Account Executive | French Territory (d/f/m) at Luminovo

🚀 YOUR OPPORTUNITY Luminovo is the electronics supply chain platform that helps OEMs and EMS providers quote and procure faster by bringing all data, processes, and players together in one place. The French EMS and electronics manufacturing market represents one of Europe's largest opportunities—with hundreds of contract manufacturers and OEMs struggling with outdated quoting processes and fragmented supply chain data. You'll be the face of Luminovo in France, building our presence from the ground up in a market ripe for digital transformation. This isn't about cold-calling your way through a quota. You'll become a trusted advisor to procurement directors, sales managers, and operations leaders—showing them how Luminovo can cut their RFQ cycle time in half and eliminate margin leaks hidden in manual spreadsheet processes. You want to sell B2B SaaS with measurable ROI in a trillion-dollar industry? You want a clear progression path toward Enterprise AE? This is your opportunity. 🎯 YOUR PERFORMANCE OBJECTIVES As an Account Executive, you will own the full sales cycle: from generating your pipeline and qualifying (inbound) leads to bringing deals over the finish line. 📣 Pipeline generation - Build your French territory from the ground up. Generate 20+ qualified opportunities per quarter through targeted outbound prospecting in the French EMS and OEM market. Identify and map the top 100 target accounts in France. - Establish local market presence. Attend 3-4 key industry events per year (e.g., Smart Industries, Sepem Industries) and build a network of 50+ meaningful connections with decision-makers in French electronics manufacturing. - Run discovery like a consultant, not a vendor. Conduct discovery meetings that uncover the customer's current quoting process, pain points, and quantifiable business impact. Exit every discovery call with clarity on the customer's situation (SPICED) and a documented business case for change. 💪 Selling & closing - Deliver ROI-focused demonstrations. Run product demos tailored to each customer's specific pain points—showing how Luminovo directly addresses their challenges. Achieve a 40%+ demo-to-opportunity conversion rate. - Prove value before asking for commitment. Conduct workshops and product deep dives (supported by our technical team) that demonstrate concrete ROI—whether through time savings, cost reduction, or faster quote turnaround. Build business cases that quantify impact in the customer's language. - Close deals and hit your number. Own the full sales cycle from first touch to signed contract. Achieve €X in new ARR per quarter (to be defined based on territory maturity and deal size). Navigate procurement, legal, and technical evaluation processes to turn negotiations into win-win outcomes. 💡 Market & product expertise - Become the French electronics industry expert. Develop deep knowledge of the French EMS landscape, key players, competitive dynamics, and customer pain points. Share insights with product and marketing teams to shape our French go-to-market strategy. - Master SPICED and consultative selling. Apply the SPICED framework religiously in every deal. Continuously refine your ability to uncover Situation, Pain, Impact, Critical Event, and Decision criteria. - Bridge customer needs and product roadmap. Act as the voice of the French customer—surfacing feature requests, competitive intel, and market trends that inform our product development. 📈 Leadership - Own your metrics proactively. Track leading indicators (outbound activities, meetings booked, demos delivered, pipeline coverage) and lagging indicators (win rate, deal velocity, closed ARR). Use your CRM as your single source of truth. - Build the French sales playbook. Document what works in the French market—from messaging and objection handling to industry-specific use cases. Help scale our presence in France by creating repeatable processes. - Embrace feedback and coaching. Work closely with Clifton (VP Global Sales) to iterate on deal strategy, refine your pitch, and accelerate your path to Enterprise AE. Proactively request support when you need it. 🇪🇺 YOUR TERRITORY You'll own the French market—covering EMS (contract manufacturers), OEMs with in-house electronics production, and PCB manufacturers across France. This includes building relationships in key industrial regions (Auvergne-Rhône-Alpes, Île-de-France, Nouvelle-Aquitaine, etc.). Native French fluency is essential for this role—you'll be speaking with French procurement managers, sales directors, and operations leaders daily. Professional English proficiency is required for internal collaboration with our international team. 🏡 WORK LOCATION This role can be based remotely in France or in our Munich headquarters (hybrid setup with home-office flexibility). You'll travel regularly for customer meetings, industry events, and team gatherings. All travel expenses covered. 🤓 WHOM YOU’LL BE WORKING WITH - Clifton Lobo [Upgrade to PRO to see link] VP Global Sales — Your manager who'll coach you on deal strategy, SPICED mastery, and your career progression toward Enterprise AE - Sebastian Schaal [Upgrade to PRO to see link] Co-Founder — Provides strategic guidance on positioning, pricing, and competitive differentiation - Max Hungenbach [Upgrade to PRO to see link] & RevOps — Your partners for CRM setup, sales enablement materials, pipeline analysis, and territory planning - Marco Andolfatto [Upgrade to PRO to see link] & Inès Bocchini [Upgrade to PRO to see link] — Your Customer Success counterparts who ensure customers achieve the ROI you promise - Product & Marketing teams — Regular collaboration on French market positioning, customer feedback, feature requests, and go-to-market campaigns ⚡️ A NOTE ON QUALIFICATIONS Just so you know: We purposefully did not create a standard list of minimum qualifications for this role. We care much more about your motivation and ability to help us accelerate technical progress than we care about your CV. If you're interested in finding out more about why we banned requirements from our performance profiles, see here [Upgrade to PRO to see link] ⚡️ ABOUT LUMINOVO Luminovo is the first electronics supply chain platform that unites all data, processes, and stakeholders in the trillion-dollar electronics industry [Upgrade to PRO to see link] We fundamentally believe that technology is the best tool that humankind has developed to tackle the biggest challenges we face as a society today. And we want to do our share in accelerating technological progress. We bring innovations to life faster and cheaper by creating a more connected and resilient electronics supply chain. To date, over 300 active customers worldwide are working with us towards this shared goal. Supported by leading investors such as Cherry Ventures, General Catalyst/LaFamiglia, Chalfen Ventures, and others, we have raised more than €20 million [Upgrade to PRO to see link] Our core principles: putting people first & building great things As a remote-first company headquartered in Munich, our brilliant team is spread across cities including Munich, New York, Austin, Calgary, Berlin, London, Valencia, Nairobi, and Verona, among others. 🌍 Our team includes a mix of product enthusiasts, people advocates, business masterminds, and engineering experts. Among us are graduates from institutions like Stanford University and the University of Cambridge, as well as talented individuals with unconventional CVs. What matters most is their drive to build great things. We provide an authentic environment based on psychological safety to empower Luminerds from various backgrounds to succeed, grow, and focus on impact. Putting people first means that we deeply care about who our employees are, what makes them unique, and what they excel at. See what employees and candidates have to say about Luminovo on kununu [Upgrade to PRO to see link] and Glassdoor [Upgrade to PRO to see link]