If you have a passion for innovation, an eye for spotting opportunities, and the skills to close deals, then you might be the perfect fit for our Senior Account Executive role at Bonitasoft. We are revolutionizing digital operations with our open-source platform and we’re looking for a dynamic sales professional to help us expand our reach.

As a fully remote company with team members across France, Spain, and Canada, you’ll join a collaborative and flexible work environment.

Your mission

Prospect

As a Senior Account Executive, you'll be at the heart of our sales strategy, working closely with marketing, demand generation, and product teams to convert prospects into satisfied customers.

You’ll leverage tools like LinkedIn Sales Navigator & growth hacking tools to identify and engage new leads, negotiate deals with top decision-makers, and build long-term relationships that drive recurring revenue.

• Develop effective messaging to convert inbound interest into a qualified pipeline.

• Participate and promote Bonita to industry events (internal & external).

• Improve opportunity management and qualification processes.

• Prepare initial qualification meetings when applicable.

Negotiate & Close

• Address common objections in the buying process by clarifying them and probing to identify their underlying causes.

• Use negotiation techniques effectively, including the get/give approach, the 3 NO approach, and the effective use of silence.

• Maximize future company revenue by driving recurring revenue growth and avoiding downsells.

• Negotiate exclusively with decision-makers after our offering has been selected.

Develop Relationships

• Engage in meaningful conversations with customers by asking open-ended questions and active listening to uncover their behaviors and reasoning as well as their needs and the cost of inaction.

• Identify upsell opportunities.

• Document customer meeting minutes.

• Nurture ongoing relationships with existing customer portfolios with the latest offering updates.

Report on

• Forecast weekly, monthly, and quarterly attainment.

• Sales accepted opportunity attainment vs. goals.

• Net ARR pipeline.

What’s more, you’ll have the chance to contribute directly to our product evolution by providing valuable customer feedback. Your expertise in consultative sales and understanding of the B2B software environment will be crucial as you guide clients through the buying process, ensuring they see the clear ROI of choosing Bonita.

About you

• Proven consultative sales solution skills, including the ability to articulate a clear, concise ROI value statement.

• Excellent spoken and written French and English.

• Confirmed Sales experience in the Software Industry, familiarity with automation technology would be greatly appreciated.

• Familiarity with CRM software such as Salesforce, sales operations, and marketing automation software.

• Understanding of the B2B software environment and sensitivity to open source software and the developer product space.

• Expertise in Customer Centric Sales (CCS) methodology will be considered as a plus

• Strong decision-making, problem-solving, and creative thinking skills

Why Bonitasoft ?

Join a company that not only values your skills but also invests in your growth.

Hiring Process

1. HR interview with Christelle (Talent Acquisition)

2. Interview with your future manager, Stéphane Cau, Head of Sales.

3. Panel presentation.

4. Wrap up interview with Charlotte (VP of people)

Département

Commercial

Poste

Sales Executive

Localisations

France

Statut à distance

Complètement à distance

Type d'emploi

Temps plein