Head of Sales

About Dastra

Dastra is a B2B SaaS platform dedicated to data protection, compliance, and AI governance.

Our mission is clear: Make data protection an operational reality, placing trust at the heart of ETI & large account strategies.

We help organizations manage their risks to innovate by transforming complex regulatory obligations (PRIVACY, AI) into simple, concrete, and actionable processes.

The Role

In a context of growth and structuring of our commercial organization, we are looking for our future Sales Manager to support and grow our Sales team.

You will initially take responsibility for our New Business France team, composed of 6 Account Executives, with a scope that will evolve progressively.

Your mission: drive collective performance, develop the team, and support them on the most complex B2B SaaS sales.

Above all, we are looking for a manager who is highly operational and close to the field: someone who enjoys coaching, challenging, sharing their methods, and getting directly involved in strategic deals.

You will carry the team's collective objectives, without individual sales targets.

Manage & Develop the Team

• Manage and coach a great team of Sales AEs daily

• Adapt your support to different profiles and levels of autonomy

• Develop the team's skills in sales methods and techniques

• Establish the right pace, level of rigor, and performance culture

• Be present in the field and support Sales during key moments of the sales cycle

Drive Commercial Performance

• Deploy an ambitious growth strategy

• Carry the team's collective ARR objective

• Manage the pipeline, from creation to follow-up

• Be responsible for the forecast and its reliability

• Track and analyze commercial KPIs (Activity volume, average deal size, win rate...)

• Identify levers for improvement and contribute to optimizing the team's commercial performance

Support Complex Deals

• Challenge sales and closing strategies,

• Support the team on strategic deals, multi-stakeholder sales, and tenders,

• Contribute to the continuous improvement of commercial practices,

• Provide expertise and support to the team in complex situations.

You will work closely with our CRO on commercial strategy and business development. You will also be expected to be a proactive contributor, capable of challenging the status quo and helping to evolve our Sales organization.

The Ideal Candidate

• You have solid experience in complex B2B SaaS sales, particularly with ETIs and/or Large Accounts

• You have demonstrated very good commercial performance, which you can explain through precise KPIs

• You already have a successful first experience in management or team leadership (minimum 5 people)

• You are proficient in managing a sales team: activities, pipeline, forecast, conversion, win rate, objective achievement…

• You are used to complex sales cycles involving multiple stakeholders

• You have already participated in tenders

• You are comfortable in English (C2 level)

• Experience in cybersecurity, Privacy, Compliance, or data governance will be a significant plus

Beyond your background, we are primarily looking for someone who enjoys making a team win: an energetic, demanding, and results-oriented profile, with a genuine passion for coaching and knowledge sharing.

You can see the big picture while remaining very hands-on. You are a good listener, humble, collaborative, and capable of challenging with well-reasoned arguments.

Why Join Dastra?

• Take operational responsibility for the performance of our France Sales team

• Have a truly hands-on management role, in contact with teams and deals

• Actively participate in the structuring and evolution of our commercial organization

• Work on complex B2B SaaS sales to ETIs and Large Accounts

• Evolve in a field at the intersection of Data, Privacy, Cybersecurity, and AI

Conditions

• Gross salary package/ year, depending on profile and experience

• Paris 1st / Hybrid remote work

• 5 weeks of paid leave + 10 RTT days

• Meal vouchers + company health insurance

• 1 seminar per year + team buildings

Recruitment Process

1. HR Interview with Julia – background, performance, management, motivations, and fit

2. Job Interview with Romain, Co-founder & CRO – Sales expertise and situational exercises

3. Use case + interview with the other co-founders – team management and performance driving

4. Reference checks

5. Meet the Sales Team

6. Final discussion

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