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

• Manage complex sales cycles involving multiple stakeholders, technical requirements, operational constraints, pricing discussions, and legal topics.
• Structure account plans for high-potential brands and define the best path to close.
• Position Bigblue as a strategic logistics and operations partner, not only as a fulfillment provider.
• Understand each prospect’s e-commerce stack, logistics flows, customer experience expectations, and growth challenges.
• Partner with internal teams to assess operational feasibility and design strong, realistic proposals.
• Ensure clean handovers to Onboarding and Account Management so new merchants launch successfully and quickly.

3. French market development

• Build and nurture relationships with key French e-commerce brands, founders, operators, and partners.
• Represent Bigblue at e-commerce events, partner meetings, and ecosystem moments.
• Work with SDRs and Marketing to identify high-quality target accounts and improve outbound and inbound conversion.
• Share market feedback with Sales leadership, Marketing, Product, Operations, and RevOps to improve our positioning and offer.
• 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