Les missions du poste
🎯 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
Le profil recherché
- 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)
L'entreprise
My client, a leading European SaaS company in operational solutions for hospitality (QSR, FSR), is recruiting a Senior Enterprise Account Executive.
Publiée le 13/06/2026 - Réf : 4140536/29185289 EAE/75P
