Partner Sales Executive

Lobster

STELLENBESCHREIBUNG: Dies ist eine Stelle, die überwiegend vor Ort in unserem Hauptsitz in Tutzing (südlich von München) angesiedelt ist, mit der Möglichkeit, bis zu 2 Tage pro Woche im Homeoffice zu arbeiten. Wir freuen uns über Bewerbungen von allen qualifizierten Kandidat:innen, unabhängig von der Geschlechtsidentität. Im Zuge unserer Expansion suchen wir einen (Senior) Account Executive mit einer Leidenschaft für die Transformation von Geschäftsprozessen durch innovative Lösungen. In dieser zentralen Rolle agierst du als strategischer Partner für unsere Kunden und nutzt dein fundiertes Produktwissen, um langfristige Beziehungen zu fördern und die Kundenzufriedenheit während des gesamten Verkaufsprozesses sicherzustellen. Ready to make an impact? DU ÜBERNIMMST DIE VERANTWORTUNG FÜR: * Vorbereitung und Präsentation überzeugender Produktdemonstrationen und Verkaufsangebote, welche die Leistungsfähigkeit der Lobster Data Platform präsentieren. * Umwandlung qualifizierter Leads in zahlende Kunden durch Verhandlung von Angeboten, Vertragsabschlüsse und Sicherstellung der vollständigen Dokumentation. * Effiziente Koordination der Übergabe von unterzeichneten Kunden an unsere Implementierungs- und Onboarding-Teams. * Aufbau starker Beziehungen zu bestehenden Kunden und Überführung von Klienten in passendere Abonnements basierend auf ihren Bedürfnissen (Upselling). * Zusammenarbeit mit internen Teams wie Marketing, technischem Support und technischen Beratern, um die Kundenzufriedenheit über den gesamten Kundenlebenszyklus hinweg zu gewährleisten. * Einbindung unserer Partner, um gemeinsam neue Kunden zu gewinnen und das Geschäft mit Bestandskunden auszubauen. * Pflege der Datenhygiene in HubSpot und zeitnahe Aktualisierung der Daten Ihrer Accounts. WIR WÜNSCHEN UNS JEMANDEN MIT: * Fundierte Berufserfahrung im Vertrieb von Softwarelösungen (SaaS) und/oder Managed Services, idealerweise im Bereich Datenintegration und/oder Prozessautomatisierung. * Eine ausgeprägte Fähigkeit, die Herausforderungen der Kunden im Bereich Datenmanagement und Prozessintegration zu verstehen und relevante Lösungen vorzuschlagen. * Bereitschaft, Kunden anzurufen, den Status quo zu hinterfragen, Konditionen zu verhandeln und sinnvollere Lösungen zu finden. * Verantwortungsbewusstsein für eigene Zahlen und Kennzahlen wie ACV (Annual Contract Value) sowie Genauigkeit bei Prognosen (Forecasting). * Hervorragende Kommunikations- und Präsentationsfähigkeiten in Deutsch (mindestens C1-Niveau). Solide Englischkenntnisse sind ein Plus. FREUE DICH AUF: * * Ein modernes, geräumiges Büro mit Blick auf den Starnberger See in Tutzing * Bezuschusstes Mittagessen in unserem hauseigenen Restaurant * Ein persönliches Weiterbildungsbudget * Homeoffice-Möglichkeit an bis zu 2 Tagen pro Woche * 30 Urlaubstage pro Jahr * 2 zusätzliche bezahlte freie Tage an Heiligabend und Silvester * Fahrradleasing über unsere Partnerschaft mit JobRad * Wöchentliche Teamabende jeden Donnerstag mit Getränken auf Firmenkosten * Betriebliche Altersvorsorge (bAV) Wenn du von dieser Stelle begeistert bist, aber nicht alle Qualifikationen erfüllst, ermutigen wir dich dennoch zur Bewerbung! Lobster ist ein Arbeitgeber, der Chancengleichheit fördert. Wir sind der Schaffung eines vielfältigen und integrativen Umfelds verpflichtet, in dem Empathie und Respekt unser Miteinander prägen.

Musixmatch

ABOUT MUSIXMATCH:   Musixmatch is the leading music metadata company, featuring the world’s largest lyrics catalog and a community of over 80M contributors. Musixmatch is the trusted global  partner of companies like Spotify, Apple, Amazon Music, Meta, Google, MTV, Shazam, Vevo, Tidal, Snapchat and has a partnership with more than 100,000 music publishers including Sony/ Music Publishing, Universal Music Publishing, Warner/Chappell, Kobalt, BMG Rights, and the Harry Fox Agency.   We are a bunch of creatives who care about our work and what we do.  We believe that participation and collaboration are key to getting things done well.  We are looking for tech-savvy people who are eager to learn in a fast-paced environment, who have an international outlook on life, and who love taking on new challenges. Position: We are looking for an ambitious, tech-savvy individual who is eager to learn in a fast-paced environment, has an international outlook, and thrives on taking on new challenges. What you will do: • Own and deliver individual revenue objectives quarterly; contribute actively to team revenue goals. • Proactively engage prospective clients across labels, distributors, social media platforms, music AI companies, and other evolving technology customers to establish relationships and deeply understand their needs. • Present Musixmatch products and services consultatively, articulating a world-class data and metadata service with technical credibility. • Negotiate music technology API contracts, licensing terms, and commercial structures with confidence. • Structure value-based sales initiatives that align Musixmatch solutions with customer workflows, product roadmaps, and ROI objectives. • Collaborate cross-functionally with Product, Partnerships, and Engineering teams to drive market and product development, ensuring continued releases and feature enhancements for Musixmatch Pro. • Manage and maintain the opportunity sales pipeline with analytical rigour - forecast accurately, optimise conversion, and scale initiatives quantitatively. • Support and share know-how with team members to reach collective business goals and revenue objectives. • Navigate high-pressure situations with calm professionalism. Requirements: • 7+ years of experience in quota-carrying partner sales, consultative B2B sales, or business development within music technology, SaaS, media, advertising, or adjacent industries. • Consistent track record of exceeding sales objectives; demonstrable planning, forecasting, and pipeline management skills. • Established network within record labels, distributors, streaming platforms, social media, and/or music technology stakeholders. • Proven ability to negotiate technology API agreements, licensing deals, and commercial terms with senior stakeholders. • Deep understanding of the music ecosystem and adjacent technology markets (social media, AI/ML, content platforms, brand partnerships). • Comfort articulating a world-class data and metadata service; aptitude for learning and integrating new technologies into sales strategies. • Excellent presentation skills - ability to read a room, anticipate questions and objections, and tailor your pitch to technical and commercial audiences. • Strong written and verbal communication skills; professional fluency in English. Additional languages (Spanish, French, German, Italian) highly desirable. • Personal drive, independence, and a natural problem-solving mindset. • Organised and self-reliant: comfortable in a scale-up environment managing varied demands on your time and resources. • Bachelor's degree required; Master's degree preferred.

Guardsquare

We’re looking for a driven and commercially minded Sales Executive to help accelerate our growth across the APAC region, with a strong focus on Singapore, Indonesia, and Malaysia. This is a hybrid role combining both new business acquisition and account growth. You’ll be responsible for acquiring new customer prospects and expanding revenues across existing customer accounts.  We are looking for someone who has a strong track record in Enterprise sales, with experience in both direct and partner sales models.  You bring a strong SaaS/software sales background, a proven track record of consistently exceeding targets, and experience managing complex sales cycles across multiple stakeholders. Experience within cybersecurity is a strong plus, especially if you’ve worked with customers in banking, financial services, or fintech environments. Candidates must be legally authorized to work in Singapore at the time of application. Please note that we are unable to provide visa or work permit sponsorship for this role. SO, WHAT WILL YOU BE DOING ALL DAY? * Drive new business acquisition across the APAC region, with a focus on Singapore, Indonesia, and Malaysia. * Manage and grow existing customer relationships through strategic account management and expansion opportunities. * Own the full sales cycle from prospecting and qualification to negotiation and closing. * Develop and execute land-and-expand strategies within existing accounts to maximize long-term revenue growth. * Build trusted relationships with technical and business stakeholders across SMB and enterprise customers. * Work closely with Solutions Engineering, Marketing and Product teams to support customer success and pipeline generation. * Identify market opportunities and contribute to regional go-to-market strategies. * Maintain accurate pipeline forecasting and CRM hygiene. * Represent the company at customer meetings, industry events, and regional conferences when needed. THIS IS THE PERFECT JOB FOR SOMEONE WHO HAS * 3 to 5 years of experience in a similar hybrid sales role, managing both hunting and farming responsibilities, within software or SaaS environments. * A proven track record of consistently achieving or exceeding revenue targets, including annual quotas of at least >1M SGD. * Strong experience with land-and-expand sales motions and growing existing accounts. * Experience selling into both SMB and enterprise environments. * Exposure to banking, financial services, insurance (FSI), and fintech customers. * Experience within the cybersecurity industry is a strong plus. * Experience working across the Singaporean, Indonesian and Malaysian markets. * Strong commercial acumen and the ability to navigate complex stakeholder environments. * Comfortable selling technical solutions to both business, technical and C-level audiences. * Excellent communication and relationship-building skills. * Excellent English communication skills, both written and spoken. * Additional language skills in Mandarin/Chinese and/or Malay are considered a strong plus. * Singaporean citizenship or permanent residency in Singapore. * Open to being in the office 5 days a week, at least for the first year.  BONUS POINTS IF YOU * Have experience working in high-growth SaaS or cybersecurity companies. * Have experience working in international or regional APAC sales environments. WHAT GUARDSQUARE OFFERS YOU * A full-time role with a competitive salary package and performance-based incentives. * The opportunity to play a key role in establishing and growing Guardsquare's Singapore office, while building on an already successful and fast-growing business across the APAC region. * The chance to make a tangible impact by helping shape our commercial presence, build lasting customer relationships, and accelerate growth in one of the world's most dynamic technology markets. * The tools, autonomy, and flexibility to succeed, with plenty of opportunities to develop both professionally and personally. * An international environment where you'll collaborate with talented, motivated colleagues from a wide range of cultures and backgrounds across Europe, North America, and Asia-Pacific. At Guardsquare, we take pride in being a diverse and multicultural company with team members representing numerous nationalities. We value different perspectives and opinions throughout the business which has contributed to our being the market leader in mobile application security.  You will be part of a dynamic team that strives for excellence and focuses on continuous education and enhancement in skills. We encourage & empower our trusted colleagues to share their opinions, actively collaborate, and continue to learn and grow.   So, what are you waiting for? Join us!  You can apply for this opportunity by filling out the application form below!    ABOUT GUARDSQUARE Guardsquare offers the most complete approach to mobile application security on the market, delivering the highest level of protection, with ease. Guardsquare integrates seamlessly across the full development cycle, from mobile app security testing and code hardening to real-time threat detection and API security. Guardsquare provides enhanced mobile application security across the entire development process. More than 1,000 customers worldwide across all major industries rely on Guardsquare to help them identify security risks and protect their mobile applications and SDKs against reverse engineering and tampering in the ever-evolving threat landscape. Guardsquare is based in Leuven (Belgium) with offices in Ghent (Belgium), Boston (USA) and Munich (Germany).