(Senior) Account Executive - France

Lobster GmbH; Paris; Hybride; EUR 90 000 - 140 000; Plein temps

Avantages offerts par ce poste

30 vacation days per year

Up to 20 days remote work per year (EU

AI-assisted sales workflow

Résumé du poste

Lobster GmbH is seeking an energetic Account Executive to own the French sales cycle from qualification through close, with strong focus on new-logo generation.

You will collaborate with a small team, engage with partners and system integrators, and discuss data integration and IT architecture with stakeholders across business and tech domains. Paris hybrid role with 20% EU remote options.

Qualifications

• Proven track record closing software/SaaS deals with documented wins.
• Experience opening new logos beyond existing networks.
• Technical understanding of data integration and IT architectures.
• Industry exposure to logistics, supply chain, or manufacturing helpful.
• Autonomy in a small/scale-up environment with minimal sales infra.
• Experience selling through strategic partners and system integrators.
• Fluency in French; professional English for HQ in Germany.

Responsabilités

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

Connaissances

New-logo generation

Partner / channel selling

Technical affinity

SaaS sales

Data integration knowledge

English proficiency

French language

Outils

CRM proficiency

Sales tools

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 in Germany).

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

If you're excited about this role but don't meet every qualification, we encourage you to apply!

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

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SaaS, Account Executive, France, Data Integration, EDI