About the Role
Role details below.
Responsibilities
- 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 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.
- Deliver ROI-focused demonstrations tailored to each customer's specific pain points.
- Achieve a 40%+ demo-to-opportunity conversion rate.
- Conduct workshops and product deep dives 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.
- 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.
- 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.
- Apply the SPICED framework religiously in every deal.
- Continuously refine your ability to uncover Situation, Pain, Impact, Critical Event, and Decision criteria.
- Act as the voice of the French customer—surfacing feature requests, competitive intel, and market trends that inform our product development.
- 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.
- 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.
- 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.
Requirements
- Native French fluency
- Professional English proficiency
- Ability to own the full sales cycle from generating pipeline to closing deals
- Experience in consultative selling using frameworks like SPICED
- Experience in B2B SaaS sales with measurable ROI
- Experience in the electronics manufacturing industry (EMS, OEMs, PCB manufacturers) is essential
- Ability to generate pipeline through outbound prospecting
- Ability to conduct discovery meetings and build business cases
- Ability to deliver ROI-
