About this role
Stellenbeschreibung: <p style="border:0px solid;margin:0px 0px 13.3333px;line-height:1.3em;font-family:Arial, Helvetica, sans-serif;font-size:14px;font-style:normal;font-weight:normal;text-align:left;text-transform:none;padding:0px;background-color:transparent;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;font-style:italic;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">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.</span></span></p><p style="border:0px solid;margin:0px 0px 13.3333px;line-height:1.3em;font-family:Arial, Helvetica, sans-serif;font-size:14px;font-style:normal;font-weight:normal;text-align:left;text-transform:none;padding:0px;background-color:transparent;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">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.</span></span></p><span style="margin:0px;font-style:normal;font-weight:400;text-transform:none;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;background-color:rgb(198,198,198);"><span style="border:0px solid;margin:0px;padding:0px;color:rgb(0,0,0);font-style:normal;background-color:rgb(255,255,255);font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;font-weight:bold;"><span style="border:0px solid;margin:0px;padding:0px;">Ready to make an impact?</span></span></span> Du übernimmst die Verantwortung für: <ul style="border:0px solid;margin-left:0px;font-family:Arial, Helvetica, sans-serif;font-size:14px;font-style:normal;font-weight:400;text-align:left;text-transform:none;"><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Full sales </span><span style="margin:0px;padding:0px;">cycle:</span><span style="border:0px solid;margin:0px;padding:0px;"> owning qualification through close on the French market. Typical deals run €33–40k ACV, with occasional enterprise opportunities above €150k.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">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.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Partner-led scaling: building and activating the strategic partner ecosystem (Hardis, Horus, </span><span style="margin:0px;padding:0px;">Acelys</span><span style="border:0px solid;margin:0px;padding:0px;">, CGI, </span><span style="margin:0px;padding:0px;">Devoteam</span><span style="border:0px solid;margin:0px;padding:0px;">) as a lever for sourcing and co-selling – partner-sourced deals count at a 1.2× accelerator toward quota.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">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).</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Cross-functional deal-shaping: working closely with Sales Engineering and Partnerships on complex, multi-stakeholder deals, RFPs and consortia.</span></span></li></ul> Wir wünschen uns jemanden mit: <ul style="border:0px solid;margin-left:0px;font-family:Arial, Helvetica, sans-serif;font-size:14px;font-style:normal;font-weight:400;text-align:left;text-transform:none;"><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Proven track record: consistently closing software/SaaS deals with a documented win history – not just </span><span style="margin:0px;padding:0px;">pipeline</span><span style="border:0px solid;margin:0px;padding:0px;">.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">New-logo generation: a track record of opening new business outside your own existing network, through mapping, partners, events or an installed base.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Technical affinity: strong understanding of data, integration and IT system architecture; able to hold your own in a technical discovery conversation.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Industry knowledge: domain exposure to logistics, supply chain, retail, manufacturing, automotive or pharma.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Scale-up selling: experience in a small / scale-up structure – high autonomy, hands-on, comfortable without heavy sales infrastructure.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Partner / channel selling: demonstrated success selling through or with strategic partners and system integrators (co-sell, ecosystem-led growth).</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Languages: French native or bilingual; professional/fluent English (internal working language; HQ in <span style="border:0px rgb(0,0,0);margin:0px;background:rgba(0,0,0,0) none repeat scroll 0% 0%;color:rgb(0,0,0);display:inline;font-family:'WordVisi_MSFontService', 'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;font-size:13.3333px;font-style:normal;font-weight:400;height:auto;line-height:18.6px;padding:0px;text-transform:none;width:auto;">Germany).</span> </span></span></li></ul> Freue dich auf: <ul style="border:0px solid;margin-left:0px;font-family:Arial, Helvetica, sans-serif;font-size:14px;font-style:normal;font-weight:400;text-align:left;text-transform:none;"><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">No closed territories – this is a meritocracy: the more you win, the more scope you get.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Uncapped variable compensation, with quotas designed to be achievable.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">An AI-equipped sales workflow, including deal coaching and prospecting support.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Direct access to the Head of France and to how decisions get made.</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">A coworking office in Paris (Opéra)</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">A personal learning and development budget</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">30 vacation days per year</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Up to 20 days of remote work per year from any EU country</span></span></li><li style="border:0px solid;margin:0px 0px 0px 24px;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Opportunity to work flexibly from home</span></span></li></ul><p style="border:0px solid;margin:0px 0px 13.3333px;line-height:1.3em;font-family:Arial, Helvetica, sans-serif;font-size:14px;font-style:normal;font-weight:normal;text-align:left;text-transform:none;padding:0px;background-color:transparent;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;font-weight:bold;"><span style="border:0px solid;margin:0px;padding:0px;">If you're excited about this role but don't meet every qualification, we encourage you to apply!</span></span><span style="margin:0px;padding:0px;font-size:13px;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;background-color:rgb(198,198,198);"> </span></p><p style="border:0px solid;margin:0px 0px 13.3333px;line-height:1.3em;font-family:Arial, Helvetica, sans-serif;font-size:14px;font-style:normal;font-weight:normal;text-align:left;text-transform:none;padding:0px;background-color:transparent;"><span style="border:0px solid;margin:0px;padding:0px;font-size:13px;font-style:italic;line-height:18.6px;font-family:'Times New Roman', 'Times New Roman_EmbeddedFont', 'Times New Roman_MSCustomFont', 'Times New Roman_MSFontService', serif;"><span style="border:0px solid;margin:0px;padding:0px;">Lobster is an equal opportunity employer. We are committed to fostering a diverse and inclusive environment where empathy and respect guide our interactions.</span></span></p>