Account Executive - DACH

Lobster; United States; Remote; USD 78,000 - 123,000; Full time

Benefits offered by this job

30 vacation days per year

Remote-first across Germany

Bike leasing

Job summary

Lobster is seeking an Account Executive to own full-cycle B2B software deals from first contact to close. This remote-first role covers Germany, Austria and Switzerland, with travel for key customer moments.

You’ll manage part of a 2,000+ customer base within the DACH region and target new logos in parallel. You will engage IT and business buyers, articulate the value of data integration and supply-chain workflows, and own your pipeline with a strong quota.

Qualifications

• 3+ years of closing experience in B2B software sales as an Account Executive
• Experience opening new accounts from scratch and growing existing ones
• Ability to sell technically and translate IT concepts for business buyers

Responsibilities

• Own full sales cycle from qualification to close
• Source and close new-logo accounts across Germany, Austria, and Switzerland
• Drive discovery on data integration, EDI, and supply-chain workflows
• Maintain pipeline health, forecast accurately, and manage ACV
• Sell directly without channel partners
• Leverage AI-assisted tooling to focus on high-value conversations

Skills

Closing deals

Hunting & farming

CRM familiarity

German language

English language

Tools

CRM systems

Job description

Position Overview:

This is a remote-first role based anywhere in Germany, with occasional travel (roughly 10% of your time) for in-person customer or team moments - proximity to our HQ in Tutzing is a plus, not a requirement. We encourage applications from all qualified candidates, regardless of gender identity.

You'll join a 15-person DACH sales team managing a shared base of 2,000+ existing customers, while also building new business from scratch. This seat is for someone earlier in a strong Account Executive career who is ready to own full-cycle deals - not a business-development, SDR, or BDM role, and not a junior or trainee position.

You'll get to take ownership of:

• New-business hunting: proactively sourcing and closing new-logo accounts across Germany, Austria and Switzerland - sourcing matters as much as closing here.


• An existing account book: owning and growing a slice of our 2,000+ customer base in DACH, spotting expansion and renewal opportunities alongside your new-business work.


• Technically credible selling: running discovery and value conversations on data integration, EDI and supply-chain workflows, engaging both IT stakeholders and business buyers like supply chain and logistics leaders.


• Full sales-cycle ownership: qualification through close, with accountability for your own pipeline health, forecasting accuracy, and ACV.


• Direct, no-partner-model selling: this territory is direct sales only - you own the relationship end to end, with no channel hand-offs.


• Staying sharp with AI-assisted tooling: our sales workflow uses AI agents for company research and a lead-scoring system, so you spend your time on conversations that matter.

What You'll Bring:

• 3+ years of closing experience in B2B software sales as an Account Executive, with a genuine track record of owning deals end to end - this seat isn't a fit for business-development, SDR, or BDM backgrounds without prior closing ownership, regardless of years in a sales organisation.


• A genuine blend of hunting and farming: you've opened new accounts from scratch, and you've grown an existing book - not just one or the other.


• Technical fluency: comfortable in front of IT managers, EDI owners and integration leads, and able to translate that into a business case for a non-technical buyer.


• No specific tool experience required: you don't need to already know our exact sales stack (e.g. tools like HubSpot or Sales Navigator) - general CRM familiarity is enough, and we'll get you ramped on our process.


• German native or C1+ level, with fluent English (our internal working language; HQ in Germany).

You can look forward to:

• A personal, 100% individual quota - no team target to hide behind, and no partner deals to lean on either.


• A fast, low-politics culture that rewards performance quickly: a quarterly bonus plus a year-end accelerator.


• Remote-first flexibility across Germany, with purposeful travel rather than a fixed office routine.


• A genuinely technical product to sell - not another horizontal SaaS tool.


• A personal learning and development budget


• 30 vacation days per year


• Up to 20 days of remote work per year from any EU country


• Bike leasing through our partnership with JobRad


• Team evenings every Thursday, with refreshments covered by the company


• A company pension plan (bAV)


• Subsidised lunches and a modern office with a view of Lake Starnberg in Tutzing, for the days you're on-site

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

About us

Lobster is the go-to data integration platform for complex, multi-party supply chains. It connects suppliers, partners and systems across EDI, APIs, legacy databases, AI and more - with 90+ pre-built connectors, 2000+ customers and 20 years of supply chain expertise. Lobster empowers teams to build their own integrations with visibility and control at every step. Data gets enriched along the way, using workflows, exception handling and human input where needed. Purpose-built for logistics, manufacturing and retail, Lobster helps organizations reduce integration complexity, respond faster when requirements change, and keep their supply chain data flowing as operations evolve.