Team Lead AE Small Business

Why is this role so important to us?

With 900,000 customers in January 2026 (x3 in 2025), Pennylane is experiencing hyper-growth.

The sales team plays a crucial role in finding and signing new contracts.

In this context, the AE Small Business team handles prospects primarily from the website, who have started the self-signup funnel but did not complete the subscription.
Based on qualitative information, their goal is to sign them (partly directly by phone) to generate MRR. The current volume managed is 2,500 leads per month.

2026 Context

The Account Executive Small Business team is growing rapidly and structuring itself.

There will be an increase in the volume to manage, processes to implement, alongside a significant need for coaching (the team is almost entirely renewed, with relatively junior profiles in the closing part).

The team is growing fast and now reaches 10 people. To continue scaling without sacrificing the quality of management and coaching, we need a Team Lead AE Small Business who will take charge of 5 direct SBS, allowing Thomas to focus on the other 5 members, strategy, and overall team coordination.

How will you contribute to the project?

As a Team Lead Account Executive Small Business, you will manage a team of full-cycle AEs in the small business segment (0-5 employees). You will be responsible for the performance of your pod of 5 AEs, their skill development, and the achievement of collective MRR objectives.

What will your daily missions be?

Team Management

• Lead and develop a pod of 5 Small AEs

  • Lead team rituals (weekly 1:1s, weekly meetings, pipe reviews, sync points)

  • Train and coach SBS on methodology, qualification, and closing

  • Define and monitor individual objectives and contribute to collective objectives

  • Manage performance gaps and implement targeted support plans

  • Ensure work ethic/culture, team well-being, and retention

• Performance Management

  • Monitor key KPIs: activity volume, signed MRR, conversion rate, number of deals closed, lead processing speed - and ensure they are met

  • Analyze pod data via Salesforce/Metabase and identify areas for improvement

  • Report field insights and propose corrective actions

  • Participate in the sales effort by joining calls with the team

• Structuring & Continuous Improvement

  • Contribute to the continuous improvement of contacting and sales pitch

  • Test new approaches and share best practices with the entire team

  • Assist in the implementation and adherence to the sales policy

  • Collaborate with SDR, Marketing, Ops & Data teams to streamline lead transfer (quality, conversion), and optimize department operations

• Be a Field Representative

  • Relay product and commercial feedback to internal teams

  • Act as the interface between your pod and cross-functional teams (Care, Onboarding, Ops)
    

Profile Sought

Technical Skills

• Proven Sales Experience:

  • 3+ years of B2B (or B2C) closing,

  • Ideally in a high-volume, short-cycle, full-cycle context

• MRR/Closing Track Record: Proven ability to meet and exceed recurring revenue targets

• Management Experience: 1+ year of team management or TL/mentor experience (ideally 3-5 people) — strong operational and mentoring experience can compensate for experience without management

• Data-Driven: Comfortable with CRM tools (Salesforce), analytics (Metabase) and KPI management

• Industry Knowledge: An interest in the accounting, fintech, or SaaS sector is a plus
  

Interpersonal Skills

• Natural Leadership: Ability to lead a team, provide direct and constructive feedback

• Coach: Ability to analyze performance, build and follow action/coaching plans

• Sales Excellence: Phone confidence, active listening, ability to close quickly in a "low touch" context

• Rigor and Organization: Simultaneous management of multiple projects and 5 people

• Collaborative Spirit: Ability to work with cross-functional teams

• Adaptability: Comfortable in a high-growth scale-up environment
  

Personal Qualities

• Results Orientation: Ambition and desire to exceed individual and collective goals

• Pedagogy: Desire to train, impart knowledge, and help the team grow

• Proactivity: Ability to propose improvements to processes, messaging, and performance

• Resilience: Ability to manage a high pace (lead volume, MRR pressure) while maintaining the energy of your pod

• Coachability: Strong desire to learn and grow in a manager role
  

Recruitment Process

• First chat with the TA team — 30min (remote)

• Interview with Thomas Gérard, Manager AE Small Business — 1h (remote or in-person)

• Case study + debriefing with Thomas Gérard and Thomas Rochette — 1h30 (in-person)

• Final interview with Jacob Sulim, Head of Sales SMEs — 45min (in-person)

🇫🇷 Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to:
Our data policy

🇬🇧 Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to Learn more

🇩🇪 Personenbezogene Daten

Pennylane verarbeitet Ihre Daten, um Ihre Bewerbung zu bearbeiten und Ihre Eignung für die Stelle zu beurteilen. Sollte Ihre Bewerbung nicht erfolgreich sein, können Ihre Daten bis zu 2 Jahre ab unserem letzten Austausch oder dem Abschluss des Rekrutierungsverfahrens gespeichert werden, um einen Kandidatenpool aufzubauen und zu verwalten. Sie können jederzeit Widerspruch einlegen und die Löschung Ihrer Daten beantragen, indem Sie an Mehr erfahren

🇪🇸 Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to Learn more

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