Bonitasoft Benefits

Imagine joining a company with 16 years of enterprise experience… to launch a product as if it were Day One.
At Bonitasoft, we’re building a brand-new AI-native orchestration platform, one that redefines how organizations work, by seamlessly connecting humans, agents, and systems inside tools like Microsoft Teams.

We’re turning siloed processes into intelligent conversations a and we’re looking for a founding sales voice to bring that story to life.

Your mission

As Founding Account Executive, you’ll be the first sales hire for this product line. No legacy targets. No red tape. No endless layers of approvals.

You’ll work directly with our CEO to shape the GTM strategy and sign our first customers. For execution and pipeline management, you’ll report to our Head of Sales.

This role is about building trusted relationships, not pushing software. You’ll help executives rethink how work gets done and show how orchestration can unlock real gains in productivity, clarity, and impact.

If you enjoy autonomy, ownership, and storytelling with purpose, keep reading.

What’s in it for you ?

This is not just a sales role. It’s a build-it-yourself opportunity for a smart, strategic salesperson who wants to shape something valuable and enjoy the ride.

Design your own sales motion : you’ll define our narrative, craft the first outbound strategy, and create customer playbooks from scratch. We’ll support you every step of the way.

Have a direct impact : what you hear in the field will shape what we build. You’ll contribute to the roadmap, influence messaging, and define the story we tell the market.

Be at the table, not just in the loop : you’ll help decide who we target, how we grow, and what success looks like. You’ll be part of the strategy, not an afterthought.

Work in a startup environment with solid foundations : we move fast and stay lean, but you’ll benefit from Bonitasoft’s strong reputation in enterprise software. It’s the speed of a startup with the credibility of a proven player.

Earn what you create : with a competitive fixed salary and uncapped commission, your compensation reflects your results.

Bring your personality : we’re serious about value, but we also like to laugh. If you’re sharp, outgoing, and can land a good joke while closing a deal, you’ll fit right in.

Key responsibilities

• Co-create the go-to-market strategy
• Build and qualify your pipeline from the ground up
• Lead consultative sales cycles with CHROs, CIOs, CFOs and CEOs in mid-sized organizations (1,000 to 5,000 employees)
• Translate pain points into value-based use cases
• Educate the market on orchestration in the AI era
• Collaborate with Product and Marketing to refine demos, content, and messaging
• Initiate partner opportunities, especially with Microsoft ecosystem players
• Establish solid sales foundations including CRM hygiene, qualification frameworks, and feedback loops
• Act as a trusted advisor to customers rather than a traditional seller

What success looks like ?

• C-level executives trust you and value your input
• Our first lighthouse customers are signed and activated
• The GTM playbook and qualification framework are co-built and in motion
• A healthy early pipeline is growing steadily
• You’re seen as a strategic partner who unlocks long-term opportunities

What sets you apart

• Senior sales experience in B2B SaaS, ideally in AI, automation, or digital transformation
• Strong consultative selling mindset and comfort engaging with C-level stakeholders
• A track record of building trust and solving business problems, not just closing deals
• Entrepreneurial mindset with a hands-on approach
• Fluency in English and French; Spanish is a plus
• You use AI tools in your day-to-day workflow to be more effective
• You’re curious, thoughtful, ambitious and ready to shape the future of work from the ground up

Hiring process

1. Initial chat with our Talent Acquisition
2. Interview with Christophe, CEO
3. Meet Stéphane, Head of Sales
4. Meet with Nicolas, CTO
5. Panel interview (Role play)
6. Wrap-up with our VP of People