Senior Account Executive

Gladia; Paris; Hybrid; EUR 100,000 - 140,000; Full time

Benefits offered by this job

Hybrid Paris offices

Lunch vouchers

Sports allowance

Workstation adaptation allowance

Health insurance and family pension

Flexible vacation

Job summary

Gladia, an audio AI infrastructure company, is seeking a Senior Account Executive to close deals in a technical, API/SaaS environment. You will target developers and IT decision-makers, managing complex, high-value opportunities in a hybrid Paris-based setup.

The role emphasizes value-based pricing, ROI storytelling, and pipeline development. Ideal candidates have 5+ years of closing experience in B2B SaaS, a track record of meeting targets, and comfort with engineer stakeholders.

Qualifications

• 5+ years of closing experience in B2B tech sales.
• Proven ability to meet or beat direct sales targets.
• Experience selling API/SaaS products to engineers and IT decision-makers.
• Strong knowledge of MEDDICC/BANT or similar.
• Ability to build and manage a concrete sales pipeline.
• Fluent in English; French a plus.

Responsibilities

• 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 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 close-the-deal know-how.
• Collaborate with Forward Deployed Engineers in complex sales cycles and Gladia evaluations.
• Identify business drivers behind opportunities and qualify hard.
• Keep forecasting accurate and maintain a clean pipeline.

Skills

Closing experience

Pipeline building

Stakeholder management

Negotiation

English fluency

French a plus

Tools

MEDDICC

BANT

Job description

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 been by OVH Groupe — Europe’s leading cloud provider — and now operates as a fully autonomous brand and company within the Group.

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.

As a Senior 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.

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

• 5+ years of closing experience in B2B, ideally selling a technical or API/SaaS product.

• Consistent track record of meeting or beating direct sales targets

• Comfortable managing deal sizes of 50K to 150K USD

• 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 140K 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