Account Executive SaaS (PLM)

Lectra; Barcelona; Remote; EUR 60,000 - 90,000; Full time

Job summary

Lectra is seeking an experienced Account Executive for enterprise SaaS sales, focusing on Kubix Link. The candidate will prospect, acquire and close new business, define account plans and drive MEDDPICC qualification with presales support. Fluency in Spanish and English required; Portuguese is a bonus.

The position is remote with base in Barcelona and up to 50% travel within Iberia and France. Ideal candidates have 8–10 years in direct consultative sales of high‑value solutions, preferably SaaS,

Qualifications

• 8–10 years of direct and consultative sales of high value solutions, preferably SaaS and enterprise software.
• Experience and network in the Fashion industry is appreciated.
• Ability to hunt new opportunities and adapt to new environments.
• Prioritize actions to optimize account coverage and value of assigned accounts.
• Strong communication skills and a trusted advisor demeanor.
• Fluency in Spanish and English; Portuguese is a bonus.

Responsibilities

• Promote Lectra’s brands through regular visits to accounts and expand revenues.
• Define account plans with key contacts, figures and strategy.
• Apply consultative and Challenger selling to identify and drive opportunities using MEDDPICC.
• Manage SaaS sales cycle including demonstrations, proposals and closing.
• Achieve sales objectives by growing a robust pipeline across assigned accounts.

Skills

Consultative selling

Challenger selling

Pipeline management

Negotiation

Account planning

Forecasting

MS Office

AI in sales

Bilingual SP/EN

Tools

Copilot

Generative AI tools

Account intelligence platforms

Job description

Job Description

POSITION SUMMARY

We are looking for an experienced, energetic Account Executive with experience in enterprise software sales.

The primary function of this position is to perform the sales of our Software-as-a-Service (SaaS) solutions – mainly Kubix Link - by actively prospecting, acquiring and closing new businesses, using various combinations of the Lectra’s broad products and services.

Duties And Responsibilities

• Promote Lectra’s vision and increase the awareness of our brands on the market through regular visits to accounts
• Define a plan by accounts assigned to optimize the revenues potential: key contact definition, key figures, overall strategy and organisation of the customer, detailed action plan for developing the account, setting up priorities to maximize the value of the portfolio, etc.
• Apply consultative and Challenger selling methodology to identify and drive qualified opportunities:
  • Ensure the solution proposed is adequate to customers’ needs and that they are satisfied
  • Understand our customers strategy and anticipate their challenges
  • Create engagement, generate 4.0 needs and expand opportunities to identify and uncover unknown needs
  • Apply MEDDPICC qualification to ensure accurate forecasting
• Manage the cycle of high added value and technological sales, including Software-as-a-Service (SaaS) sales, delivery of services, training, consulting and recurrent maintenance contracts:
  • Opportunities detection (in cooperation with marketing), qualification and evaluation, by applying a consultative selling methodology
  • Solution definition based on customer needs, presentations and demonstrations in close cooperation with Presales Team to promote and demonstrate the added value of Lectra’s solutions
  • Quotation, proposal drafting, negotiation and closing in compliance with Lectra’s standard terms and conditions of contract
• Achieve and exceed sales objectives by developing the business through a constant pipeline built up with accounts assigned

PROFILE

We Are Looking For Ambitious And Curious B2B Account Executives With a Passion For Innovation. Our Ideal Candidate Will Have The Following Profile

• At least 8-10 years of experience in direct and consultative sales of high added value solutions, preferably in SaaS sales and enterprise software solutions
• Experience and network in the Fashion industry will be appreciated
• Ability to hunt new opportunities and adaptability to new environments
• Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the accounts assigned
• Experience in customer value proposition approach and capacity to engage the customer in meaningful dialogue through consultative selling methodology. Ability to understand customer strategy, ambition, challenges, processes, known and unknown needs and ultimately to build solutions with the customer
• Strong communication skills, diplomatic, tactful and adoption of a trusted advisor behavior
• Outstanding listening skills, to understand objectives and desired outcomes of the customers
• Ability to convince a prospect to accept the offer and close a deal
• Good command of MS Office (Power Point, Excel, etc.)
• Experience using AI-powered tools (e.g. Copilot, generative AI assistants, account intelligence platforms) to enhance sales performance and customer engagement
• Fluency in Spanish and English is required
• Portuguese would be a valuable additional language

TRAVEL

• The position is remote. Candidate should be based in Barcelona area ideally. Madrid can be considered as well. (Lectra office in Madrid)
• There will be 30%-50% of travel to customer sites in Iberia (Spain & Portugal) and Lectra offices in France (Paris/Bordeaux)