Senior Account Executive – DACH

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

Benefits offered by this job

Remote-first across Germany

Quarterly bonus + year-end accelerator

30 vacation days per year

JobRad bike leasing

Company pension plan (bAV)

Job summary

Lobster in Germany is seeking a remote-first Sales Executive to drive new business and grow existing DACH accounts. You’ll manage a 2,000+ customer base, source new logos, and own the full sales cycle from discovery to close, engaging IT and business buyers in logistics and data integration.

You’ll operate in a fast-paced, low-politics culture with quarterly bonuses, flexible travel, and a strong emphasis on technical credibility and AI-assisted tooling to prioritize conversations that matter.

Qualifications

• 5+ years of closing experience in B2B software sales in a DACH context.
• German native or C1+ level with fluent English.
• Strong hunting and farming capabilities: open new accounts and grow existing books.
• Technical fluency to speak with IT managers and business buyers; experience with data integration/EDI is a plus.

Responsibilities

• New-logo hunting across Germany, Austria, and Switzerland, including closing deals.
• Own growth of the existing 2,000+ customer base in DACH; identify expansions and renewals.
• Conduct discovery and value conversations on data integration, EDI, and supply-chain workflows with IT and business buyers.
• Own the full sales cycle from qualification to close; manage your pipeline health and forecasting.
• Sell in a direct-only model with no channel hand-offs.
• Leverage AI-assisted tooling for company research and lead scoring to prioritize conversations.

Skills

New-logo hunting

Account growth

Technical credibility

Forecasting

German fluency

English fluency

Tools

CRM software

Data integration tools

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).

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


• 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

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.