Senior Sales Account Executive
Sales & Business Development
Remote in the EU/CH
Start date: Immediately
We believe in the power of innovation and the importance of meaningful work. At our core, we’re motivated by the drive to solve real challenges and create lasting impact. Our team thrives on curiosity, collaboration, and the belief that every contribution matters.
We are a fast-moving and determined group, inspired by hands-on experience and a passion for progress. Challenges don’t intimidate us, they motivate us. We take ownership of our work, embrace the freedom to experiment, and aren’t afraid to learn from failure.
Together, we’re building solutions that drive positive change. If you’re eager to apply your skills in an impactful environment, grow alongside a passionate team, and tackle exciting challenges every day, we’d love to hear from you. Let’s make a difference together.
About KITRO
Our mission is to use the technological possibilities of our time to consciously experience the value of food and to support gastronomes in promoting the sustainable use of food. We call ourselves KITRONs and are an international team of hospitality experts, professional tinkerers, code wizards as well as sales talent.
In the beginning, the idea was to reduce the daily waste of food by recording waste, analyzing it and making it presentable. Today, we can proudly claim to have developed a solution that, in combination with cloud software and artificial intelligence, helps to reduce food waste in various kitchens on an international scale.
Your Position
We are a fast-growing startup transitioning into our scale-up phase. As we expand, we are looking for a dynamic and experienced Account Executive to join our team. This role focuses on driving business development, closing out leads, and contributing to our growth in the hospitality sector. If you have a strong background in B2B sales and are passionate about scaling innovative solutions, we’d love to hear from you.
Responsibilities
Own Strategic Accounts & Build Relationships
Take ownership of relationships with KITRO's largest hospitality groups and strategic accounts within your region.
Develop and execute account plans to strengthen relationships, identify growth opportunities and expand KITRO's presence across multiple properties.
Build trusted relationships with executive-level stakeholders and key decision-makers.
Understand the strategic, operational and sustainability priorities of large hospitality groups and position KITRO as a valuable long-term partner.
Lead Pilots & Multi-Site Rollouts
Identify and secure opportunities to introduce KITRO to large hospitality groups through pilot projects.
Lead pilot initiatives, coordinating internal and external stakeholders to demonstrate the value and impact of KITRO's solution.
Convert successful pilots into commercial agreements and multi-site rollouts.
Identify opportunities to expand existing strategic accounts, increasing the number of KITRO devices deployed across their properties.
Manage Complex Sales & RFQ/RFI Processes
Own complex, multi-stakeholder sales cycles from initial engagement through negotiation and closing.
Lead RFQ/RFI processes, from evaluating opportunities and coordinating internal contributions to preparing and submitting compelling proposals.
Develop tailored presentations, product demonstrations and business cases that address the specific needs of each prospect.
Navigate complex decision-making processes, stakeholder expectations and commercial negotiations.
Drive large deals towards successful closure while maintaining a strong focus on deal quality and profitability.
Build & Lead a High-Quality Pipeline
Direct and coach the regional SDR on account targeting, outreach strategies, prioritization and lead qualification.
Establish clear qualification standards, ensuring opportunities have a defined internal champion, confirmed budget, decision-making process and mapped stakeholders.
Work closely with the SDR to improve lead quality, conversion rates and overall pipeline performance.
Provide regular feedback, practical guidance and support to strengthen the regional sales approach.
Optimize Sales Processes & CRM Management
Maintain accurate and up-to-date strategic account information, deal stages and pipeline forecasts in HubSpot.
Regularly review pipeline quality and progression with the regional SDR.
Identify opportunities to improve sales processes, tools and working methods to increase team productivity.
Provide reliable forecasts and proactively flag potential risks or delays to the Head of Sales.
Monitor the Market & Collaborate Across Teams
Monitor hospitality market trends, competitor activities and emerging commercial opportunities.
Share structured customer feedback and market insights with Product and Customer Success teams to support continuous product improvement.
Coordinate cross-functional contributions to strategic proposals, pilots and large-scale customer commitments.
Ensure a smooth transition from commercial agreements to customer onboarding and rollout.
Skills & Qualifications
5+ years of experience in B2B sales, ideally selling technology or sustainability solutions into the hospitality sector.
Proven track record managing strategic or enterprise accounts, ideally involving large hospitality groups and multi-site customers.
Strong experience in consultative selling and managing complex, multi-stakeholder sales cycles.
Experience leading RFQ/RFI processes, developing commercial proposals and building business cases.
Demonstrated ability to negotiate and close high-value commercial agreements.
Experience coaching, guiding or directing SDRs or other sales team members.
Strong CRM experience, ideally with HubSpot, including pipeline management and sales forecasting.
Solid understanding of hospitality operations and the challenges surrounding food waste and sustainability.
Fluency in English & German. Additional European languages are a strong advantage.
Comfortable using AI tools to improve account research, sales preparation, proposal development and CRM workflows.
Why Join KITRO?
You'll have the opportunity to:
Contribute directly to KITRO's commercial growth and international expansion.
Work with an innovative solution addressing one of the hospitality industry's biggest sustainability challenges.
Take ownership of your sales activities and see the tangible impact of your work.
Collaborate with a passionate, international team working towards a meaningful mission.
What We Offer
Remote-first setup: Enjoy the flexibility of working remotely.
Real ownership and impact: A hands-on, impact-driven role where your work directly shapes the future of the company.
Startup culture: We're serious about results, but we also celebrate progress, laugh often and learn fast.
Quarterly team meetups: Join us at our Zurich HQ every quarter to reconnect, align and enjoy some real face time with the team.
A collaborative team: Work alongside purpose-driven people who value trust, transparency and learning from mistakes (as long as we don't repeat them!).
Your turn! How to apply
We'd love to learn who you are and why you would like to join our team. Therefore, please prepare your CV and a 1 min video using Loom (or any other platform) introducing yourself and why you want to join KITRO.
Next Steps
Once we've received your complete application allow for a few days for us to review it and get back to you.
Screening call with HR
Screening call with the Head of Sales
Technical assignment
Technical call with the Head of Sales
Values alignment call
References Check
Summary
Location: Remote from Zurich, Germany or Austria
Start date: Immediately
Duration: Unlimited contract, Full-Time
Language: Fluent in English and German
From Zurich APPLY HERE
From Germany APPLY HERE
From Austria APPLY HERE