You'll be based in Paris, but still working closely with our CEO and GTM team in the USA, resulting in meaningful exposure to our US customer base.

What You'll Be Doing

• Own the pipeline end-to-end : Qualify, progress, and close opportunities from initial contact through commercial negotiation and signed contract. You won't be cold calling or building the pipe, you will be expected to chase, follow up, and drive deals to a decision.
• Become a genuine product expert : Understand Lago's product architecture, open source positioning and pricing model well enough to hold a credible conversation with an engineering lead. You don't need to code, but you do need to care about the product deeply.
• Navigate complex buying environments : Map stakeholder landscapes across engineering, product, finance, and executive teams. Build the relationships and create the internal alignment that gets deals done. Complex sale requires strong project management skills.
• Run structured discovery : Go deep into a prospect's current billing infrastructure, understand their pain, and connect it clearly to what Lago solves. This is consultative selling — the quality of your diagnosis matters as much as your pitch.
• Lead demos and proof-of-concepts : Present Lago's value in a way that lands for both technical and business audiences. Adapt your approach to the room.
• Feed the feedback loop : Work closely with Product and Engineering to surface what you're hearing from prospects. At Lago's stage, what you learn in deals shapes what we build.
• Represent Lago externally : You'll be one of the faces of Lago for prospective customers. How you show up — prepared, sharp, curious — reflects directly on the company.

Who You Are

• You've spent 5–10 years at an IT or digital transformation consultancy , working on complex implementation projects for large organisations — not pure strategy. You've built deliverables, managed client relationships, navigated internal politics, and produced work that had to be right.
• You've had commercial exposure : You've been involved in pricing proposals, account expansion conversations, or bid teams. You know what it feels like to have something at stake in a client relationship.
• Your English is near-native : Most of our customers are based in the US or are English-speaking. You're as comfortable in a written async thread as you are on a video call, and your written communication is precise and polished.
• You're technically curious : You don't need an engineering background, but you need to genuinely want to understand how Lago works — APIs, billing infrastructure, pricing logic. If you're the kind of person who reads the docs before asking a question, you'll fit in.
• You bring structure to ambiguity : Lago's sales process isn't a rigid playbook. You'll need to build your own map in each deal and know when to move fast and when to slow down.
• You want to own something commercially : This might be your first sales role, or close to it. That's fine — what matters is that you're actively choosing to move toward ownership and commercial accountability, not drifting into it.

Who You're Not

• From a tier-1 strategy consultancy where the brand did the selling : We're not looking for someone who's pitched McKinsey decks to pre-warmed boardrooms. We need someone who's had to earn credibility from scratch.
• Uncomfortable with the idea of following up : Closing requires chasing. If the idea of sending a third follow-up email makes you uncomfortable, this role will be a stretch.
• Looking for a scripted, repeatable process : Every deal at Lago is different. If you need a rigid playbook to feel confident, this isn't the right environment.
• Uninterested in the product : Lago sells to technical buyers. If you can't get excited about billing infrastructure and open-source software, that gap will show up in every conversation.

Why Join Lago?

• A genuinely differentiated product : Lago is the leading open-source billing platform on the market. Our customers choose us because we're architecturally different, not just cheaper. That's an easier and more interesting thing to sell.
• Real ownership from day one : You'll work directly with our CEO. What you do will have immediate impact — there's no layer of management between you and the decisions that matter.
• US exposure as a Parisian hire : Our prospective customers are predominantly US-based. You'll be operating across time zones and building relationships with some of the fastest-growing technology companies in the world — from Paris.
• Competitive package : Base salary + variable (OTE) + equity. We'll talk specifics with the right candidate.
• Hybrid work model : Paris-based with flexibility.

📍 Location : Paris (Hybrid)

🏢 Team : GTM

📄 Contract : Full-Time / Permanent

(Candidates must be based in Paris to apply for this role. Any applications received from outside of the location will be automatically rejected)

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