Account Executive - DACH

This is a remote-first role based anywhere in Germany, with occasional travel (roughly 10% of your time) for in-person customer or team moments — proximity to our HQ in Tutzing is a plus, not a requirement. We encourage applications from all qualified candidates, regardless of gender identity.

You'll join a 15-person DACH sales team managing a shared base of 2,000+ existing customers, while also building new business from scratch. This seat is for someone earlier in a strong Account Executive career who is ready to own full-cycle deals — not a business-development, SDR, or BDM role, and not a junior or trainee position.

• New-business hunting: proactively sourcing and closing new-logo accounts across Germany, Austria and Switzerland — sourcing matters as much as closing here.
• An existing account book: owning and growing a slice of our 2,000+ customer base in DACH, spotting expansion and renewal opportunities alongside your new-business work.
• Technically credible selling: running discovery and value conversations on data integration, EDI and supply-chain workflows, engaging both IT stakeholders and business buyers like supply chain and logistics leaders.
• Full sales-cycle ownership: qualification through close, with accountability for your own pipeline health, forecasting accuracy, and ACV.
• Direct, no-partner-model selling: this territory is direct sales only — you own the relationship end to end, with no channel hand-offs.
• Staying sharp with AI-assisted tooling: our sales workflow uses AI agents for company research and a lead-scoring system, so you spend your time on conversations that matter.

• 3+ years of closing experience in B2B software sales as an Account Executive, with a genuine track record of owning deals end to end — this seat isn't a fit for business-development, SDR, or BDM backgrounds without prior closing ownership, regardless of years in a sales organisation.
• A genuine blend of hunting and farming: you've opened new accounts from scratch, and you've grown an existing book — not just one or the other.
• Technical fluency: comfortable in front of IT managers, EDI owners and integration leads, and able to translate that into a business case for a non-technical buyer.
• No specific tool experience required: you don't need to already know our exact sales stack (e.g. tools like HubSpot or Sales Navigator) — general CRM familiarity is enough, and we'll get you ramped on our process.
• German native or C1+ level, with fluent English (our internal working language; HQ in Germany).

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  • A personal, 100% individual quota — no team target to hide behind, and no partner deals to lean on either.
  • A fast, low-politics culture that rewards performance quickly: a quarterly bonus plus a year-end accelerator.
  • Remote-first flexibility across Germany, with purposeful travel rather than a fixed office routine.
  • A genuinely technical product to sell — not another horizontal SaaS tool.
  • A personal learning and development budget
  • 30 vacation days per year
  • Up to 20 days of remote work per year from any EU country
  • Bike leasing through our partnership with JobRad
  • Team evenings every Thursday, with refreshments covered by the company
  • A company pension plan (bAV)
  • Subsidised lunches and a modern office with a view of Lake Starnberg in Tutzing, for the days you're on-site

• If you're excited about this role but don't meet every qualification, we encourage you to apply! Lobster is an equal opportunity employer. We are committed to fostering a diverse and inclusive environment where empathy and respect guide our interactions.