Thibault Lemaitre

Head of Account Executive

Pennylane

Feb 2026 - Current (7 months)

Leading a team of 18 Account Executive through direct management of 2 full-time sales managers, with full responsibility for new business revenue generation across SMB and Mid-Market segments, direct & indirect channels. Scope includes second-line leadership, quota delivery, hiring strategy, performance management, forecasting accuracy, and sales execution in a high-growth fintech environment. Core responsibilities: • Leading and developing sales managers to drive consistent frontline execution • Owning team performance across multiple sales pods • Hiring and scaling management and individual contributor talent • Strengthening deal inspection, coaching quality, and pipeline discipline • Leading multiple strategic projects • Partnering wit

Sales Manager

Pennylane

Mar 2023 - Feb 2026 (3 years)

Pennylane is the first all-in-one software bringing together financial and accounting management for SMBs. Pennylane is backed by top-tier VCs (Sequoia Capital, DST Global, CapitalG, TCV...) and is trusted by more than 1 000 000 SMB in France and 6 000 accounting firms. My mission is to ensure that my team's BP is reached and overtaken while leading and driving structural changes that align with Pennylane's priorities and vision. From 10M€ to 100M€ ARR. From 200 to 900 employees • Recruited and led a team of 1 Team Leader and 9 Account Executives in charge of closing SMB & Mid Market deals (6 to 500 employees) • Restructured sales organization through team specialization • Implemented sales coaching routines (individual & collective) • Led

Enterprise BDR Manager

Maki People

May 2022 - Mar 2023 (11 months)

Maki People is a seed-stage startup aiming at making recruitment processes simpler and more objective for Enterprise businesses thanks to a disruptive SaaS and AI agentic skills assessment solution. I learned how to build a BDR strategy from scratch on an Enterprise market, do's & don'ts when launching prospecting initiatives worldwide, test/learn/adapt fast, great growth strategies thanks to brilliant growth people. Also discovered pre-product market fit startup environment in a low funding period. From 0€ to 1M€ ARR. • Recruited, coached and managed the BDR team (1 US BDR and 2 French BDR) • Designed and implemented French and US Expansion prospecting strategy, collaborating closely with Growth team • Contributed to product market fit a

SDR Manager

PayFit France

Jul 2021 - May 2022 (11 months)

PayFit simplifies and automates payroll and HR processes for SMBs all around Europe. Payfit's mission is to support the digital transformation of HR management through a growing range of product and services. I learned how to manage and coach a junior SDR team focused on outbound prospecting and its specificities regarding lead generation, upper-funnel pipeline management and hyper-growth in a SDR/AE/CSM sales organisation. Also learned how to leverage data to significantly improve key metrics. From 20M€ to 40M€ ARR, from 400 to 600 employees. • Recruited, coached and led a team of 9 outbound SDR (team creation) • Scaled organisation and processes to improve department's efficiency (80 persons) • Monitored team's performance and set-up ac

Sales Manager

Doctolib

Jul 2018 - Jul 2021 (3 years 1 month)

My mission was focused on learning team management of a full sales cycle team (while keeping individual sales targets for 6 months), growing my coaching skills and growing revenue of my business unit in a fast-growing environment. From 10M€ to 100M€ ARR, from 150 to 2000 employees. • Recruited, coached and led a team of 6 sales reps • Grew business by closing own deals and supporting team so as to overtake targets: # of customers x5 in 3 years (+3,5M€ ARR), 110% average target achievement • Set-up sales/management best practices and routines to improve sales organisation, conversion rate, number of meetings, new joiners' onboarding, etc... • Led sales trainings at a company level on a quarterly-basis (40 sales reps) • COVID-19 crisis manage

Field Sales Executive

Doctolib

Aug 2017 - Jul 2018 (1 year)

Doctolib is the leading ehealth company in Europe and offers doctors and hospitals a software solution with a full range of services to help improve the efficiency of their operations, provide their patients with a more seamless experience, find new patients, and collaborate with other doctors. Doctolib also allows patients to find nearby healthcare professionals, book / manage appointments online 24/7, have remote medical consultations via video and receive a digital prescription in their online account. As this role was my first sales job, I learned sales basic hard skills (sales technics, pipeline management, negotiation, account management, growing network through recommendations...) but also mandatory sales soft skills (grit, organisa

Revenue Management Analyst

British Airways

Apr 2016 - Sep 2017 (1 year 6 months)

The scope of my activities was focused on maximising revenue through pricing and inventory management of 9 Eastern European and 2 domestic routes (worth £150m yearly) from/to London Heathrow. 🔸PRICING & INVENTORY MANAGEMENT + Developed strategies to offer the right fare and address various market segments + Set-up fare ladders and optimisation rules to react to market trends + Worked closely with Sales & Marketing departments to launch tactical fares when needed 🔸MARKET ANALYSIS + Analysed route performances, competitor threats and adapted strategies accordingly + Created and developed reports thanks to multidimensional analytics tools + Sized market and forecasted demand of system-ranged flights (~19,000 flights) + Maximised yield oppo

Assistant Product Manager

Air France

Jan 2015 - Jul 2015 (7 months)

The medium-haul "Customer Experience” department is in charge of improving in-flight offers to provide customers with the best travel experience. My missions were focused on the medium-haul offer renewal leading to a significant customer satisfaction improvement in both Business and Economy cabins. Medium-haul business unit: 72 aircraft, 2.6bn€ revenue, 20.5m passengers/year 🔸MARKETING + Defined medium-haul inflight offer and implemented its evolutions + Analysed ancillary revenues indicators and led a competitor analysis of semi-flex fares + Participating in meetings dealing with cabin change, advertising, catering… + Brought to life customer meetings in order to test in-flight product renewal 🔸COMMUNICATION + Organised a “Google St

Assistant Sales Manager

Airbus

Jul 2014 - Dec 2014 (6 months)

The Simulation Products department (Airbus GO5) is in charge of providing data, software, parts and equipment to customers (airlines and simulator manufacturers). The scope of my activities was focused on simulation products sales and marketing. 🔸SALES + Prepared commercial offers and contract drafting + Participated in negotiations with customers being airlines and simulator manufacturers + Prepared key performance indicators and reports using SAP software + Designed a sales and profitability forecast model + Managed the outstanding debt of a key accounts portfolio 🔸MARKETING + Led a market study allowing to identify potential customers for a new offer + Identifies market drivers based on a technical analysis and building a sales argu

Logistic Manager - Toulouse Business School Admission Period

Toulouse Business School TBS

Apr 2014 - Jul 2014 (4 months)

Toulouse Business School enters new students after a national competitive exam. Succeeding the written exam, students then have to pass the oral examination during an "Admission Period". The "Admission Period" occures from June to July and consists in welcoming applicants to Toulouse Business School admission exam. 🔸PROJECT MANAGEMENT & TEAM LEADERSHIP + Organised the arrival of 3,500 applicants to the Toulouse Business School entry exam + Led and managed a 40-people team + Organised the haulage of the applicants by planning schedules of 15 drivers on a daily basis + Allocated accomodations to the applicants

Marketing Manager Assistant

Cora

Jul 2013 - Dec 2013 (6 months)

Cora is a retail group owning 59 branded hypermarkets in France. Within Cora central purchasing, I worked as Marketing Manager Assistant for 3 product families. 🔸MARKETING + Competitor analysis of prices, product layout and determining pros and cons of competitors + Sales and profitability analysis in order to set up strategies (using Qlikview software) + Contributed to changing the layout of the aisles to develop product attractivity + Adopted a "customer point of view" in order to match with what best fit customer expectations

Business Developer

Le Petit Tou

Sep 2012 - Jun 2014 (1 year 10 months)

"Le Petit Tou" is an association editing each year the free city-guide of Toulouse. It aims at promoting the best shops of Toulouse, allowing them to thrive their businesses. The 2012 edition was awarded "best French city-guide". The 2014 edition was printed at 115,000 copies (+65% compared with 2011). The association was awarded respectively 9th and 5th best French student association in 2013 and 2014. 🔸SALES & MARKETING + Prospected and negotiated with key accounts for the fund of the guide (budget: 110,000€) + Maintained and grew partnerships with restaurants and other shopkeepers + Participated in building the commercial strategy and business plan + Led a study in order to size business impact of an ad insert into the guide + Com

Telephone Swichboard Employee

BNP Paribas

Jul 2010

+ Customer follow up (around 1,000 calls per month) + Telemarketing by using customer database Skills needed and developed: good telephone speaking, communication skills, determination

Thibault Lemaitre

About

Detail

Timeline

Résumé