Account Executive – France | Volta

Location: France (Field-Based)
Company: Volta
Department: Go-To-Market / Sales
Industry: AI SaaS | Workflow Automation | B2B Software

About the Role

Volta is seeking an entrepreneurial and field-oriented Account Executive to own the full commercial cycle across France.

This role combines new business acquisition, strategic account growth, and go-to-market (GTM) development. You will work with mid-market distributors, wholesalers, and brands, helping them transform operations through AI-powered solutions.

As one of Volta's early commercial hires, you will not only close revenue but also contribute directly to building the sales playbook, refining the Ideal Customer Profile (ICP), and shaping the company's commercial strategy.

Target Market

You will sell to:

• B2B Distributors

• Wholesalers

• Manufacturers

• Consumer Brands

Company Size

• €20M – €500M annual revenue

Typical Deal Characteristics

• Average Contract Value (ACV): €30K – €150K ARR

• Sales Cycle: 2–6 months

• Multi-stakeholder buying committees

Key stakeholders often include:

• CEOs

• COOs

• CFOs

• Commercial Directors

• Operations Directors

• IT Leaders

• Procurement Teams

Key Responsibilities

Full-Cycle Pipeline Ownership

Own opportunities from prospecting through contract signature.

Responsibilities

• Generate pipeline through:

  • Outbound prospecting

  • Industry events

  • Personal network

  • Trade fairs

  • Field activities

• Manage SDR and marketing-generated opportunities

• Conduct:

  • Discovery calls

  • Product demonstrations

  • Negotiations

  • Contract execution

Multi-Stakeholder Enterprise Selling

Navigate complex buying committees and align multiple decision-makers.

Responsibilities

• Build relationships with executive sponsors

• Engage operational and technical stakeholders

• Tailor messaging to each persona

• Manage internal political dynamics and consensus building

POC & Pilot Management

Design and manage structured proof-of-concept engagements.

Responsibilities

• Define success criteria and KPIs

• Track pilot performance

• Demonstrate business value

• Convert pilots into recurring revenue opportunities

• Execute land-and-expand strategies

Business Case & ROI Development

Help prospects justify investment decisions internally.

Responsibilities

• Quantify operational pain points

• Translate challenges into financial outcomes

• Build ROI models and business cases

• Equip internal champions to secure executive approval

Procurement & Deal Navigation

Lead opportunities through complex buying processes.

Responsibilities

• Manage legal reviews

• Coordinate IT validation processes

• Address security and compliance concerns

• Navigate procurement workflows

• Remove blockers proactively

• Maintain momentum through long approval cycles

Revenue Expansion

Drive account growth after initial contract signature.

Responsibilities

• Conduct strategic business reviews

• Identify upsell opportunities

• Identify cross-sell opportunities

• Expand account value and ARR

• Build long-term customer relationships

Expansion revenue is considered a core part of quota attainment.

Field-Based Selling

Develop opportunities through direct market presence.

Activities Include

• Customer site visits

• Industry trade fairs

• Executive dinners

• On-site demonstrations

• Networking events

Target sectors include:

• Cosmetics

• Professional Distribution

• Medical Devices

• Industrial Distribution

GTM & Commercial Strategy Contribution

Contribute directly to the evolution of Volta's sales motion.

Responsibilities

• Share customer insights

• Report competitive intelligence

• Identify recurring objections

• Refine ICP definitions

• Improve sales processes and messaging

• Recommend ways to shorten sales cycles

Required Qualifications

Professional Experience

• 5+ years of experience as an Account Executive in B2B SaaS

• Proven record of consistently generating new business revenue

• Experience owning the complete sales cycle from prospecting through closure

Candidates should be able to clearly articulate:

• Quota attainment

• Deal sizes

• Win rates

• Sales cycle lengths

• Pipeline generation metrics

Pipeline Generation

Demonstrated success generating self-sourced opportunities through:

• Outbound prospecting

• Networking

• Events

• Referrals

• Field engagement

Not solely dependent on inbound or SDR-generated opportunities.

Enterprise Sales & Business Case Development

Experience:

• Selling to executive stakeholders

• Building ROI-based business cases

• Influencing CFOs and COOs

• Justifying strategic investments

Land-and-Expand Success

Proven ability to:

• Grow accounts post-sale

• Increase ARR within existing customers

• Execute structured expansion strategies

Field Sales Experience

• Comfortable travelling regularly across France

• Enjoys face-to-face customer engagement

• Experienced in field-driven sales environments

AI & Technology Interest

Strong interest in:

• Artificial Intelligence

• Workflow Automation

• Digital Transformation

Ability to discuss AI-related opportunities and challenges with senior decision-makers.

Startup / Scale-Up Mindset

Experience thriving in:

• Early-stage companies

• High-growth environments

• Ambiguous and evolving organizations

Ability to help build processes rather than simply execute existing ones.

Language Requirements

• Fluent English (required)

• Comfortable operating in an international environment across France and Italy

Preferred Qualifications

Industry Experience

Experience selling into:

• Distribution

• Wholesale

• Manufacturing

• Cosmetics

AI & Automation Software Sales

Experience selling:

• AI-powered solutions

• Workflow automation platforms

• Process optimization software

Understanding of customer concerns regarding:

• Data security

• System integration

• Change management

• User adoption

Sales Methodologies

Experience using:

• MEDDIC

• MEDDPICC

• SPIN Selling

• Other structured enterprise sales frameworks

Industry Network

Existing relationships within:

• Cosmetics distribution

• Building materials distribution

• Medical device distribution

Ideal Candidate Profile

The successful candidate is:

Hunter Mentality

• Proactively creates opportunities

• Comfortable initiating conversations with senior stakeholders

Strategic Seller

• Understands business drivers

• Connects operational pain to measurable outcomes

Entrepreneurial

• Thrives in uncertainty

• Enjoys building processes and influencing company direction

Commercially Disciplined

• Strong pipeline management

• Accurate forecasting

• Structured deal execution

Customer-Centric

• Focused on delivering measurable value

• Builds long-term trusted relationships

Core Skills & Keywords

• Enterprise Sales

• B2B SaaS

• Full-Cycle Sales

• New Business Development

• Outbound Prospecting

• Account Executive

• AI Solutions

• Workflow Automation

• MEDDPICC

• Business Case Development

• ROI Selling

• Multi-Stakeholder Sales

• Procurement Management

• Pipeline Generation

• Territory Development

• Land-and-Expand

• Revenue Growth

• Strategic Selling

• Executive Engagement

• Account Expansion

Recruitment Process

1. Screening Interview

Duration: 30 minutes

Meeting with Elsa (Chief of Staff) to assess:

• Cultural fit

• Motivation

• Alignment with Volta's values

2. Hiring Manager Interview

Discussion focused on:

• Commercial achievements

• Pipeline generation

• Sales methodology

• Customer engagement approach

3. Operational Assessment

Working session with a current Account Executive.

Includes:

• Simulated discovery call

• Sales scenario exercise

• Structured debrief and feedback discussion

4. Final Interview

Meeting with Paul (Co-Founder & Co-CEO).

Focus areas:

• Strategic thinking

• Long-term ambitions

• Alignment with Volta's vision and growth plans

Diversity & Inclusion

Volta believes diverse teams build stronger companies.

Applications are welcomed from all qualified candidates regardless of:

• Gender

• Background

• Experience

• Identity

• Personal circumstances

Why Join Volta?

This is an opportunity to join a fast-growing AI company at a pivotal stage of growth.

You will:

• Own a meaningful revenue territory

• Influence GTM strategy

• Sell cutting-edge AI solutions

• Work directly with founders and leadership

• Help define the future commercial engine of the company

If you're a field-driven SaaS seller who enjoys building as much as closing, Volta offers the chance to make a measurable impact while accelerating your career in AI and enterprise software.