Senior Account Executive

Lobster; Deutschland; Remote; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Quarterly bonus

Year-end accelerator

Remote-friendly across Germany

30 vacation days

Bike leasing via JobRad

Lunch subsidies

Office with lake view in Starnberg

Job summary

Lobster is seeking a results-driven B2B software Sales professional for a remote-first role based in Germany. You will own the full sales cycle, prospect new-logo accounts across Germany, Austria and Switzerland, and grow an existing DACH customer base.

You will discuss data integration, EDI, and supply-chain workflows with IT and business buyers. You should have 5+ years of closing experience, demonstrate a blend of hunting and farming, and be fluent in German and English.

Qualifications

• 5+ years of closing experience in B2B software sales.
• Ability to open new accounts and grow existing ones.
• Technical credibility with IT stakeholders and business buyers.
• German native or C1+ level, fluent English.

Responsibilities

• Own full sales cycle from qualification to close.
• Proactively hunt new-logo accounts across Germany, Austria and Switzerland.
• Manage an existing account book and identify expansion opportunities.
• Engage in discovery on data integration, EDI, and supply-chain workflows.
• Forecast accurately and maintain your own pipeline health.

Skills

Closing B2B software sales

New business development

Technical fluency in IT

German language proficiency

Tools

AI-assisted tooling

Job description

This is a remote-first role based anywhere in Germany, with occasional travel (roughly 10% of your time) for in-person customer or team moments - proximity to our HQ in Tutzing is a plus, not a requirement.

You'll join a 15-person DACH sales team managing a shared base of 2,000+ existing customers, while also building new business from scratch. We need someone equally comfortable opening a brand-new account and growing one we already have - commercially sharp, technically curious, and credible with both IT stakeholders and business buyers.

You'll get to take ownership of

• New-business hunting: proactively sourcing and closing new-logo accounts across Germany, Austria and Switzerland - sourcing matters as much as closing here.
• An existing account book: owning and growing a slice of our 2,000+ customer base in DACH, spotting expansion and renewal opportunities alongside your new-business work.
• Technically credible selling: running discovery and value conversations on data integration, EDI and supply-chain workflows, engaging both IT stakeholders and business buyers like supply chain and logistics leaders.
• Full sales-cycle ownership: qualification through close, with accountability for your own pipeline health, forecasting accuracy, and ACV.
• Direct, no-partner-model selling: this territory is direct sales only - you own the relationship end to end, with no channel hand-offs.
• Staying sharp with AI-assisted tooling: our sales workflow uses AI agents for company research and a lead-scoring system, so you spend your time on conversations that matter.

We'd love to meet someone with

• 5+ years of closing experience in B2B software sales, with a track record you can back up - we check references and verified numbers, not just a good story.
• A genuine blend of hunting and farming: you've opened new accounts from scratch, and you've grown an existing book - not just one or the other.
• Technical fluency: comfortable in front of IT managers, EDI owners and integration leads, and able to translate that into a business case for a non-technical buyer.
• A platform or data-integration background is a strong plus over point-solution SaaS experience - the independent, use-case-driven selling here is a different motion.
• Domain exposure to logistics, manufacturing or retail is a nice-to-have, not a requirement.
• German native or C1+ level, with fluent English (our internal working language; HQ in Germany).

You can look forward to

• A personal, 100% individual quota - no team target to hide behind, and no partner deals to lean on either.
• A fast, low-politics culture that rewards performance quickly: a quarterly bonus plus a year-end accelerator.
• Remote-first flexibility across Germany, with purposeful travel rather than a fixed office routine.
• A genuinely technical product to sell - not another horizontal SaaS tool.
• A personal learning and development budget
• 30 vacation days per year
• Up to 20 days of remote work per year from any EU country
• Bike leasing through our partnership with JobRad
• Team evenings every Thursday, with refreshments covered by the company
• Subsidised lunches and a modern office with a view of Lake Starnberg in Tutzing, for the days you're on-site

Lobster is an equal opportunity employer. We are committed to fostering a diverse and inclusive environment where empathy and respect guide our interactions.

About us

Lobster is the go-to data integration platform for complex, multi-party supply chains. It connects suppliers, partners and systems across EDI, APIs, legacy databases, AI and more - with 90+ pre-built connectors, 2000+ customers and 20 years of supply chain expertise. Lobster empowers teams to build their own integrations with visibility and control at every step. Data gets enriched along the way, using workflows, exception handling and human input where needed. Purpose-built for logistics, manufacturing and retail, Lobster helps organizations reduce integration complexity, respond faster when requirements change, and keep their supply chain data flowing as operations evolve.