Account Executive, Strategic (Paris, France)

Airtable

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done. Since our EMEA launch in 2022, Airtable has established a strong regional footprint. From our new EMEA headquarters at Borough Yards in London to our growing teams across France and Germany, we're bringing Airtable closer to our customers and deepening our commitment to their success.  As we continue to scale, we are highly invested in what matters most - our people. We believe great products are built by great people, which is why we're looking for exceptional talent to help shape the future of Airtable. Each client has unique business needs and you will act as a trusted business advisor to understand their specific business pains and map them to Airtable solutions. You will work cross-functionally with our EMEA-based team of BDRs, Solutions Consulting, Services, Customer Success, Partnerships and Marketing to generate pipeline, map out solutions and ensure long-term success for new and existing customers.  WHAT YOU'LL DO * Own the full sales cycle for your book of business primary in France- prospect, develop, manage and close.  * Leverage MEDDICC and Command of the Message to effectively qualify deals, build champions and forecast accurately. * Educate current and prospective customers on the value proposition of Airtable’s Connected Applications Platform. * Partner with Customer Success Managers and other cross-functional teams our to grow and renew existing accounts. * Build relationships with senior stakeholders across all industries. * Coordinate resources throughout the sales cycle including legal, sales engineering, implementation specialists and sales leadership. WHO YOU ARE * 5+ years of quota-carrying SaaS sales experience. * 4+ years selling into the Enterprise segment. * Bilingual: Fluent in both English and French.  * Strong track-record of overachieving quota throughout your current tenure & career. * Passionate about generating your own pipeline opportunities and landing new logos. * AI Fluency: You operate with AI as a core part of how you work. * Closed and owned complex deals with named accounts (5000+ FTEs) . * Experience expanding initial use-cases across other teams and organizations within existing customers. * Comfortable managing and navigating a variety of high-level stakeholders with a track-record of building trusted relationships. * Trained in MEDDICC and/or Command of the Message. * Preferred to have: Examples of closing AI uses cases into production with customers.  WHAT WE OFFER  We believe great work starts with feeling supported, that’s why we’ve built a benefits package designed to help you thrive both inside and outside of work. * Compensation: Competitive €OTE (50 | 50 split) and RSU stocks * Internet: €45 per month to cover your home internet costs. * Health & Wellness: €185 per month Lifestyle Wallet to spend on your wellbeing, however works best for you. * Home Office: €970 one-off allowance to set up your home workspace when you join. * Parental Leave: A minimum of 16 weeks fully paid maternity or paternity leave, giving you the time and flexibility to focus on what matters most. * Healthcare: Top-tier private health cover through Alan Health Insurance. * Time Off: 25 days annual leave, plus RTT days.  At Airtable, we embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. We strive for Airtable to be a pleasant and supportive place to work, and to attract and retain a diverse team of talented people.  We take great pride in holding everyone accountable for treating each other with dignity and respect.  Airtable is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a medical condition or disability which inhibits your ability to complete any part of the application process, please complete our Accommodations Request Form and let us know how we may assist you. #LI-Remote Please see our Privacy Notice for details regarding Airtable’s collection and use of personal data relating to the application and recruitment process by clicking here. For applicants that live in or have a link to Australia, please see this Privacy Collection Statement for details regarding Airtable's collection and use of personal data relating to the application and recruitment process. 🔒 Stay Safe from Job Scams All official Airtable communication will come from an @airtable.com email address. We will never ask you to share sensitive information or purchase equipment during the hiring process. If in doubt, contact us at hr@airtable.com. Learn more about avoiding job scams here.

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for an Enterprise Account Executive who will play a critical role driving sales and maximizing revenue with our Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key executive level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma. WHAT YOU'LL DO AT FIGMA: * Create and manage a pipeline of Enterprise accounts to consistently meet or exceed quarterly and annual sales targets * Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs) * Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term * Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities * Manage a book of business by tiering accounts and initiating techniques to save contractions * Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success * Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives * Consistent performance meeting pipeline generation targets for net new business * Demonstrated experience successfully managing complex sales cycles (6 months+) * A sales methodology and process that creates value for customers * Fluency in French WHILE IT’S NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience selling solutions to technical audiences at a strategic level (i.e. Engineering, Product, Design teams) * Demonstrated ability to succeed in a changing environment * Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. #LI-SB2 At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Databricks

SLSQ227R192 Databricks operates at the leading edge of the Unified Data Analytics and AI space. Our customers in France rely on us to drive the accelerated innovation needed to stay ahead in today’s highly competitive landscape. As we continue our rapid expansion in France, we are looking for a creative, execution-oriented Strategic Enterprise Hunter Account Executive to join our team and maximize the incredible market opportunity for Databricks in the region. Reporting to the Director of Enterprise Sales, Hunting Team, you will be responsible for driving strategic growth and expanding our footprint across the region’s most critical enterprise accounts. The impact you will have: * Assess your list of assigned accounts and develop a strategy to execute against it * Build a customer base, identifying and closing new logo opportunities * Lead your customers and partners to identify impactful big data and AI use cases whilst proving out their value on the Databricks Lakehouse platform. * Identify land opportunities and develop the expand / consumption use cases. * Orchestrate and utilise internal teams to maximise the impact on your ecosystem. * Build exceptional value with all engagements to guide successful negotiations to close point What we look for: * Proven experience selling SaaS solutions to Enterprise Customers * Extensive experience and strong performance in new logo hunting * Experience working in Big Data, Cloud, or SaaS industries with some technical sales experience * Successful experience selling complex software deals and quota over-achievement * Understanding of consumption based land and expand sales models is advantageous * Knowledge of the Data & AI space with some technology sales experience * Evidence of creating demand that delivered substantial business value * Experience of following robust sales methodologies and process, e.g. account planning, MEDDPICC, Value Selling and accurate forecasting * Experience of building effective champions, collaborative teams and partnerships to support execution of your territory plan. * Understanding of how to identify all key uses cases and buying centres in an opportunity to increase the impact of Databricks in an organisation * Fluent French and business English required About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.