Account Executive - Enterprise Paris

About us

Every company that scales lives or dies by its procurement function. It manages the vendor relationships that keep operations running, the financial guardrails that prevent overspend, and the supply chain resilience that determines whether a company survives a crisis or folds under one. And yet, the people doing this work spend 80% of their time in spreadsheets. Not because they lack ambition, because the tools haven't changed in 25 years.

Pivot is building the AI operating system for procurement: enterprise-grade infrastructure that hands the manual grind to AI agents so procurement teams can do what they were actually hired to do, shape the strategic future of their companies. Our platform combines intake, approvals, vendor management, invoice matching, and ERP integrations in a single AI-native platform.

We've lived this frustration firsthand. We built Pivot because we couldn't find what we needed, and because we believe procurement shouldn't be the last function to enter the AI era. It should be the first.

The adventure started mid-2023 with three founders, former C-levels from fintech unicorns (Qonto, Swile, and Nuxeo) and highly experienced engineers from top-notch tech companies. We’ve since raised $40M in a Series B round, totaling our funding to $70M, coming from tier-1 investors. We’ve built a team of 70, are operating across 25+ countries
, and are trusted by enterprise leaders like Door Dash, Lemonade, Wolt, and Flix

We're looking for smart, execution-driven people who care about building something exceptional.

As an Account Executive - Enterprise, you will own the full sales cycle for our most strategic accounts on the French and Belgium market. You will target large, complex organisations with multiple stakeholders, navigate sophisticated procurement and legal processes, and close high-value, long-term deals that define Pivot's enterprise footprint in EMEA.

You will join our Sales team, which currently includes a VP of Revenue, Account Executives, a Pre-Sales Engineer, and a BDR team. You will report directly to VP of Revenue.

• Own complex, multi-stakeholder enterprise sales cycles from first contact through close, managing procurement, legal, IT, and C-suite stakeholders simultaneously.

• Develop and execute a territory plan targeting strategic enterprise accounts across your defined region, in close coordination with the BDR team. Willing to open doors by your own methods too.

• Build and deliver compelling business cases, executive-level presentations, and tailored demos that articulate Pivot's value at every stage of the buying journey.

• Lead commercial negotiations, structure commercial agreements, and ensure favourable terms for both Pivot and clients, building win-win partnerships designed to last.

• Identify and drive expansion opportunities within existing enterprise accounts, surfacing upsell and cross-sell potential to grow revenue and deepen relationships.

• Maintain rigorous pipeline discipline: own your forecast with accuracy on a monthly and quarterly basis, and manage CRM hygiene in Hub Spot.

• Collaborate internally:

  • Work closely with the BDR team, providing direction, feedback, and mentorship to maximise the quality and volume of enterprise pipeline.

  • Partner with Pre-Sales to manage technical evaluations, RFPs, and Info Sec requirements during complex sales cycles.

  • Coordinate with the Operations team to ensure smooth handoffs and long-term client satisfaction post-close.

• You are a master of enterprise sales cycles: multi-threaded stakeholder management and driving consensus across large, complex organisations come naturally to you.

• You are a strategic thinker who approaches your territory like a business: mapping white…