Senior Sales Account Executive Germany - KITRO, AI Food Waste Solution

Kitro; Zürich; Hybrid; CHF 37,000 - 45,000; Full time

Benefits offered by this job

Remote-first setup

Zurich HQ quarterly meetups

Ownership and impact

Startup culture

Job summary

KITRO in Zurich is seeking a Senior Account Executive to drive European expansion, owning relationships with large hospitality groups and managing multi-site deployments.

You will lead pilots, oversee RFQ/RFI processes, and convert opportunities into long-term partnerships. The role requires strong English and German, CRM proficiency, and a track record in complex enterprise sales. Remote-first with quarterly Zurich HQ meetups.

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, multi-site targets.
• Strong experience in consultative selling and complex sales cycles.
• Experience leading RFQ/RFI processes, creating proposals and business cases.
• Ability to negotiate and close high-value commercial deals.
• Experience coaching SDRs and working with CRM workflows.

Responsibilities

• Own strategic accounts and build relationships with hospitality groups across regions.
• Lead pilots and multi-site rollouts, converting pilots into commercial agreements.
• Manage complex RFQ/RFI processes and craft tailored proposals and business cases.
• Coach regional SDRs, establish qualification standards and pipeline quality.
• Maintain accurate forecasting and pipeline visibility in HubSpot.
• Collaborate with Product and Customer Success to improve offerings.

Skills

B2B sales

Strategic accounts

Multi-site sales

CRM management

Proposal & RFQ

Negotiation

Leadership of SDRs

English & German fluency

Sales demonstrations

Tools

HubSpot

Job description

Your mission

At KITRO, we're on a mission to make food waste measurable and actionable. Our technology helps hospitality businesses understand, reduce and prevent food waste, creating both environmental and economic impact.

We are a fast-growing startup transitioning into our scale-up phase. As we expand rapidly in the hospitality sector, helping hotels, restaurants, and canteens reduce food waste. We are looking for a proven Senior Sales Account Executive, to drive KITRO's commercial expansion by managing B2B sales opportunities through the complete pipeline, conducting engaging solution demonstrations, and converting qualified leads into long-term hospitality partnerships across target European markets.

The Role

As a Senior Account Executive, you will play a key role in driving KITRO's commercial growth by owning relationships with some of the largest hospitality groups in your region. You'll manage complex, multi-stakeholder sales processes, build relationships with senior decision-makers and turn high-value opportunities into long-term commercial partnerships.

You’ll take the lead on strategic pilots, multi-site rollouts and RFQ/RFI processes, ensuring that successful opportunities translate into measurable business growth. You’ll also work closely with and provide direction to the regional Sales Development Representative (SDR), ensuring a strong pipeline of well-qualified opportunities.

This is a hands-on, strategic sales role for someone who combines strong commercial instincts with the ability to manage complex accounts, influence senior stakeholders and drive results independently.

What You'll Do

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.

What We're Looking For

Experience & Technical Skills

• 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.

How Success Looks Like

In this role, your impact will be reflected in:

• Commercial performance: Number of KITRO devices deployed across closed accounts, against agreed targets.
• Strategic account growth: Revenue generated and number of sites added across strategic hospitality groups, including successful pilot-to-rollout conversions.
• Complex deal performance: Successful RFQ/RFI submissions, win rates and large commercial agreements closed.
• SDR pipeline performance: Quality and volume of qualified opportunities generated through the regional SDR and their conversion into closed deals.
• Pipeline management: Accurate forecasting and reliable pipeline visibility through effective HubSpot management.

Compensation

• Base salary: € 40,000-49,000 gross per year.
• Commission: Uncapped performance-based commission on top of the base salary.

Why Join KITRO?

• 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!).