Founding Claap CSM

We're hiring our first post-sales leader. You'll work side by side with Claap’s co-founder & CRO, Pierre, on Claap's most strategic accounts, leading AI transformation projects at the executive level, driving expansion, and codifying our post-sales playbook from scratch. This is not a CSM job. It's not even a typical KAM job. It's a founding-team role that sits at the intersection of strategic account management, enterprise change management, and AI consulting. If you've been a top AE who got bored of cold outbound, a Solutions Engineer who wants to own the commercial outcome, an Enterprise CSM who's tired of inheriting playbooks that don't work upmarket, or a transformation consultant who wants to ship inside the product instead of writing slides about it, this is the job. About Claap Claap is the AI-native Revenue Intelligence platform for sales and revenue teams. What makes us different: we were the first platform in our category designed from day one to be used by both humans AND AI agents. Every customer conversation we capture is structured for two consumers: the rep who needs to act on it, and the agents (yours, ours, third-party) that need to feed on it to do their work. This matters because the biggest shift we see across our customer base, from Series B startups to enterprise customers like Infopro Digital, Didomi, Dash0, and Pelico, is the move toward collaboration between humans, agents, and software. Our customers' executives are under real pressure to deploy AI across sales, business development, and customer-facing functions. Claap is often the conversation-data backbone that makes those agentic workflows possible. We recently joined lemlist, giving us the ambition to build the AI-native revenue platform of the next decade. We're a small team. Every hire matters. This one matters more than most. Why this role exists right now Our deals are no longer "buy a notes-taker." They are strategic AI transformation projects with executive sponsorship, multi-quarter rollouts, and stakeholders ranging from the CRO to the CIO to the AI/Data team building agentic workflows on top of Claap. These projects share three traits: They are transverse. You're aligning sales, RevOps, IT, security, and an internal AI/data team that often doesn't yet exist when the project starts. This is change management as much as it is account management. AI maturity varies wildly. One customer has a Claude deployment with 40 internal agents and is asking deep MCP architecture questions. The next customer is still figuring out what RAG means. You need the range to meet both where they are. The technical bar keeps rising. As customers build agents that consume Claap data alongside data from HubSpot, Snowflake, Salesforce, and their own tools, your conversations with their AI/data leads need to be substantive, not surface-level. MCP, APIs, structured outputs, prompt iteration: these are working vocabulary, not jargon to fake. What you'll actually do You'll own a portfolio of strategic accounts (€20K+ ARR) and be measured on Net Revenue Retention, not tickets closed, not NPS, not "relationship health." Real expansion, real numbers. In your first 90 days you will: Take over 3 to 5 of Pierre's anchor accounts and run them end-to-end, including the AI transformation conversations with their CIO/AI lead Codify our 30/60/90 onboarding framework and our Mutual Success Plan template, turning what currently lives in Pierre's head into a written playbook the next hire can actually use Build the customer health scoring model to better anticipate potential churns Run your first scripted Executive Business Review with one of our enterprise customers Co-design with Product the agent-facing capabilities our largest customers are asking for After that, you'll: Own the expansion forecast and quarterly QBR cadence Lead the AI transformation conversations, from "how do we get our reps to adopt this" to "how do we plug Claap conversation data into the agents we're building in Claude, Mistral, Dust, or our own stack" Run weekly working sessions with strategic accounts: live configuration, methodology coaching, agentic workflow architecture, expansion conversations Be the bridge between customer AI/data teams and our Product team. Your insights will directly shape the roadmap and our MCP surface Who we're looking for You'll thrive here if you are: A builder, not a maintainer. You get energy from "no playbook exists, let's build one" and frustration from "follow the SOP." You've either started something (a function, a team, a company) or you can credibly point to processes you built where none existed. Commercially sharp. You've carried a quota or NRR target. You speak fluent ROI and business case, not just "customer love." You've structured at least one significant expansion or saved at least one significant churn, and you can walk us through exactly how. A change management operator. Our deals are transformation projects. You can land in a room with a sceptical CFO, an excited Head of Sales, an IT lead worried about security, and an AI lead with strong opinions, and leave each of them with clarity on the next step. You've led adoption rollouts before, and you know that the technical config is the easy 20%. Genuinely passionate about agentic AI. Not "have heard of MCP." Actually building things. You've shipped a workflow in Claude, Gemini, and more. You've written prompts you've iterated on. You can hold your own in a conversation with someone whose job is to build agents, discussing context windows, MCP servers, structured outputs, RAG architectures, evaluation loops. When a customer's AI lead asks "can your platform expose conversation data via MCP so our agents can query it?", you can answer the question and steer the conversation. Technically deep enough to be dangerous. You don't need to be an engineer, but you need to be the kind of person who configured your own HubSpot workflows, built a Notion system from scratch, or shipped a no-code agent that solved a real problem at work. APIs, webhooks, SSO, CRM custom objects, and Snowflake-style data architectures don't scare you. Methodology-fluent. You have an opinion on MEDDIC vs SPICED vs BANT. You've sat in on or run sales coaching cycles. You can challenge a Head of Sales on their own framework, respectfully but with substance. Calm under fire. When a customer opens with "I want to cut my contract by 50%, prove me wrong," you reframe to value instead of folding to discount. You absorb pressure rather than amplify it. Hard requirements 5+ years in B2B SaaS post-sales (KAM, Strategic CSM, Senior AE, or SE), at least 3 years carrying a revenue or retention number Hands-on experience with at least one agentic AI platform. Bring examples of what you've built Fluent English AND French (this is non-negotiable. Most of our enterprise accounts are French-speaking) Based in France (face-to-face meetings and workshops might be useful). Comfortable working in a remote-first environment (mix of in-office and remote-first people) Nice to have Background at a B2B SaaS company in scale-up mode (Series A to C) Experience leading enterprise software rollouts with formal change management Experience in CRM, conversation intelligence, sales enablement, or revenue ops tooling (HubSpot, Salesforce, Gong, Modjo, Chorus, Outreach, Salesloft, etc.) Familiarity with MCP, RAG architectures, or having shipped an internal agent at a previous company Built a CS or KAM playbook from scratch at a previous company Public writing, podcasting, or speaking on AI in sales / revenue operations What we offer The chance to shape a function, and a team, that doesn't exist yet, at the exact moment the entire category is being redefined by agentic AI A founding-team role with real ownership: title, scope Competitive base + variable structure tied to NRR (we'll share the band on the first call) Direct line to two co-founders (Pierre as your manager, plus Robin our CEO) A culture that ships fast, gives feedback honestly, and treats AI as a daily tool, not a buzzword A first-class tech sales stack and all the IT equipment you need to do your best work One week of team building per year with the entire company in 5 stars hotel Remote-first policy, with the office available whenever you want it Interview process We've designed this to test what we actually care about, not what looks good in a deck. 6 stages plus reference checks, ~5 hours of your time total (excluding case study prep). Screening call (30 min) with our TAM Victoire . Mutual fit on basics: motivation, scope, package, timing. Career deep dive (60 min) with Pierre (Claap’s Co-founder & CRO). A chronological walk-through of your career: every role, why you joined, what you owned, what you're proudest of, what you'd do differently, and why you left. We're looking for patterns of impact, ownership, and growth, not rehearsed STAR answers. Case study (60 min) with Pierre and Yann. We send you a 5-slide template in advance. You fill it in and present: a quick "About me," a customer story where you drove a real outcome, a deployment plan for Claap at your current company, your start plan for the first 90 days at Claap, and why you'd be a great hire. We're testing how you structure thinking, the depth of your stakeholder mapping, your AI transformation instincts, and how you handle pushback in real time. Vision & strategy call (30 min) with Robin (Co-founder & CEO of Claap). A conversation about Claap's direction, where you see the post-sales function going, and how you'd think about building it. Lemlist fit call (30 min) with Charles (CEO of lemlist). Reference calls (2) with people you've worked with. We talk to one manager and one peer or direct report. We ask about substance, not platitudes.