Position Overview:
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. We need someone equally comfortable opening a brand-new account and growing one we already have — commercially sharp, technically curious, and credible with both IT stakeholders and business buyers.
You’ll get to take ownership of:
- 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.
We’d love to meet someone with:
- 5+ years of closing experience in B2B software sales, with a track record you can back up — we check references and verified numbers, not just a good story.
- 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.
- A platform or data-integration background is a strong plus over point-solution SaaS experience — the independent, use-case-driven selling here is a different motion.
- Domain exposure to logistics, manufacturing or retail is a nice-to-have, not a requirement.
- German native or C1+ level, with fluent English (our internal working language; HQ in Germany).
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
You can look forward to:
- 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
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