Senior Enterprise Account Executive

At Urbantz, we help the world's largest retail, grocery, e-commerce and logistics companies love their last mile delivery management operations with a smarter, greener approach. Our SaaS platform was built specifically for large enterprises to help them cut through the complexity of multi-fleet operations and drive greater sustainability in the final mile at any scale.

Urbantz is a leading provider of last-mile delivery software, empowering businesses to optimize their delivery operations, enhance customer satisfaction, and drive operational efficiency. Our innovative solutions leverage cutting-edge technology to streamline logistics, improve visibility, and ensure timely deliveries.

More than 100 brands enjoy the clarity and control to cut their CO2 emissions, allocate smartly across carriers, build unique workflows and ensure on-brand delivery experiences for recipients with Urbantz.

Since our inception in 2015, we've enjoyed phenomenal growth across Europe, the Middle East and beyond. In 2020, Deloitte ranked us third in its annual Technology Fast 50 list.

As an Enterprise Account Executive for France at Urbantz, you will play a crucial role in accelerating our growth in one of our most strategic and mature markets. We are looking for a dynamic and results-driven professional with a strong track record in enterprise sales, particularly in the SaaS sector. You will be responsible for expanding existing accounts, developing new opportunities, and driving complex sales cycles with top-tier French clients in retail, distribution, logistics, and beyond.

This role requires strategic thinking, excellent relationship-building skills with C-level stakeholders, and a passion for delivering high-impact solutions. You will benefit from an existing customer base, strong brand awareness in the French market, and internal resources including Solution Architects, marketing support, and customer success.

Key Responsibilities

• Expand and manage our consultative value selling processes in the French enterprise sector.
• Conduct comprehensive needs assessments and present tailored last-mile delivery solutions (including initial sales demostrations)to prospective and existing clients.
• Manage the entire sales cycle from outreach and qualification to negotiation and closing of complex, multi-stakeholder enterprise deals.
• Design and execute go-to-market strategies to drive effective market penetration and achieve corporate objectives within the assigned territory.
• Map, analyze, and plan territory coverage to identify account expansion opportunities; develop localized action plans prioritizing key segments.
• Define, maintain, and apply criteria for Ideal Customer Profile (ICP) and account segmentation to optimize resource allocation and maximize commercial impact.
• Lead outbound pipeline generation campaigns in coordination with marketing, ensuring the consistent entry of highly qualified opportunities.
• Develop and execute strategic account plans for targeted penetration in key accounts, articulating differentiated value propositions to C-level and operational stakeholders.
• Establish systematic account mapping to identify decision-makers, influencers, and internal champions within target organizations.
• Collaborate cross-functionally with product, marketing, legal, and finance teams for proposal development, RFP responses, and contract negotiations.
• Drive the post-sales handover processes with customer success and implementation teams to ensure seamless onboarding and retention.
• Monitor market trends, competitor activity, and regulatory changes to continuously adapt segmentation and go-to-market tactics.
• Build and maintain long-term, trusted relationships with enterprise-level clients.
• Report on territory objectives, performance, sales metrics, and pipeline evolution to ensure accurate forecasting and continuous improvement.
• Represent the company at industry events, webinars, and workshops to strengthen brand visibility and generate high-value leads.Mentor and support junior sales team members, sharing best practices in enterprise deal management and consultative selling.

• Minimum of 10 years' experience in B2B SaaS sales, with a strong focus on enterprise deals involving contracts from €300K up to and exceeding €1.5M ARR.
• Native-level or excellent proficiency in French and fluent in English (additional languages are a plus).
• Proven expertise in managing complex sales cycles and enterprise negotiations, ideally within a SaaS environment.
• Deep understanding of enterprise business challenges and market dynamics specific to France.
• Demonstrated ability to engage, influence, and build trusted relationships with C-level executives and lead high-stakes strategic deals.
• Solid knowledge of the logistics, transport, or distribution sectors strongly preferred.
• Highly motivated and committed, with a drive to contribute to an ambitious, high-growth SaaS scale-up.
• A track record in consultative, value-driven technology sales environments.
• Familiarity and hands-on use of leading sales methodologies (e.g., MEDDIC, MEDDPICC, SPIN Selling, Sandler).
• Outstanding communication, presentation, and networking skills.
• "Rainmaker" mentality—results-oriented, self-starter, and consistently exceeds targets.
• Entrepreneurial mindset with high energy, resilience, and adaptability in fast-changing environments.
• Willingness to travel up to approximately 50% of the time, depending on business needs and peak periods.

• Experience with large technology companies is a must, startup is a plus.
• Experience in Logistics & Supply Chain is a plus.

• Work where you choose: our fancy offices in the center of Brussels, your spare bedroom, a cabin in the woods… you decide.
• Join a high performing team. We have built a state-of-the-art, innovative, and professional "sales machine".
• Autonomy to define and navigate your own path to success.
• A competitive salary, the right tools, and a range of fringe benefits.
• An incredibly diverse international team and a company culture that encourages freedom, creativity, and collaboration.
• Opportunities to grow your expertise through training, workshops, etc.
• Quarterly team onsite meetups in Brussels and an annual offsite somewhere sunny.