Entreprise Account Executive

My client, a leading European SaaS company in operational solutions for hospitality (QSR, FSR), is recruiting a Senior Enterprise Account Executive.

🎯 Your mission

• 100% new business — pure hunting: prospecting enterprise accounts (restaurant chains, contract caterers, large hotel groups), pipeline generation, BANT/MEDDIC qualification, closing

• Complex multi-stakeholder sales cycles: operations + IT + finance + procurement, multi-country on pan-European accounts, enterprise tickets (€100k+ ARR), 6-12 month cycles

• Discovery & commercial narrative: understanding pain points (kitchen management, inventory, staff scheduling, payroll, compliance, HSE, training), translating them into measurable business value (food cost reduction, labor optimization, margin)

• Product presentations & executive demos: senior posture in front of C-Level (CEO, COO, CFO, CHRO, Operations Director), with structured ROI and sharp industry understanding

• Enterprise negotiations: multi-year contracts, multi-brand, multi-country deals, TCV / ARR / ramp optimization

• Pipeline discipline: weekly forecast, rigorous CRM (Salesforce / Dynamics), touchpoint tracking, clear qualification stages

• Field presence: industry trade shows (Sirha, Equip'Hôtel, HostMilano, NRA Show, Food Service Europe), client events, networking across restaurant chains / contract caterers

• 8 to 12 years of experience in Enterprise B2B sales, individual contributor — proven track record of closing enterprise accounts (€100k+ ARR / TCV) in pure new-business hunting

• EXPLICIT CLIENT REQUIREMENT: must have sold tech products (not necessarily SaaS) to FSR / QSR / contract catering (kitchen / inventory) sectors — this is the core criterion

• Assumed hunter profile: comfortable with cold outbound, multi-threading accounts, persistence on long cycles, appetite for new-logo conquest and closing

• Senior C-Level posture: credibility in front of CEOs / COOs / CFOs / Operations Directors of enterprise chains, business / industry understanding, quantified ROI

• Structured sales methodology: MEDDIC / MEDDPICC / Challenger Sale / Sandler — not intuitive selling

• English + French (additional EU languages a plus) — international portfolio dimension

• Paris or full remote possible — regular field travel (enterprise clients + trade shows)