About the role
Strategic Account Executive – Retail (Enterprise B2B / SaaS)
Location: France (Montpellier Workspace or 100% Remote within France)
Employment Type: Full-time, Permanent (37.5 hours/week)
Category: Field Sales / Enterprise Account Management
On behalf of our Client - a global leader in cloud-based supply chain management, EDI, and retail network solutions - we are seeking a highly experienced and strategic Strategic Account Executive – Retail.
In this senior, hunter-oriented role, you will be responsible for driving market expansion across enterprise and mid-market retailers, grocers, and distributors in defined European markets. You will own the full end-to-end sales cycle - from targeted prospecting and executive relationship building to commercial negotiations and deal close.
Key Responsibilities
* Territory & Pipeline Strategy: Develop and execute a targeted territory strategy to generate pipeline and create demand across priority retail, grocery, and distribution accounts in a developing market.
* Consultative Value Selling: Identify operational bottlenecks (supplier onboarding, inventory visibility, fulfillment, invoicing, order management) and build quantified business cases demonstrating clear ROI.
* Multi-Threaded Stakeholder Engagement: Build strong, long-term relationships across executive and functional buying groups, including Supply Chain, Operations, IT, Finance, Merchandising, Logistics, and E-commerce.
* Complex Deal Leadership: Lead end-to-end, multi-stakeholder enterprise sales cycles from initial discovery and solution alignment through executive presentations to contract negotiation and closing.
* Cross-Functional Collaboration: Partner with Retail Development Managers, Solution Consultants, Marketing, and Customer Success teams to align proposed solutions and ensure smooth post-sale transitions.
* Market Building & Credibility: Establish local market presence, represent the company at industry events, and feed regional insights back to leadership to refine go-to-market strategies.
* Commercial & Pipeline Management: Draft commercial proposals, negotiate contract terms, and maintain accurate account plans, opportunity stages, and forecasts in the CRM.
Minimum Requirements
* Education: Bachelor’s degree or equivalent professional experience.
* Sales Track Record: 8+ years of proven success in complex B2B sales (SaaS, enterprise technology, or tech services), with a strong track record of self-generating new business.
* Territory & Process Mastery: Demonstrated ability to build a new territory, manage disciplined sales methodologies, and navigate long enterprise sales cycles.
* Executive Presence & Business Acumen: Expertise in uncovering core business problems, building quantified ROI models, and presenting to C-level executives.
* Language Proficiency: Professional fluency in French (or German, depending on the assigned European territory) along with strong working proficiency in English.
* CRM Discipline: Solid experience using enterprise CRMs (e.g., Salesforce) for pipeline management and accurate forecasting.
Preferred Experience
* Strong background selling directly into enterprise or mid-market retailers, grocers, or distributors.
* In-depth knowledge of retail supply chain operations, supplier collaboration, EDI, procure-to-pay processes, or enterprise SaaS.
* Track record of successfully introducing tech solutions into a new or developing market.
What Our Client Offers
* Workplace Flexibility: Option to work out of the Montpellier office or 100% Remote anywhere in France.
* Compensation: Executive-level salary package with an uncapped performance commission structure
* Impact & Ownership: High-autonomy role with direct strategic influence over market expansion in Europe.
* Work-Life Balance: Standard 37.5-hour workweek with flexible work arrangements.