• Take full ownership of end-to-end deal cycles - prospect, qualify, pitch, negotiate, close • Penetrate and win new enterprise accounts (80% new logo, 20% upsell/cross-sell) • Drive complex deals from outreach to contract, with full accountability for results and forecasts • Build and execute strategic account plans, engaging early in customer buying cycles • Navigate long sales cycles across multiple stakeholders from bottom to the top (IT, Procurement, Legal) • Collaborate cross-functionally with Solution Engineers, Marketing, and Legal to move deals forward • Leverage tools like HubSpot, Sales Navigator, Gong, and ContractBook to manage pipeline and communications • Represent Cenosco globally – travel to meet key customers and attend major industry events

• Play a critical role in expanding and retaining business within a portfolio of existing Bank, Credit Union, and Financial Institution clients. • Drive renewals with added value and uncover/close new revenue through strategic cross-selling and up-selling of Finastra’s Lending and Mortgage Solutions, including LaserPro and Mortgagebot. • Build strong executive relationships and deeply understand each client’s business goals and operational landscape. • Act as a trusted advisor—aligning our technology solutions to deliver measurable impact. • Exceed client expectations, achieve revenue growth targets, and become a catalyst for innovation and transformation within your accounts. • Cultivate and maintain strategic relationships with key stakeholders across a defined set of existing customer accounts. • Lead the renewal process while identifying and closing opportunities to expand Finastra’s footprint through additional product offerings. • Develop tailored account strategies that align Finastra’s solutions with each client’s business goals and industry challenges. • Collaborate closely with internal teams including Solution Consulting, Value Engineering, and Client Services to deliver value-driven proposals. • Serve as the escalation point for client issues, driving resolution while maintaining high customer satisfaction. • Conduct regular business reviews and strategic planning sessions with clients to ensure continued alignment and value delivery. • Maintain accurate and up-to-date sales pipeline data and account plans in Salesforce to support forecasting and performance tracking. • Meet or exceed assigned sales targets, consistently delivering against revenue and growth objectives. • Stay current on Finastra’s offerings, industry trends, and competitive landscape to effectively position our value proposition. • Champion a customer-first mindset while driving adoption and utilization of Finastra’s broader solution portfolio.

Role Description We are a specialized defence and security recruiting firm searching on behalf of a confidential client for an experienced Account Executive (m/f/d) in the defence software space. Our client is an internationally operating technology company developing advanced mission software for Manned-Unmanned Teaming (MUT) and Human-Machine Teaming (HMT), solutions used in real-world operational environments by pilots, operators, and military commanders. The position is based near Marseille, France and is in the beginning fully remote, with local integration planned as the regional structure grows. This is a rare opportunity to sell cutting-edge defence technology into the French and broader European defence market with genuine strategic impact and strong earning potential. - Drive new business development across the French and European defence and aerospace market, targeting military end users, OEMs, prime contractors, and government procurement stakeholders such as the DGA. - Own the full B2B defence sales cycle: from prospecting and qualification through proposal, negotiation, and contract close. - Build and expand a high-value network across the French defence industry, armed forces, and relevant government bodies. - Translate complex mission-critical software capabilities into clear operational value for technical and executive decision-makers. - Represent the company at key defence trade fairs and conferences (e.g. Eurosatory, DSEI, DVD). - Collaborate with Go-to-Market, Product, and Engineering teams, bringing market intelligence and customer feedback into the product roadmap. - Identify and develop strategic partnerships with system integrators, OEMs, and platform manufacturers. Qualifications - Proven track record in defence software sales, aerospace sales, or B2B sales in safety-critical industries. - Background in or close collaboration with the military, armed forces, government defence agencies, or security organizations. - Strong existing network in the French defence market, ideally with contacts at OEMs, prime contractors, the DGA, or French armed forces (Armée de Terre, Marine Nationale, Armée de l'Air). - Experience managing complex, multi-stakeholder enterprise sales cycles. - European citizenship required. - Native French (C2) and fluent business English; German is a plus but not required. - Self-driven, structured, and hands-on, comfortable working independently in a remote setup. Benefits - Remote-first position with flexibility and autonomy. - Permanent contract at a fast-growing, VC-backed defence tech startup. - Company pension scheme. - Flexible working hours. - International team with flat hierarchies and a strong culture of ownership. - Professional development budget and targeted training. - Corporate fitness membership (EGYM Wellpass or equivalent). Company Description Defence Recruiting ist mit einem klaren Ziel gegründet worden: die besten Talente für eine wehrhafte, moderne und demokratisch verankerte europäische Verteidigung zu gewinnen. Mit hohem Anspruch an uns und unsere Aufgabe konzentrieren wir uns auf die anspruchsvolle Schnittstelle zwischen Talentsuche und Verteidigungssektor. Unsere Gründer vereinen langjährige Erfahrung in der Rekrutierung von Top-Talenten mit fundierter Branchenkenntnis und einem engen Netzwerk in der deutschen Verteidigungsindustrie. Dabei handeln wir integer, professionell und mit einem tiefen Bewusstsein für die Sensibilität unserer Arbeit. Unsere Kunden schätzen uns als vertrauenswürdigen, diskreten Partner – klar positioniert, mit Haltung und einem modernen Auftritt.

• Maintain contact with clients and channel partners at a high, executive level, focusing on the strategic nature of the relationship; represent Tangoe to the customer/partner and the customer/partner to Tangoe • Continually develop new prospects, partners and channels through individual networking and other channel relationships, utilizing the inside sales team and various client and industry meetings • Maintain a complete understanding of each partner and client’s needs and demonstrate ability to clearly articulate how Tangoe’s product and services can improve their business operations • Demonstrate high skill at presenting Tangoe’s product/technology features and services offerings; maintain and demonstrate complete understanding of how each Tangoe solution can be customized to fit a potential client or partner • Work with other Tangoe departments to relay client and partner feedback on Tangoe’s products and support • Proven success selling into steering and governance committees • Identify new alliance partners; establish and build strategic relationships with key partners • Complete lead generation/outbound calling and warm lead follow up • Understand customer needs and requirements • Present and articulate product/technology features and professional services offerings • Close sales and achieve quarterly sales quotas • Support sales efforts of new partners, including product demos and quotes • Participate in client meetings and trade shows as required by executive or senior management