Head of Spend Management

Created in Lyon in 2016 by three French entrepreneurs, Agicap is one of the fastest scale-ups in Europe, with over 8000 customers, 550 employees and fast revenue growth (7x between 2021 and 2024). Agicap is part of the FT120, rewarding the most promising startups in France. We have raised €145M since our creation, with prestigious VC funds including AVP, Greenoaks, Partech and BlackFin, with a last round in November 2024.

Our ambition is to become the leader in all-in-one Treasury Management for SMEs and Mid-Market companies worldwide. What do we mean by all-in-one?

Historically, Agicap has been devoted to helping SMBs and Mid-Market companies to efficiently manage and forecast their cash flow. Cash is King and we believe it’s the best entry door to the CFO suite: high mission-criticality, low equipment rates, limited competition, and reasonable acquisition costs…

In 2022, we decided to go beyond the regular Treasury Management scope, by adding operational solutions that help companies improve their cash performance (reducing WCR, increasing financial result, etc.):

• Accounts Payable & Spend Management – automating the full payment process of a company to increase cost control and increase productivity
• Accounts Receivable – a client cockpit to reduce DSO and unpaid invoices

Spend Management has therefore become a strategic topic for us and a way to increase stickiness, retention and cross-sell revenues while diversifying our revenue streams.

And we believe it is the right moment to accelerate our go-to-market:

• Our product is now competing with Spend pure players
• Synergies with our core product are higher than ever
• The market is flourishing
• We just concluded a €45M funding round led by AVP

What do we include in Spend Management?

Our Spend Management product focuses on automating the full payment process of a company to increase cost control and increase productivity:

• Purchase-to-pay:

• Purchase Order Management
• Invoice Management
• Payment Automation
• Pre-accounting

• Physical & virtual cards management
• Receipt collection
• Budget Management
• Subscription Management

Directly reporting to the Global COO (ex-Mckinsey), you will be responsible for the development of our Spend Management product line at Agicap:

• Customer Acquisition:

• Generate additional revenue (subscription or interchange revenues) through new bookings
• Increase the adoption of Spend Management on our current customer base and improve equipment rate

• Reduce time-to-onboard and maximize value creation
• Increase the usage of cards to maximize interchange revenue by convincing them to switch most of their expenses on the cards (Marketing, Tech Subscription, Travel…etc)

In order to do that, we expect you to:

• Manage a team of 6 Spend specialists currently (either Sales or CS) in France and Germany
• Own Spend Management KPIs: Monthly Recurring Revenue, Expected Monthly Interchange Revenue, Monthly Interchange Revenue (Performance Management)
• Define and execute a performing go-to-market & pricing strategy that increases lead generation (outbound, field marketing, product marketing, etc.) and maximizes revenue
• Support team members on key prospect & customer interactions
• Work closely with the product team to identify product gaps and prioritize product roadmap
• Train other teams in the organization (especially in Sales & CS) on product, value proposition, best practices, etc.
• Centralize market & competition intelligence on Spend Management at the company level
• Own the relationship with our BaaS provider Swan in order to streamline processes and influence product roadmap

What are we looking for:

• 5+ years of experience in SaaS, incl. management of Sales oriented teams
• Understanding of the Spend Management market (former experience in a Spend Management player is a plus)
• Degree from a top business school, engineering school or university (Master’s level, Bac+5)
• Extra-ownership & result-driven: fight each month to achieve the targets
• Sales mindset and key Sales skills: prospecting, negotiating, closing, etc.
• Advanced communication skills (written, oral, visual) and ability to interact with multiple Teams (Product, CS, Sales, Marketing), understanding in depth their respective stakes
• ‘Doer’ mindset, eager to test and learn by him/herself
• Strong proactivity and willingness to try/dare new directions
• Ability to challenge (current processes and organization, requests coming from various Teams, own time allocation, finalized output…)
• Overall, strong fit with Agicap four values: Impact, Excellence, Team player and Humility

What we offer:

• An attractive salary package
• Swile meal vouchers
• New 1000 m² offices at Gare de Vaise (Lyon)
• A highly educational and empowering entrepreneurial environment with a lot of autonomy
• A daily challenge working with SME & Mid-Market leaders
• A dynamic and passionate work atmosphere with a true team spirit to help Agicap take off in France and then internationally

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