Head of Sales Development - B2B

Job description

OpenClassrooms makes education and career mobility accessible to everyone, everywhere. 🌎

We are the leading online education platform in Europe and Africa, offering fully-accredited online diplomas based on the skills of the future. We gather each month a passionate community of 3 millions of learners, both students and corporate users.

Welcome to the revolution of education ! #BecomeFutureProof

This is a new position in the Marketing & Growth Department, with direct report to the B2B Marketing & Growth director.

B2B is a strategic priority in 2021, with two focus: Learning solutions for Middle Market and enterprise (>1K employees) and Apprenticeships recruitment solutions for SMB.

The Business Development Representative (“BDR”) team is the prospection arm on the B2B market, with a major focus on strategic enterprise accounts. The team is growing to reach our ambitious business goals in 2021.

BDRs initiate exploratory calls and conversation with prospects to qualify business potential. They need to discover customer’s challenges and projects in HR (Learning & Development, recruitment) and communicate OpenClassrooms value proposition. If the prospect is a good fit, the BDR will schedule a discovery meeting with an account executive (handover meeting). The account executive will deepen the relationship and eventually close a deal with them.

BDRs work closely with growth marketing and account executive (sales team). They pair with account executives toc book meetings within an agreed list of companies. They are responsible for developing and qualifying revenue opportunities and sales pipeline within their assigned territories.

OpenClassrooms is seeking a Head of Sales Development to manage and drive the BDR Team. The ideal candidate is passionate about coaching and developing a team of BDRs. She/he will play a key role as she/he will manage this highly visible and motivated team that achieves individual, team, and organizational quotas. She/he will be a valuable contributor to the corporate sales strategy.

The BDR’s team is today composed of 5 team members and will grow further in 2021.

The Head of Sales Development will also bear individual sales quotas in 2021.


As a manager of the BDR’s team, you will:

  • Hire, train, and develop a team of BDRs.
  • Report on pipeline generation activity and forecast to senior management.
  • Motivate individuals and team to exceed objectives through coaching, regular communication of results, and creative incentives.
  • Regularly report and manage team/individual results - activity, opportunity quantity and quality, revenue.
  • Work closely with growth marketing defining campaign follow-up and reporting on lead quantity and quality.
  • Work closely with the Sales Management team and Reps to ensure we drive the pipeline needed to meet business requirements and growth.
  • Identify and make recommendations for improvement and innovation in the areas of the process, efficiency, & productivity.
  • Contribute thought leadership and best practice, both internally and externally, around human resource and digital transformation.
  • Continually assess telephone-mail-LinkedIn lead generation campaign and marketing program effectiveness to determine successful growth, investment areas, message optimization and decreased focus.
  • Meet individual, team, and organizational quarterly quotas

Job requirements

  • Outstanding customer-facing phone, writing, and listening skills in French
  • 5+ years of experience in a sales management or sales development management.
  • Proven track record of leading and motivating a highly effective internal lead generation team through coaching to consistently achieve pipeline contribution performance targets.
  • Good presentation and listening skills in English.
  • Outstanding communication, organizational and time management skills in French.
  • Process and metrics oriented.
  • Must be able to thrive in a very fast-paced and constantly changing environment.
  • Experience working with Salesforce.
  • Superb organization skills, attention to detail, and diligence with logging all activity in CRM.
  • Proven self-starter with the ability to work in a high-growth rapidly changing marketplace.

Desired qualifications:

  • Experience working with Outreach, Sales Navigator and contact database solutions
  • Understanding of HR function challenge and enterprise segment
  • Experience in B2B SaaS and education/training industry
  • Superior English communication skills, both written and verbal acquired in an international business environment


  • At least eight years of professional experience
  • B.A., B.S. Degree


Reports to B2B Marketing & Growth Director


The journey starts with a phone interview with Talent Acquisition Manager (20 minutes).

For the 1st round of interviews we plan face to face meetings with:

  • Hiring manager

For the 2nd round of interviews, you plan to:

  • Take a technical assessment (business or study case,…)

For the final round, we plan face to face with:

  • 2 Team members of the hiring manager
  • 2 or 4 peers from teams across the organization to discuss Culture and Values at OpenClassrooms
  • Meet with members of OpenClassrooms Board (1 hour) – for the Leadership role

If you reach the final round, you will be asked to provide us with 3-5 professional references contact detail.

Feel free to get the gist of who we are : https://openclassrooms.com/courses/how-do-we-work-at-openclassrooms


    • Pass Navigo paid by OpenClassrooms
    • Health insurance for free (“Mutuelle” monthly fee entirely paid by OpenClassrooms)
    • Meal vouchers (Employer contribution at the max authorized by law)
    • Access to gym for free (Gymlib paid by OpenClassrooms)
    • Unlimited days off and a 1.000€ premium once a year for 15+ days off taken
    • Access to remote working
    • A company MacBook
    • A work environment and a strong culture built on agility, openness, respect and high quality

👉 OpenClassrooms is a French hyper-growth company eligible to the French Tech Visa program. That means, for foreign candidates, benefiting from the accelerated procedure to apply for a "Talent Passport" residence permit. There is also a simplified "accompanying family" procedure available for spouse and dependent minor children.

More information here: https://visa.lafrenchtech.com/4/french-tech-visa-for-employees

👉 We value diversity and welcome everyone who wants to join us and make education accessible. We are at an exciting moment and we deeply believe that various backgrounds and experiences will lead to a better product for our students.

👉 Working at OpenClassrooms means joining a dynamic and stimulating team, take up challenges, meet awesome people every week, and change the world, a little bit, every day! 🌎