Senior Account Executive Defense

About Pelico :

Pelico is an innovative scale-up on a mission to revolutionize manufacturing intelligence through resource optimization. We have developed a platform that enables factories to be more agile, efficient, and resilient, minimizing disruptions and ensuring continuous productivity.

In a world where factory disruptions strike every 16 minutes, the future belongs to those who can turn complexity into clarity. At Pelico, we empower industrial leaders to transform disruption into opportunity, synchronizing people, data, and decisions in real time to unlock the full potential of operational resilience

Our work has earned recognition from industry leaders, including Safran, with the Digital Transformation Award, and Microsoft, which named us Scale-Up of the Year.

Why Join Pelico?

• Innovative Leadership: As the premier leader in supply chain disruption management, we redefine how factories operate, bringing unmatched agility and resilience to factories.
• Cutting-Edge Technology: Our state-of-the-art SaaS Supply Chain Operations platform empowers factory teams to swiftly respond to disruptions, ensuring minimal impact and maximum efficiency.
• Global Impact: Since our inception in 2019, we’ve partnered with industry leaders across aerospace, industrial equipment, and luxury watchmaking, revolutionizing factory operations in over 15 countries. Esteemed clients include Airbus, Safran, Cartier, Daikin, and Eaton.

About our Team

With a dynamic team of over 140 professionals across the US and France, Pelico is a melting pot of top-tier talent from Tech, Data Science, and Manufacturing domains.

Our collaborative environment fosters innovation and excellence, driving us to solve complex challenges and shape the future of manufacturing.

Your role's mission:

Your mission is to drive Pelico’s growth within the European and French Defense ecosystem, by acquiring and expanding high-value enterprise accounts, closing complex multi-stakeholder deals, and positioning Pelico as a trusted operational intelligence partner for defense organizations and industrial primes.

You will play a strategic role in accelerating Pelico’s presence in the defense market, engaging senior stakeholders (COOs, Supply Chain Directors, Program Managers, DGA contacts), and shaping our go-to-market strategy for this highly regulated, high-impact sector.

Key Responsibilities :

• Build and execute a strategic sales plan for the Defense sector, targeting leading industrial groups and public-sector entities.
  
• Deliver €1.5M+ in new ARR and acquire 6+ new logos annually, including 2–3 strategic “dream logos.”
  
• Manage multi-threaded, long-cycle enterprise deals involving procurement, technical, operational, and executive stakeholders.
  
• Build and maintain a €2M+ qualified pipeline, ensuring consistent growth and forecasting accuracy.
  
• Establish trusted relationships with key stakeholders such as defense primes, Tier 1 suppliers, and institutional actors.
  
• Apply structured sales methodologies (MEDDIC) to ensure disciplined deal execution.
  
• Represent Pelico at key defense and industry events (e.g., Eurosatory, GIFAS forums, Defense Innovation Days).
  
• Collaborate with Marketing and Product to refine Pelico’s positioning and messaging for the Defense segment.
  
  

Location : You will be based in Paris, with English as your working language. We offer a hybrid work arrangement.

Preferred Qualifications & Skills

Pelico promotes inclusion and non-discrimination, and acts daily in favor of social mix, gender equality, senior citizens & disability

What We’re Looking For :

• 8+ years of experience in enterprise SaaS or B2B technology sales, ideally with exposure to Defense, Aerospace, or public-sector environments.
  
• Proven track record of closing €1M+ ARR deals in complex, long-cycle sales contexts.
  
• Solid understanding of defense procurement processes, industrial operations, and supply chain resilience challenges.
  
• Ability to navigate institutional and political environments with professionalism and credibility.
  
• Strong communication, storytelling, and negotiation skills with C-level and public stakeholders.
  
• Experience using Salesforce, Sales Navigator, Apollo, and CRM-based forecasting.
  
• Methodical, resilient, and entrepreneurial mindset; thrives in ambiguity and builds structure where needed.
  
• Familiarity with MEDDIC or Challenger Sales methodology is a plus.

What we offer:

Our culture thrives on trust and empowerment complemented by benefits that truly support you like :

• Work on a highly impactful product that users love!
• Office locations: In the heart of Paris (75002) and Miami, USA.
• Stock Options: Available for every employee.
• Remote Flexibility: Enjoy the freedom to work from anywhere.
• Premium Health Coverage: Up to 70% covered by Pelico (Alan Healthcare).
• Meal Allowance: €10/day worked, covered at 50% (via Swile card).
• Transportation Support: 50% public transportation coverage or an equivalent sustainable mobility package.
• Collaborative Environment: We foster a vibrant, growth-focused workplace where professional development and team connections thrive.

Your interview experience :

1. HR screening Interview : 30-45 mins
2. Hiring Manager Interview : 1h
3. On-line case study : 1h
4. On-site or On-line case study presentation : 1h
5. fit Interview : 45 mins

Curious about life behind the scenes at Pelico? Check out our Instagram page!
👉https://eu1.hubs.ly/H0c94rC0