Team Lead Growth (up-sell and cross-sell) - Paris

Shine; Paris; Sur place; EUR 90 000 - 150 000; Plein temps

Résumé du poste

Shine is seeking a hands-on Team Lead Growth to own the commercial strategy behind upselling and cross-selling for our small business customers. You will build the playbook, coach the team daily, and drive tests into scalable revenue motions across multiple markets.

You will manage a call-first sales team, stay close to customers, and collaborate with RevOps to optimize CRM, routing, and dashboards. Fluency in English and French or German is essential.

Qualifications

• Led a high-performing, call-based commercial team with revenue targets.
• Built sales motions, playbooks, processes or teams from scratch.
• Skilled in handling objections, closing deals, and direct selling.
• Strong data-driven coaching using funnels, metrics and KPIs.
• Hands-on with CRM, phone tools, and BI dashboards.

Responsabilités

• Lead and build the Customer Growth team from hiring to coaching and development.
• Own upsell and cross-sell revenue across existing customers; identify new segments.
• Run the performance engine: manage activity, opportunities, upgrades, and revenue KPIs.
• Coach and improve the playbook; refine messaging and objection handling.
• Build commercial infrastructure with RevOps: CRM, routing, segmentation, workflows.
• Own forecasting and reporting: daily, weekly, monthly performance reviews.
• Stay hands-on with customers; lead by example across markets and cultures.

Connaissances

Team leadership

Sales management

Upselling

Cross-selling

Performance analytics

CRM proficiency

Phone-based selling

Market expansion

HubSpot

Aircall

Slack

Notion

BI tools

Outils

HubSpot

Aircall

Slack

Notion

BI tools

Description du poste

Shine is the financial copilot for entrepreneurs and small business owners. Founded by serial entrepreneurs Rico Andersen and Martin Hegelund, Shine is a leading European fintech unicorn on a mission to restore the joy of running a business, by ending wasted time on financial admin. Shine offers a connected solution for invoicing, accounting, payroll, business accounts, payments, and financing, meaning business owners can focus their energy on growing a healthy business, not held back by manual admin.

Part of something bigger

Today we’re part of Cegid, a European leader in cloud software for finance and accounting. Together we’re building Europe’s leading financial copilot for small businesses and their accountants. Shine already supports more than 400,000 small businesses. As part of Cegid, we now reach over one million small businesses and 15,000 accountants across Europe. We’re a multicultural team working from France, Germany, Denmark and the Netherlands, contributing to a wider European network that spans Spain, Portugal.

Your Hiring Experience Matters

Just as we respect our customers’ time, we respect yours. Your experience with Shine and Cegid should feel simple, transparent and genuinely supportive. If this sounds like somewhere you want to grow, we’d love to hear from you.

Your Role as a Team Lead Growth (upsell and cross‑sell)

You will own the people, the performance, and run the commercial strategy behind upselling and cross‑selling at Shine. This is a hands‑on leadership role: you’ll build the playbook, coach the team every day, continuously test new growth opportunities, and step into the most important customer conversations yourself.

What you’ll be doing day‑to‑day

• Lead and build the Customer Growth team: Own the full team lifecycle, from hiring and onboarding to coaching, performance management, and development. Set a high bar, create a strong performance culture, and help every team member get better.
• Own upsell and cross‑sell revenue: Take responsibility for the team’s commercial performance across the existing customer base. Identify new customer segments, use cases, and opportunities, build the pipelines to address them, and turn successful tests into scalable revenue motions.
• Run the performance engine: Own the daily operating rhythm and the KPIs behind it — activity, conversations, opportunities, upgrades, conversion rates, revenue, and more. Know where the funnel is working, where it is breaking, and what the team needs to do about it.
• Coach relentlessly and improve the playbook: Listen to calls, review pipelines, challenge deals, sharpen messaging, improve objection handling, and continuously raise the standard of execution. Turn what works into repeatable processes the whole team can use.
• Build the right commercial infrastructure: Partner closely with RevOps to continuously improve CRM setup, lead routing, segmentation, workflows, automation, dashboards, and the tools your team needs to perform at its best.
• Own forecasting and reporting: Provide clear daily, weekly, and monthly visibility into performance, pipeline, conversion, revenue, experiments, and risks. Turn the numbers into actions rather than simply reporting them.
• Stay a player‑coach: Take on difficult conversations, and new sales motions yourself. Test new approaches before asking the team to scale them. We believe the best sales leaders stay close to customers and close to the craft.

How You’ll Be Measured

• ARPU uplift on the base you work
• Upsell rate and cross‑sell rate per market
• Conversion rate per motion, and pipeline coverage

About You

• You have led a high‑performing, call‑based commercial team. You bring at least two years of experience managing sellers, account managers, or CSMs in a high‑volume, phone‑first environment — with a revenue or commercial target you were directly accountable for.
• You know how to sell because you have done it yourself. You came up through the craft, not around it. You are comfortable picking up the phone, handling objections, closing a deal — and you still enjoy doing it.
• You are a builder. You have created a sales motion, playbook, process, or team from the ground up. You are comfortable with ambiguity, fast iteration, and figuring out what works before there is a perfect blueprint.
• You are rigorous about performance. You think in funnels, activity levels, conversion rates, and revenue outcomes. You know the numbers behind your team’s performance and coach from evidence rather than instinct.
• You are hands‑on with the tools. You are comfortable working directly in HubSpot, Aircall, Slack, Notion, and BI tools. You can build a view, inspect a pipeline, and get to the numbers yourself without waiting for someone else to do it for you.
• You can lead across markets and cultures. You are comfortable managing people across different countries, products, and local contexts while creating one clear performance culture and operating rhythm.
• You communicate clearly and directly. Professional fluency in English and French or German, is essential.

Our recruitment process

• 30' call with Talent Acquisition
• 45' interview with Hiring Manager
• 60' business case presentation to highlight your skills and give you a hands‑on feel for the role
• A team introduction, followed by a soft skills interview based on personality assessments to see how we can best support your growth at Shine

What we offer

• Impact: This team is foundational to ensuring multiple aspects of Shine’s business is operating as the best on the market.
• Ownership: Join a team and help shape its mission just as it’s getting started, with support from experienced leaders.
• Innovation: Work in a dynamic, ambitious environment with space to grow and try our ideas and approaches
• Mission‑driven: Likes our mission to help entrepreneurs succeed by giving them better, smarter banking and administrative tools.

Equal Opportunity Employer

We follow the principle of equal treatment to consider all job applicants and do not discriminate based on their gender, sexual orientation, color, racial or ethnic origin, religion, disability, etc. as per applicable law.