(Senior) Account Executive - France

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

Avantages offerts par ce poste

Learning & development budget

30 days vacation

Remote work up to 20 days/year (EU)

Résumé du poste

Lobster GmbH in Paris (Opéra area) seeks a driven sales professional to own software/SaaS deals in France. This hybrid role requires on-site collaboration two days a week with remote work the other days, within a fast-moving, entrepreneurial French team.

You will drive the full sales cycle from qualification to close, build a new-logo pipeline with partners, and translate technical value into business outcomes for diverse stakeholders across IT and business units.

Qualifications

• Proven SaaS software sales track record with closed deals.
• Experience generating new logos and expanding customers.
• Strong data, integration, and IT architecture understanding.
• Native French and fluent English, with strong business communication.
• Experience in a scale-up or lean organisation with high autonomy.

Responsabilités

• Own the full sales cycle from qualification to close on the French market.
• Drive new-logo pipeline through partners, events, and networking.
• Develop and activate the partner ecosystem for co-selling.
• Lead discovery conversations around data integration and IT architecture.
• Collaborate with Sales Engineering and Partnerships on multi-stakeholder deals.

Connaissances

New-logo generation

Full sales cycle

SaaS sales

Partner selling

Technical selling

Cross-functional collaboration

French fluency

Outils

CRM

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.