(Senior) Account Executive - France

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

Avantages offerts par ce poste

Uncapped variable compensation

Hybrid workplace in Paris

Remote work up to 20 days/year in EU

Learning & development budget

Coworking office in Paris (Opéra)

Résumé du poste

Lobster Data is seeking a commercially sharp and technically curious sales leader for a hybrid role based in Paris. You will own the full sales cycle on the French market, drive new-logo pipeline, and scale partnerships with system integrators to accelerate growth.

We value entrepreneurial ownership, strong communication, and the ability to translate technical value into business outcomes. You will work on-site in Paris 2 days/week and remotely the other 3 days, with a coworking office in Paris

Qualifications

• Proven track record of closing software/SaaS deals with documented wins.
• Experience opening new business outside existing network via mapping, partners, events.
• Technical understanding of data integration and IT architecture.

Responsabilités

• Full sales cycle: qualify through close on the French market; typical deals €33-40k ACV, with opportunities over €150k.
• Drive new-logo pipeline in a lean 3-person French sales team.
• Build and activate the partner ecosystem (Hardis, Horus, Acelys, CGI, Devoteam) for sourcing and co-selling.
• Engage business and technical stakeholders in discovery and value conversations (data, EDI, IT/SI architecture).
• Collaborate with Sales Engineering and Partnerships on complex deals and RFPs.

Connaissances

Proven SaaS wins

New-logo generation

Technical data affinity

Industry knowledge

Scale-up selling

Partner selling

French & English bilingual

Description du poste

Stellenbeschreibung:

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?

Du übernimmst die Verantwortung für:

• 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.

Wir wünschen uns jemanden mit:

• 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 in Germany).

Freue dich auf:

• 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.