Senior Account Executive – DACH

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

Benefits offered by this job

Quarterly bonus

Year-end accelerator

Remote-first across Germany

Learning and development budget

30 vacation days per year

Up to 20 days remote work from EU

Bike leasing

Company pension plan

Lunch subsidies

Lake Starnberg area office

Job summary

Lobster GmbH in Germany is seeking a remote-first Enterprise Software Sales professional to own the full sales cycle across Germany, Austria, and Switzerland. You will open new logos, expand an existing 2,000+ customer base, and build credible business cases for IT and business buyers.

You’ll work with AI-assisted tools, manage your own pipeline, forecast accurately, and travel circa 10% for in-person moments near the HQ in Tutzing. Fluent German and English are required.

Qualifications

• 5+ years of closing experience in B2B software sales across the DACH region.
• Experience opening new accounts and expanding existing books of business.
• Technical fluency to discuss data integration, EDI and supply-chain workflows.
• Ability to translate IT concepts into business value for non-technical buyers.
• German native or C1+ level with fluent English.

Responsibilities

• New-business hunting: source and close new-logo accounts across Germany, Austria and Switzerland.
• Own an existing account book in the DACH region and identify expansion opportunities.
• Conduct discovery and value conversations on data integration and EDI with IT and business buyers.
• Own the full sales cycle from qualification to close and manage your pipeline health.
• Direct, no-partner-model selling; own the relationship end to end.
• Utilize AI-assisted tooling for company research and lead scoring.

Skills

Closing experience

New-business hunting

Technical fluency

Platform/data integration

IT/business buyer communication

German + English proficiency

Job description

Position Overview: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. We encourage applications from all qualified candidates, regardless of gender identity.

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).

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

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 JobRadTeam evenings every Thursday, with refreshments covered by the company
• A company pension plan (bAV)
• Subsidised lunches and a modern office with a view of Lake Starnberg in Tutzing, for the days you're on-site

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