(Senior) Account Executive - France

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.

• 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.

• 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). 

• 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.