(Senior) Account Executive - France

Lobster; Paris; Hybride; EUR 33 000 - 40 000; Plein temps

Avantages offerts par ce poste

Coworking office in Paris (Opéra)

Learning and development budget

30 vacation days per year

Up to 20 remote days per year (EU)

Flexible work from home

Résumé du poste

Lobster in Paris is seeking a results-driven sales professional for a hybrid role, working two days on-site at our Opéra-area coworking office and three days remotely.

You’ll own the full sales cycle on the French market, close software/SaaS deals, drive new-logo opportunities, and collaborate with partners to scale the business while translating technical value into business outcomes.

Qualifications

• Proven track record closing software/SaaS deals.
• Open new logos outside existing network.
• Strong understanding of data integration and IT architecture.
• Experience with partner ecosystems and co-selling.
• Autonomy in a lean scale-up environment.

Responsabilités

• Own the full sales cycle for the French market.
• Close deals in €33-40k ACV range; enterprise opportunities above €150k.
• Drive new-logo generation and pipeline in a small team.
• Partner-led scaling with strategic integrators.
• Coordinate with Sales Engineering on complex deals.

Connaissances

Software/SaaS sales

New-logo generation

Technical discovery conversations

Partner / channel selling

Small / scale-up selling

French language

English language

Description du poste

Position Overview:

This is a vacancy for a hybrid role based at our coworking office in Paris (9th arrondissement, Opéra). We encourage applications from all qualified candidates, regardless of gender identity. You will be on-site in Paris 2 days per week for close collaboration and alignment; the remaining 3 days can be worked remotely.

We're a small, fast-moving French team backed by a German HQ. We need someone genuinely entrepreneurial who thrives on ownership rather than process, and who is both commercially sharp and technically curious – a strong communicator able to translate technical value into business outcomes.

Ready to make an impact?

You’ll get to take ownership of:

• Full sales cycle: owning qualification through close on the French market. Typical deals run €33-40k ACV, with occasional enterprise opportunities above €150k.
• Net-new business in a lean setup: driving new-logo pipeline generation in a 3-person French sales team, where sourcing outside your own network matters as much as closing.
• Partner-led scaling: building and activating the strategic partner ecosystem (Hardis, Horus, Acelys, CGI, Devoteam) as a lever for sourcing and co-selling – partner-sourced deals count at a 1.2× accelerator toward quota.
• Technically credible selling: running discovery and value conversations around data integration, EDI and IT/SI architecture, engaging both business and technical stakeholders (IT, architecture, CISO).
• Cross-functional deal-shaping: working closely with Sales Engineering and Partnerships on complex, multi-stakeholder deals, RFPs and consortia.

We’d love to meet someone with:

• Proven track record: consistently closing software/SaaS deals with a documented win history – not just pipeline.
• New-logo generation: a track record of opening new business outside your own existing network, through mapping, partners, events or an installed base.
• Technical affinity: strong understanding of data, integration and IT system architecture; able to hold your own in a technical discovery conversation.
• Industry knowledge: domain exposure to logistics, supply chain, retail, manufacturing, automotive or pharma.
• Scale-up selling: experience in a small / scale-up structure – high autonomy, hands-on, comfortable without heavy sales infrastructure.
• Partner / channel selling: demonstrated success selling through or with strategic partners and system integrators (co-sell, ecosystem-led growth).
• Languages: French native or bilingual; professional/fluent English (internal working language; HQ inGermany).

You can look forward to:

• No closed territories – this is a meritocracy: the more you win, the more scope you get.
• Uncapped variable compensation, with quotas designed to be achievable.
• An AI-equipped sales workflow, including deal coaching and prospecting support.
• Direct access to the Head of France and to how decisions get made.
• A coworking office in Paris (Opéra)
• A personal learning and development budget
• 30 vacation days per year
• Up to 20 days of remote work per year from any EU country
• Opportunity to work flexibly from home

Lobster is an equal opportunity employer. We are committed to fostering a diverse and inclusive environment where empathy and respect guide our interactions.