Account Executive

LemClosers; Paris; Hybride; EUR 60 000 - 90 000; Plein temps

Résumé du poste

Dotfile cherche un Account Executive basé à Paris ou à Londres pour piloter le cycle de vente complet d’une solution SaaS de conformité destinée au secteur financier. Vous ferez croître le pipeline, présenterez des business cases et clôturerez des deals avec des décideurs C-suite.

Vous travaillerez en étroite collaboration avec Solutions Engineering et les équipes marketing pour affiner les propositions et les démonstrations, tout en gérant les objections et les cycles allant jusqu’à plusieurs

Qualifications

• Diplôme de niveau licence requis.
• Expérience en vente B2B SaaS souhaitée.
• Connaissance AML/KYC ou Risk management est un plus.

Responsabilités

• Gérer l’intégralité du pipeline et viser l’atteinte des quotas.
• Générer un pipeline outbound et nourrir des opportunités.
• Collaborer avec Solutions Engineering pour adapter les démonstrations et propositions.

Connaissances

Vente SaaS

Gestion du pipeline

Prospection outbound

Présentation exécutive

Formation

Licence/Bachelor

Description du poste

# Account ExecutiveDotfile ParisSaaSSee your match scorePosted TodayWork TypeOn-siteVerticalSaaSSourcearbeitnowLanguage French## About this roleAbout DotfileDotfile is building the AI-native Compliance Operating System for financial institutions. Our mission is to make compliance simple, safe and smart, helping financial institutions onboard customers, manage risk and operate globally.Compliance remains one of the most manual functions in financial services.While most institutions still rely on fragmented tools and human-driven workflows, we believe AI is enabling a fundamental shift toward autonomous compliance.Our ambition is to build Level 5 Compliance: software that can gather evidence, investigate complex situations, assess risk and execute defensible decisions under defined policies.Dotfile has grown into one of Europe’s fastest-growing compliance technology companies.Today, 100+ financial institutions across 15 countries rely on Dotfile for critical compliance operations, with a rapidly growing presence in the US.We recently raised our Series A from leading US and European investors and software operators.We’re now entering our next chapter: investing heavily in product and AI, expanding internationally, and building the team that can make Dotfile the global standard for compliance infrastructure.Role OverviewWe are looking for a dynamic and experienced Account Executive (AE) to join our Sales Team.The ideal candidate has experience selling to the financial services industry, a strong understanding of AML, KYC/B, or Risk Management, and a track record of working with a proven sales playbook.As one of the early sales hires, you will play a key role in shaping our go-to-market (GTM) strategy while actively engaging, nurturing, and closing opportunities across the EMEA region and beyond.The position is based in Paris or London.KeyResponsibilitiesHelp the company meet its growth targets by identifying, engaging, nurturing and successfully closing deals with new high-profile clientsDeliver compelling outbound Pipeline Generation strategies into your territoryWork with Solutions Engineering to tailor### Selling MotionProspectingOutbound-HeavySelf-sourced pipeline via cold outreachBuyer PersonaC-SuiteSelling to executive decision-makers### Requirements at a GlanceBachelor's Degree·Required### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## TagsSales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsAs an Account Executive with Dotfile, you'll own the entire revenue pipeline and be measured on quota attainment.Expect to work with recurring revenue models where customer retention is as important as acquisition.