(Senior) Account Executive - France

Lobster GmbH; Paris; Hybride; EUR 60 000 - 120 000; Plein temps

Avantages offerts par ce poste

Co-working office in Paris (Opéra)

Uncapped variable compensation

AI-enabled sales workflow

Direct access to Head of France

30 vacation days per year

Up to 20 remote days/year from EU

Learning and development budget

Résumé du poste

Lobster GmbH is seeking a proactive sales professional for a hybrid role in Paris (Opéra). You will own the full sales cycle on the French market, combining new-logo generation with strategic partnerships to close software/SaaS deals.

Expect technical discovery conversations and cross-functional deal shaping with Sales Engineering and Partnerships. Ideal candidates will have a proven win history, the ability to map new opportunities outside their network, and fluency in French with professional

Qualifications

• Proven track record closing software/SaaS deals with documented wins.
• Experience opening new business outside own network.
• Strong understanding of data, integration and IT system architecture.

Responsabilités

• Own full sales cycle in the French market from qualification to close.
• Generate new-logo pipeline in a lean 3-person French sales team.
• Build and activate partner ecosystem for sourcing and co-selling.
• Lead technical discovery conversations with business and IT stakeholders.
• Collaborate with Sales Engineering and Partnerships on complex deals.

Connaissances

New-logo generation

Technical affinity

Sales cycle ownership

French 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'll 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.