Account Executive

Volta software; Paris; Sur place; EUR 90 000 - 150 000; Plein temps

Résumé du poste

Volta in France is seeking an Account Executive to own the full commercial cycle for mid-market B2B distributors, wholesalers, and brands, with opportunities from SDR/marketing and self-sourced leads.

You will travel across France for client visits, demos, trade fairs, and events; build business cases, manage POC, and drive ARR expansion. Fluent in English; 5+ years in B2B SaaS; comfortable with complex buying committees and ROI-driven conversations.

Qualifications

• 5+ years as Account Executive in B2B SaaS with a track record of new business.
• Generated a meaningful portion of own pipeline through field activities and outbound.
• Experience structuring business cases and presenting ROI to senior stakeholders.
• Demonstrated land-and-expand motions with post-signature ARR growth.
• Field-oriented: in-person meetings, events, demos, and travel across France.

Responsabilités

• Full-cycle pipeline ownership from discovery to signature, including negotiations.
• Sell to multiple stakeholders: C-level sponsors, commercial directors, IT managers.
• Design and run POC phases with defined success criteria and KPIs.
• Build business cases and ROI tools to help buyers gain internal alignment.
• Navigate procurement: legal review, IT validation, security, and approvals.
• Drive revenue expansion with upsell/cross-sell opportunities post-signature.
• Maintain field presence: visits, dinners, demos, and participation in trade fairs.
• Provide GTM feedback and field insights to refine ICPs and playbooks.

Connaissances

Full-cycle ownership

Multi-stakeholder selling

POC & ROI

Land & expand

Procurement navigation

Field-based selling

English fluency

Description du poste

You will own the full commercial cycle at Volta in France. Your pipeline comes from two sources: qualified opportunities handed off by our SDR and marketing teams, and deals you open yourself through field presence, events, your network, and outbound initiatives. You sell to mid-market B2B distributors, wholesalers, and brands (€20M–€500M revenue), with average deal sizes of €30K–€150K ARR and sales cycles of 2–6 months. You navigate buying committees that include operational directors, IT, and C-level sponsors.

Beyond closing deals, you will help build the playbook: at Volta’s stage, the best AE is also a GTM thinker who brings structured feedback from the field and helps shape how we sell. You are a field-oriented seller: prospect visits, client dinners, on-site demos, and trade fairs are central to how you work.

Key responsibilities

• Full-cycle pipeline ownership. You generate a meaningful share of your own opportunities through field presence, events, and targeted outbound, and you close what SDR and marketing bring in. From first call to signed contract: discovery, demo, negotiation, and signature.

• Multi-stakeholder selling. You engage and align multiple decision-makers simultaneously: C-level sponsors, commercial directors, IT managers. You adapt your message to each persona and manage the dynamics of a complex buying committee.

• POC and pilot management. You design and run structured proof-of-concept phases: defining success criteria upfront, tracking KPIs throughout, and converting pilots into ARR with a clear land-and-expand logic.

• Business case and ROI structuring. You help prospects build the internal case for Volta. You translate operational pain into financial impact and give buyers the tools to champion the project internally with their CFO or COO.

• Procurement navigation. You manage complex buying processes end-to-end: legal review, IT validation, security assessments, and multi-level sign-off. You anticipate blockers early, keep momentum through long approval chains, and equip internal champions to drive the project across the finish line.

• Revenue expansion. You own the commercial relationship post-signature on your accounts. You identify upsell and cross-sell opportunities, run structured business reviews, and convert initial land deals into growing ARR. Expansion is not an afterthought; it is part of how you hit your number.

• Field presence. You are physically in the market: prospect visits, client dinners, industry trade fairs (cosmetics, professional distribution, medical devices), and on-site demos are central to your approach.

• GTM contribution. You feed the team with structured insights from the field: objection patterns, ICP refinements, competitive signals, and what is needed to close faster. At this stage, your feedback shapes the playbook as much as you execute it.

Must have 5+ years in an Account Executive role in B2B SaaS with a demonstrable new business track record. You can talk quota attainment, deal sizes, and cycle lengths with specifics, and you’ve owned the full cycle from first call to signed contract.

Self-starter on pipeline: you have generated a meaningful portion of your own business, not only closed what was handed to you.

Experience structuring business cases and demonstrating ROI with operational and financial stakeholders. You know how to make the CFO or COO say yes.

Proven track record with land-and-expand motions: you have grown accounts post-signature and can demonstrate expansion ARR as part of your quota attainment.

Field-oriented: energized by face‑to‑face selling, comfortable travelling regularly across France for meetings, events, and on‑site demos.

Genuine interest in AI: you follow the space, use AI tools daily, and can hold credible conversations about automation and operational transformation with senior decision‑makers.

Entrepreneurial mindset: you have thrived in early‑stage or scale‑up environments where you helped build the commercial approach, not just execute an existing playbook.

Fluent in English, our internal working language across Paris and Milan, and comfortable operating day‑to‑day in an international, multicultural environment.

Nice to have

Sector experience in distribution, wholesale, manufacturing, or cosmetics. Experience selling AI or workflow automation products, including familiarity with the specific objections around data security, change management, and integration complexity.

Structured sales methodology: MEDDIC, MEDDPICC, SPIN, or equivalent. Existing network in cosmetics, building materials, or medical devices distribution.

At Volta, we believe diversity makes our teams stronger. We welcome all applications, regardless of gender, background, or experience.