Country Manager - France

Formalize; Paris; On-site; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation

Uncapped commissions

Market ownership

Proven playbook

Culture & leadership

Career progression

International team

Job summary

Formalize is a fast-growing SaaS scale-up with offices across Europe. The Country Manager for France leads regional expansion, localizes our proven commercial playbook, drives GTM strategy, and sets the pipeline and ARR targets.

You will report to the Regional Director and manage end‑to‑end performance across revenue, partner networks, brand positioning, and team development. You will also lead local hiring and foster a culture of ownership and customer centricity.

Qualifications

• Senior revenue leadership with a proven track record in B2B sales leadership and GRC/compliance related fields.
• Cross-functional leadership in a matrix organization across marketing, customer success and partners.
• Proven ability to scale a market from the ground up with P&L, forecasts and KPIs ownership.
• Entrepreneurial, hands-on mindset with ability to close deals and expand partner networks.
• Experience in an international scale-up, HQ extension in another country.
• Fluent in French and English for negotiation and value communication.
• Office-first workstyle to build an ambitious, collaborative team.

Responsibilities

• Building our regional expansion by localizing the playbook, driving GTM, pipeline forecasting and ARR targets.
• Reporting to the Regional Director and managing end-to-end performance across revenue, partner networks, brand, and team development.
• Ensuring customer success and retention by aligning product and GTM priorities with local regulations.
• Closing new business deals hands-on from inbound opportunities and cross-selling Whistleblower Software to Formalize GRC.
• Expanding partner channels by building relationships with consultancies, law firms and related associations.
• Representing Formalize at events and in media with Marketing to build credibility in compliance.
• Managing the local end-to-end GTM team from hiring to day-to-day performance and culture.

Skills

Senior revenue leadership

Cross-functional leadership

Scale a market

Hands-on closing

International scale-up experience

Fluent in French & English

Office-first workstyle

Job description

The Country Manager for France is the senior commercial leader responsible for Formalize’s overall success in this market.

You’ll be:

• Building our regional expansion by localizing a proven commercial playbook, driving GTM strategy, pipeline forecasting, and net new ARR targets.

• Reporting to the Regional Director and managing end-to-end performance across revenue, partner networks, brand positioning, and team development.

• Ensuring exceptional customer success and retention by translating local regulations into clear priorities for our product and GTM teams while adapting our value proposition to local customer and partner needs.

• Working hands‑on in closing new business deals from inbound opportunities and cross‑selling existing Whistleblower Software accounts into the broader Formalize GRC platform.

• Expanding our partner channel by building relationships with key industry organizations to help shape our products. E.g. consultancies, legal firms, auditors, and GRC-related associations as marketing and reseller partners.

• Representing Formalize at events and in media, working with the Marketing teams to build our credibility as a trusted voice in compliance through local campaigns and content generation.

• Managing your local end-to-end GTM team from hiring and onboarding to day‑to‑day performance and career development, role modelling a culture of ownership, customer centricity, and transparency in an international matrix organization.

Who is the Commercial Team?

The Commercial Team drives our strategic mission to expand Formalize’s footprint and accelerate growth across key markets. Working closely with cross‑functional teams across our offices, you will bring our solutions to new customers and directly contribute to our vision of becoming the leading Governance, Risk, and Compliance (GRC) platform empowering organizations to streamline compliance and operate safely, fairly, and efficiently.

What you’ll bring:

• Demonstrated senior revenue leadership with a proven track record in B2B sales leadership and expertise in GRC, compliance, RegTech, LegalTech, cybersecurity, or related fields across SME or mid‑market sectors.

• Cross‑functional leadership experience in a matrix organization, aligning local marketing, customer success, and partner functions to drive market success.

• Proven ability to scale a market from the ground up, ideally as an early leader in a country launch, with strong commercial judgment and ownership of P&L, forecasts, and KPIs.

• Entrepreneurial, hands‑on mindset that thrives on closing deals yourself while expanding partner and reseller networks with consultancies, law firms, and advisory partners.

• Experience working in an international scale‑up after a Series A or B, scaling a local team as an extension of the headquarters in another country.

• Professional fluency in French and English to communicate value and negotiate seamlessly with customers, stakeholders, and colleagues.

• Office‑first workstyle, enjoying working in our local office to build an ambitious and collaborative team spirit.

We offer you:

• Competitive compensation: An attractive compensation package consisting of a base salary based on experience and a commission structure based on your performance.

• Uncapped commission scheme: No ceiling on what you can earn if you outperform.

• Market ownership: The chance to build and own market success for one of Europe's fastest‑growing compliance platforms, with direct access to the leadership team.

• A proven playbook: Selling a product with strong customer satisfaction and a playbook already working across several European markets.

• Culture and leadership: An opportunity to shape our local office, nurturing a culture of supportive ownership, trust, independence, and strong team spirit.

• Continuous growth: Structured career progression through a transparent framework, biannual growth talks, and regular check‑ins.

• An international team: Regular team gatherings across our offices, including our annual Global Summit, where the whole company connects over strategic achievements and projects.

About Formalize:

Formalize is a tech company founded in 2021 with offices in Aarhus, Copenhagen, Milan, Munich, Madrid and Paris. Currently, we are a team of 200+ people from 30+ nationalities operating in multiple European markets and are one of the fastest growing SaaS scale‑ups. We thrive on ambition, deliver impact through pragmatism, and embrace passion and honesty. We are celebrating our wins, learning from our mistakes, and growing together as a team.

Our journey began within the whistleblowing compliance sector, highlighted by the award‑winning Whistleblower Software by Formalize, laying the foundation of our success story. Now, we have extended our expertise to a larger compliance universe, including data compliance, risk, and privacy. Our Formalize product helps companies to effortlessly navigate and stay ahead in the ever‑changing landscape of compliance. Our platform adapts to regulatory changes, continuously adapting to meet and foresee the evolving needs of our users, ensuring businesses remain compliant and confident in their operations.

Still curious? Read more about us here: About Formalize.