Senior Account Executive - 🇫🇷

Key Responsibilities

1.Full sales cycle ownership
Own the full sales cycle from generating qualified opportunity to closing and post-sale handoff.
Build your own pipeline by developing your own network and then identifying opportunities.
Evaluate qualified leads generated by the SDR team and identify the highest-potential deals.
Build strong discovery processes to understand prospects’ business model, logistics setup, growth ambitions, pain points, and decision criteria.
Run compelling product demos and value proposition presentations tailored to founders, CEOs, COOs, Heads of Operations, and other senior stakeholders.
Build business proposals with Operations, RevOps, Finance, and Legal when needed.
Lead negotiations, manage objections, and close deals while protecting Bigblue’s pricing, margin, and contractual guardrails.
Forecast and manage your pipeline with rigor to meet or exceed revenue targets.
 
2. Strategic deal management
2. Manage complex sales cycles involving multiple stakeholders, technical requirements, operational constraints, pricing discussions, and legal topics.
3. Structure account plans for high-potential brands and define the best path to close.
4. Position Bigblue as a strategic logistics and operations partner, not only as a fulfillment provider.
5. Understand each prospect’s e-commerce stack, logistics flows, customer experience expectations, and growth challenges.
6. Partner with internal teams to assess operational feasibility and design strong, realistic proposals.
7. Ensure clean handovers to Onboarding and Account Management so new merchants launch successfully and quickly.
 
3. French market development
2. Build and nurture relationships with key French e-commerce brands, founders, operators, and partners.
3. Represent Bigblue at e-commerce events, partner meetings, and ecosystem moments.
4. Work with SDRs and Marketing to identify high-quality target accounts and improve outbound and inbound conversion.
5. Share market feedback with Sales leadership, Marketing, Product, Operations, and RevOps to improve our positioning and offer.
6. Contribute to Bigblue’s visibility and credibility in the French e-commerce ecosystem.
 
4. Sales excellence & team contribution
Bring strong discipline to CRM usage, pipeline hygiene, forecasting, follow-ups, and deal documentation.
Contribute to improving sales processes, pitch materials, case studies, pricing guidelines, and playbooks.
Share best practices with other AEs and SDRs, and support the ramp-up of more junior sales profiles.
Help raise the bar on discovery, qualification, proposal quality, negotiation, and closing.
Identify recurring blockers in the sales process and work with RevOps to simplify or improve them.
Act as a role model for ownership, commercial excellence, and customer-centric selling.

Requirements

5+ years of experience in B2B sales, including significant experience as an Account Executive or Senior Account Executive.
Proven track record of meeting or exceeding ambitious sales targets as an individual contributor.
Experience managing complex sales cycles with multiple stakeholders and senior decision-makers, including tender management.
Strong understanding of consultative selling, discovery, qualification, objection handling, negotiation, and closing.
Excellent business acumen, with the ability to understand merchant economics, operational trade-offs, pricing logic, and revenue impact.
Strong communication and presentation skills, with the ability to simplify complex topics and build trust with C-level executives.
Rigorous pipeline management, forecasting, CRM hygiene, and follow-up discipline.
Autonomous, hands-on, resilient, and comfortable operating in a fast-changing scale-up environment.
Fluent French and English.
Bonus Skills:
Experience in e-commerce, logistics, fulfillment, SaaS, marketplace, or a fast-growing B2B environment.
Strong network in the French e-commerce, DNVB, retail, or logistics ecosystem.
Experience selling to founders, CEOs, COOs, or Heads of Operations.
Experience working closely with SDR, RevOps, Finance, Legal, Operations, Onboarding, or Account Management teams.
HubSpot knowledge.
Other European languages such as Spanish or German.

Seniority level

This role is designed for a senior AE profile who can both deliver strong individual revenue performance and have a broader impact on the Sales team.

Expected seniority signals:

Strong autonomy on large and complex deals.

Ability to navigate strategic accounts with multiple stakeholders.

High ownership of pipeline generation, deal strategy, and closing.

Excellent execution standards on CRM, forecast, proposal quality, and internal coordination.

Ability to influence peers, support SDRs or more junior AEs, and contribute to team playbooks.

Strong judgment on pricing, margin, negotiation, and contractual topics.

Ability to represent Bigblue credibly with senior external stakeholders