Account Executive

Gladia; Paris; Hybride; EUR 100 000 - 120 000; Plein temps

Avantages offerts par ce poste

Lunch vouchers

Sports allowances

Workstation allowance

Health insurance

Pension

Flexible vacation

Résumé du poste

Gladia, based in Paris, seeks an Account Executive to close deals in B2B API/SaaS space. You will map territories, understand client business needs, and sell value and ROI to engineers and IT leaders. You will work with Forward Deployed Engineers through complex cycles and forecast a clean pipeline.

Experience selling to enterprise buyers and a proven ability to hit targets are essential. This role is hybrid, with Paris office presence and US-driven growth.

Qualifications

• 3+ years of closing experience in B2B selling technical/API/SaaS products.
• Proven track record of meeting or beating sales targets.
• Ability to build and manage a sales pipeline and forecast accurately.
• Experience selling to engineers and IT decision-makers.

Responsabilités

• Run a rigorous, repeatable sales process across a range of company types and buyer profiles.
• Own the relationship map for your territory: existing accounts and aspirational logos.
• Build a deep understanding of each customer's business and the technical problem they're solving.
• Negotiate pricing and terms by selling value and ROI, not discounts.
• Expand reach and depth across your territory - grow existing accounts while landing new logos.
• Navigate complex, technical deals with resourcefulness, and know intuitively what it takes to get to close.
• Work alongside Forward Deployed Engineers in complex Sales cycles and Gladia evaluations
• Identify the real business drivers behind every opportunity, and qualify hard.
• Keep forecasting accurate and consistent - your pipeline is always clean.

Connaissances

B2B sales

API/SaaS sales

Closing deals

Pipeline management

Outils

MEDDICC

BANT

Description du poste

About Gladia

Gladia builds the

understands every conversation, turning voice into the world's most valuable data layer.Our API turns

About Gladia

Gladia builds the audio AI infrastructure behind the new generation of voice products. Our mission is to give every voice platform true conversational intelligence - the audio infrastructure that understands every conversation, turning voice into the world's most valuable data layer. Our API turns real-world conversational audio into accurate, structured, real-time output - powered by our proprietary Solaria ASR, across 100+ languages, with industry-leading latency. Hundreds of companies build their voice products on Gladia - from meeting assistants and voice agents to sales-enablement and contact-center platforms. We started in Paris, our growth is developer-led and heavily US-driven (and we're going after the US market hard). Headquartered in vibrant tech hubs like Paris and New York City, Gladia has entered exclusive negotiations to be acquired by OVH Groupe - Europe's leading cloud provider - with the plan for Gladia to operate as a fully autonomous brand and company.

We're Guided By Four Values

• Honest - Say the real thing, kindly.
• Smart - Work smart, ship fast.
• Builders - Own your scope, build to last.
• Caring - Support people, take pride in the craft.

Our Sales team targets and closes new business with Gladia's most strategic customers and prospects. As an AE, you'll uncover the challenges organisations ( voice agents, meeting assistants, contact-center platforms) face when they build and run Speech AI at scale and land the right Gladia solution for them. You'll sell a technical, usage or contract based API product to engineering and business stakeholders. Based in Paris. Reporting to Head of Sales.

The role

• Run a rigorous, repeatable sales process across a range of company types and buyer profiles - from developer-led teams to enterprise buying committees.
• Own the relationship map for your territory: existing accounts and the aspirational logos you want to win.
• Build a deep understanding of each customer's business and the technical problem they're solving.
• Negotiate pricing and terms by selling value and ROI, not discounts.
• Expand reach and depth across your territory - grow existing accounts while landing new logos.
• Navigate complex, technical deals with resourcefulness, and know intuitively what it takes to get to close.
• Work alongside Forward Deployed Engineers in complex Sales cycles and Gladia evaluations
• Identify the real business drivers behind every opportunity, and qualify hard.
• Keep forecasting accurate and consistent - your pipeline is always clean.

Who You Are

• 3+ years of closing experience in B2B, ideally selling a technical or API/SaaS product.
• Consistent track record of meeting or beating direct sales targets.
• You build your own pipeline - you can show the method, not just the results.
• Experience selling to engineers and IT decision-makers.
• Strong knowledge of sales methodologies (MEDDICC, BANT, or similar).
• Experience winning new logos in an innovative tech environment (SaaS, API, dev tools, IT infrastructure or similar).
• Collaborative problem-solver, with high standards, proactivity and genuine curiosity.
• Fluent in English; French a plus.

What Gladia Offers

• The compensation offered is based on seniority and experience, and would typically range from 100K to 120K OTE
• Hybrid work from our offices in the heart of Paris
• Lunch vouchers (approx. 200€/month)
• An allowance of 360€/year for your sports activities
• An allowance of 300€ for the adaptation of your workstation
• Health insurance (100% coverage) and a pension contract for you & your family
• Flexible vacation policy

We treat all candidates equally - if you're interested.