Sales Manager SMB (f/h/n)

At Hublo, we believe that a healthy society relies on safeguarding vocations. That is why, every day, we empower these callings to thrive under the best possible conditions through an HR management solution dedicated to organizing public and private healthcare facilities.

Today, 6,000 healthcare facilities and over one million professionals use Hublo to organize their daily schedules. As a certified B Corp and purpose-driven company ( entreprise à mission ), Hublo has been driven by a commitment to both impact and performance since 2016. In 2025, the company surpassed €30 million in annual recurring revenue (ARR), is profitable, and continues to experience strong growth.

The founding and executive team is backed by leading French investors (Five Arrows, Revaia, Bpifrance). Their support has notably enabled the completion of 4 acquisitions to provide a user-friendly, collaborative HR platform that supports the lifecycle of healthcare teams and patient care: recruitment, organization, and career development.

Hublo's true strength lies in its 200 employees. The team continues to grow, and every new hire matters.

Want to make a tangible impact on how the healthcare system operates while protecting the vocations of all its professionals? Let’s talk!

Your Role

As Sales Manager SMB (Account Management focus) , you turn Hublo’s existing client base into a key driver of revenue growth and product expansion.

You sit at the intersection of Sales, Customer Success and Product, ensuring account management becomes a core lever of Hublo’s revenue performance.

You lead Hublo’s SMB account strategy, enabling teams to rely on structured account development and embedding Hublo’s full product suite into client operations.

You ensure commercial initiatives translate into measurable revenue growth, retention and product adoption.

You report to Adeline (Head of Sales SMB) and work closely with Sales, Customer Success, Product and Marketing.

1️⃣ Define Hublo’s SMB Account Expansion Strategy

• Identify high-value expansion opportunities based on client segmentation, usage and revenue potential.

• Build a scalable account expansion roadmap aligned with revenue growth, retention and product adoption.

• Ensure each initiative is tied to clear business outcomes such as ARR expansion, churn reduction or product penetration.

• Position Account Management as a key driver of Hublo’s revenue strategy.

2️⃣ Turn Hublo’s Client Base into a Growth Engine

• Structure and activate the SMB portfolio to maximize upsell, cross-sell and pricing opportunities.

• Drive the expansion of Hublo Planning as a key growth lever across existing clients.

• Identify opportunities to increase account value through product adoption and value-based selling.

• Ensure a consistent and scalable approach to account expansion across the SMB segment.

3️⃣ Drive Revenue Expansion and Product Adoption

• Design account strategies addressing concrete client use cases such as workflow optimization, staffing efficiency or cost control.

• Ensure expansion initiatives are scalable, repeatable and measurable in impact.

• Collaborate with Sales, Customer Success and Product teams to embed expansion strategies into Hublo’s go-to-market.

• Support the articulation of product value and monetization opportunities across the client base. .

4️⃣ Build and Operate a Scalable Account Management Engine

• Design and maintain a structured approach to account management supporting reliable execution across the team.

• Oversee pipeline management, opportunity tracking and forecasting across the SMB portfolio.

• Ensure key metrics such as retention, expansion ARR and product adoption remain accurate and actionable.

• Develop the operational foundations required to scale account management performance.

5️⃣ Lead the SMB Account Management Organization

• Lead Hublo’s SMB Account Managers, ensuring strong performance and collaboration with Sales and Customer Success.

• Develop repeatable sales playbooks enabling consistent expansion across the client base.

• Promote a performance-driven culture and raise commercial excellence across the team.

• Act as a player-coach, combining team leadership with direct ownership of strategic accounts.

What we're looking for?

• 5–8 years of experience in B2B SaaS Account Management, Sales or Revenue roles.

• Strong background as a Senior Account Manager or Team Lead in SMB or Mid-Market environments.

• Proven experience driving revenue expansion through upsell, cross-sell and retention strategies.

• Strong expertise in sales processes, pipeline management and performance tracking.

• Ability to translate client needs into scalable commercial opportunities.

• Experience collaborating closely with Sales, Customer Success and Product teams.

• Strong leadership mindset with the ability to structure and scale account management.

• Business or commercial background preferred.

• Fluent in French and English.

What 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 85k€ to 95K€ 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.

Your Recruitment Process

• HR screen with Lucie (Senior Talent Acquisition) - visio 30 min

• Manager interview with Adeline (Head of Sales SMB)- Visio 1h

• Skill test interview with Paul (Head of Sales Enterprise) and Thibault (Senior Key Account) - On-site 1h15

• Cultural add  with Lucile (CRO) + Maxime (Chief Strategy Expansion Officer) or Benoît (Manager CSM) & 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.