Head of Business – France

Kiona; Paris; Sur place; EUR 70 000 - 90 000; Plein temps

Résumé du poste

A leading SaaS company is seeking a Head of Business for France to establish and grow their market presence. The role combines strategic ownership with hands-on sales execution. Responsibilities include managing the sales pipeline, executing local strategies, and collaborating cross-functionally. Candidates should have a strong background in SaaS or similar solutions, exceptional relationship-building skills, and fluency in French. Located in Paris or Lyon, this position offers hybrid work opportunities.

Qualifications

• Proven track record in sales pipeline management and revenue delivery in B2B environments.
• Experience in technically complex solution sales, especially in SaaS.
• Strong commercial acumen to translate technical solutions into business value.

Responsabilités

• Own full commercial performance in France, including pipeline development and revenue delivery.
• Execute and localise the go-to-market strategy.
• Build and maintain a strong, qualified sales pipeline.

Connaissances

Sales pipeline management

B2B sales experience

SaaS experience

Relationship-building

Fluent French

Professional English

Outils

CRM systems

Description du poste

Join Kiona as the first commercial leader in France, building and scaling the business through hands‑on sales and market development.

At Kiona, we build technology that helps reduce unnecessary energy consumption, CO₂ emissions, and waste in buildings across Europe. By connecting existing systems and making data actionable, we enable customers to make better decisions – at scale. We are a leading Nordic SaaS company delivering smart energy and building optimisation solutions that help reduce energy consumption, lower costs, and improve operational performance across building portfolios. By connecting to existing building systems, we enable real‑time insights, control, and scalable optimisation across complex environments.

With a strong presence across Northern Europe, we are now expanding into France and recruiting our first local commercial leader to establish and grow the business in the market, working across its portfolio of solutions.

Location: Paris or Lyon / France. (Hybrid)

Employment type: Full‑time

The role

The Head of Business is the senior commercial leader responsible for launching and scaling Kiona’s presence in France. This is a hands‑on role combining strategic ownership with operational execution, focused on building a sales pipeline, closing deals, and activating partners, while establishing a repeatable go‑to‑market model and driving sustainable revenue growth.

As the business grows, the role offers a clear pathway from market entry to scale‑up, with the opportunity to build and lead a larger local organisation and play a key role in Kiona’s expansion in France.

Key responsibilities

• Own full commercial performance in France, including pipeline development, deal execution, and revenue delivery
• Execute and localise the go‑to‑market strategy, ensuring the successful launch and driving growth of Kiona’s core solutions
• Build and maintain a strong, qualified sales pipeline with clear structure, CRM discipline, and accurate forecasting
• Lead key opportunities end‑to‑end, from prospecting and value positioning to negotiation and contract closure
• Identify, recruit, and activate local partners (e.g. integrators, ESCOs, solution providers), driving partner‑led pipeline and sales
• Develop and execute joint sales plans with partners and ensure ongoing engagement, accountability, and performance
• Represent Kiona in the local market through customer meetings, industry events, and partner interactions
• Collaborate cross‑functionally with central teams (marketing, product, operations) to ensure strong customer journeys and market alignment
• Act as the local leader, fostering a collaborative, high‑performance culture

Key requirements

• Proven track record of owning and delivering sales pipeline, deals, and revenue in B2B environments
• Strong experience in SaaS, software‑enabled, or technically complex solution sales
• Background in relevant industries such as HVAC, building management systems (BMS/EMS), energy management, or similar technical fields
• 5+ years of experience in leadership and management roles
• Demonstrated ability to combine hands‑on sales execution with building structure and scalable processes
• Experience working across both direct and partner‑led sales models, including partner development and management
• Strong commercial acumen with the ability to translate technical solutions into clear business value for customers
• Strong skills in CRM, pipeline management, and forecasting
• Entrepreneurial mindset with the ability to build and grow a market from an early stage
• Strong relationship‑building skills and understanding of the French market landscape
• Fluent French and professional English, with excellent communication and stakeholder management skills

About the Kiona Group

Kiona is a leading SaaS company with the vision to significantly impact the fight against climate change by offering the most innovative and cost‑efficient proptech platform on the market. With well‑proven solutions for integration and connectivity, Kiona helps customers achieve their financial and sustainability objectives by digitalising new and old buildings and their heating, cooling, ventilation, and refrigeration systems.