Entrepreneurship in the territories: is it the right time?
At Hublo, we believe in the power of technology to transform the healthcare sector.
We envision a world where healthcare facilities are not just buildings, but thriving environments that inspire and support healthcare professionals.
To achieve this vision, we must first address a pressing challenge: helping healthcare institutions recruit, retain, and manage their workforce in a context of severe talent shortages.
This is why Hublo built a digital platform now deployed in 5,000+ healthcare facilities, used by 1,000,000+ healthcare professionals. After raising €22M in 2021, Hublo is scaling to become the leading HR SaaS & staffing solution for healthcare in Europe.
Today, with 200+ team members, Hublo keeps growing. Want to help us transform the healthcare system? Apply today!
Your role
The Head of Sales SMB drives Hublo’s growth by leading acquisition, retention, and expansion strategies in the SMB market. Overseeing Sales and Customer Success activities, this role has full ownership of the revenue chain and ensures strong sustainable growth, retention and long-term value creation. It combines strategic oversight with operational execution rigor, ensuring the teams are structured, empowered, and aligned to deliver outstanding results.
A key mission of this role is to scale SMB operations across all functions, by building automated processes and a high-performance culture that sustain Hublo’s growth at volume while keeping cost of acquisition at budget.
You will collaborate closely across functions to execute go-to-market strategies, while fostering a high-performance, customer-centric culture that accelerates Hublo’s ambitions.
Your mission
Client strategy and execution
- Define and execute high-volume prospecting and acquisition strategies tailored to the different segments of the healthcare and medico-social market.
- Scale cross-sell and upsell strategies, leveraging Hublo’s modular platform within existing clients.
- Ensure consistent application of our pricing framework, addressing legacy situations where needed and maintaining fair, value-based agreements with clients.
- Strengthen retention and renewal, by ensuring consistent adoption of specific value propositions and associated key features.
- Engage directly with key SMB clients and groups, acting as an executive sponsor when required.
Team enablement and performance
- Build and coach a large team (SDRs, AEs, AMs, CSMs), fostering high engagement, discipline, and performance.
- Design and roll out playbooks, rituals, and performance management frameworks adapted to SMB velocity and scalability.
- Ensure recruitment, rapid onboarding, enablement, and continuous training to shorten ramp-up times and boost results.
Cross-functional collaboration
- Partner closely with RevOps, Partnerships, Product, Content, Finance and Enablement to scale processes and align GTM strategies.
- Influence product roadmap through structured feedback loops on SMB needs and market signals.
- Collaborate with peers leading other verticals to ensure consistency, share best practices, and drive synergies across Hublo’s go-to-market approach.
Scalability and innovation
- Drive efficiency in sales and customer engagement through automation and AI.
- Ensure clarity and articulation of roles and responsibilities, avoiding gaps and overlaps
- Balance high-touch and low-touch approaches to scale effectively without compromising customer experience.
- Optimize operational efficiency while maintaining high-quality, personalized interactions.
Why this role matters ?
This is a newly created role: Hublo is moving from a functional, role-based structure to a verticalized organization.
The goal: to deepen our market expertise and align all functions within each vertical around a shared roadmap, driving growth, retention, and user satisfaction.
The SMB vertical you will lead includes:
- Institutions <150 beds,
- Small centralized groups (<5 hospitals or <20 medico-social structures),
- Decentralized networks of all sizes,
- A highly diverse client base: MCO, FAM, MAS, IME, SSIAD, SAAD, EHPAD, CMP.
This is a volume-driven, high-potential segment where success depends on new client acquisition, scalable processes, cross-sell, and pricing realignment.
What we're looking for
- 8–12 years of experience in B2B SaaS sales, ideally in SMB or transactional sales environments.
- Proven track record in short-cycle, high-velocity acquisition models and cross-sell/upsell strategies.
- Experience managing large commercial teams across SDR, AE, AM, and / or CSM functions.
- Strong expertise in scaling processes through data, automation, and playbooks.
- Structured and demanding leadership style, with energy and pragmatism.
- Full professional proficiency in French & English.
The experience we offer
- 🎯 Impact-first mission: our focus on the healthcare sector offers a purpose-driven career.
- 💶 Competitive compensation: a total salary package (fixe + commissions) ranging from 110k to 150K€ OTE per year based on your experience.
- 👣 Professional growth: a dynamic, human-scale structure that values initiative and dedication.
- 🌱 Responsible work environment: we are B-Corp certified, acknowledging our commitment to continuously grow and improve as an environmentally and socially responsible company.
- 🗼 Dynamic locations: our vibrant office on Rue de Paradis provides an inspiring setting.
- 🏡 Hybrid work policy: flexible work arrangement—up to 10 remote days a month.
- 🤲 Strong onboarding: a comprehensive program, guiding you through your initial weeks at Hublo.
- 💪 Team cohesion: build strong connections with colleagues through regular team events and an annual seminar, ensuring a connected and collaborative work environment.
We also care about your well-being with tangible perks:
- ⛑️ Benefiz healthcare insurance: 70% of it paid by Hublo
- 🥗 A Swile Card: Providing you with access to €11/day in meal vouchers, 50% covered by the company 🍱
- 🏋️♂️ Access to a variety of sports activities through our partner Gymlib🤸🏼🏋🏻
- 🚲 A Forfait Mobilités Durables: giving access to €520/annual for your bike, your navigo/veligo/velib’s subscription, etc.
Recruitment process
- HR screen with Pierre (Head of Talent Acquisition) - Visio 1h
- Manager interview with Lucile (Chief Revenue Officer) - Visio 1h
- Skill test interview with Lucile and Irwin (Chief Finance Officer) - On-site 1h30
- Cultural add with Antoine (CEO) + Jérémie (Head of User Care) & Team fit (2H00)
Hublo is engaged to create an inclusive environment for all individuals, regardless of ethnicities, gender, sexual orientation, age, ability, or background. During our recruitment process and internally, we enable equal opportunities and celebrate diversity.
We know that applying for a new job can be both exciting and intimidating, but don’t worry, we’ve got you. Our recruiting team will be on hand every step of the way.
