range equipment: Macbook Pro, keyboard, laptop stand, monitor, and Bose noise-cancelling headphones

- Flexible vacation policy. Alaners can organize their time off as they wish.

- Delightful healthcare insurance. Extremely comprehensive health insurance - 100% of the contribution covered by Alan for you and your family.

- Transport. Country-specific commuter benefits

- Learning & Training opportunities. A very flexible Training policy at Alan, free books and budget to attend and speak at conferences if the opportunity arises

- Parental leave. Extended parental leave for all new parents.

Check out our Medium & blog for more info: https://medium.com/alan / https://blog.alan.com/