SMB Account Executive

All Gravy; København; On-site; DKK 520,000 - 760,000; Full time

Benefits offered by this job

Hospitality experience bonus

Job summary

All Gravy, Copenhagen-based, is hiring an SMB Account Executive to own the full sales cycle for hospitality accounts (50-300 employees). You will hunt outbound and nurture warm inbound leads, building pipeline from first touch to signed contracts. You’ll qualify using SPIN, conduct discovery, and tailor demos to customer challenges.

MEDDPICC guides next steps; you’ll negotiate, close, and hand off to Customer Success with clean notes. We value persistence, fast learning, and fluency in English.

Qualifications

• 2–4 years in SaaS sales with SMB or transactional cycles.
• Proven pipeline-building ability, especially outbound.
• Strong discovery, qualification using SPIN, and MEDDPICC.
• Excellent English and Copenhagen-based.

Responsibilities

• Hunt and close: Build pipeline via outbound and warm inbound.
• Qualify deals with SPIN; map stakeholders for meaningful progress.
• Conduct discovery to understand ops and pain.
• Demo modules tailored to challenges; avoid generic tours.
• Use MEDDPICC to define next steps and decision criteria.
• Negotiate, handle objections, sign contracts quickly.
• Hand off to Customer Success with clean notes.

Skills

SaaS sales

Pipeline building

Outbound outreach

Discovery

Negotiation

Closing deals

English fluency

Tools

LinkedIn

Job description

All Gravy is the all-in-one employee app designed for front-line, hospitality, and retail workers.

The next generation of employees are used to apps like Instagram, TikTok and Spotify in their personal lives but when they go to work at a restaurant chain or retail store, they're met with software created before they were born. All Gravy is changing that. We're modernising the tools for frontline employees and transforming the experience into one that is engaging and motivating; making their lives easier from getting paid to developing their careers. We innovate on the whole employee journey: from being recruited, onboarded, and growing skills, to knowing when to work and connecting with co-workers. We already work with some of the most exciting brands in Northern Europe - Gail's, L'Osteria, Pizza Pilgrims, Honest Burgers, Ottolenghi, Dishoom, Q8, 7-Eleven, and Best Western.

We've grown 300% over the last year and are now accelerating our expansion further into new markets. Our team spans a wide range of nationalities and backgrounds, united by one mission: to shape the future for shift and gig workers everywhere. We're passionate, hard-working, and just getting started the best is genuinely yet to come. If you want to do meaningful work, move fast, and be part of a team that's changing an entire industry, we'd love to have you on board.

Awesome! But what will my new role be?

About The Role

We are looking for a SMB Account Executive who will own the full sales cycle for SMB hospitality accounts (50-300 employees), from first touch to signed contract. You'll hunt outbound AND work warm inbound leads. Build pipeline, run discovery, demo, negotiate, and close. You'll sell into ambitious single-site independents scaling up, and multi-site restaurant groups, café chains, hotel brands, and pub groups who are bleeding money on WhatsApp chaos, paper training, and 90-day churn.

What You Will Do

• Hunt and close: Build pipeline through outbound (cold calls, LinkedIn, creative sequences) and convert inbound leads in your segment
• Qualify hard with SPIN: Uncover real pain, map stakeholders, only progress deals worth your time
• Run killer discovery: Understand their ops, find the broken processes, show how All Gravy solves it
• Demo with impact: Walk them through the four modules tailored to their challenges - no generic tours
• Drive deals forward with MEDDPICC: Clear next steps, documented pain, champion identified, decision criteria locked
• Close fast: Handle objections, negotiate within guidelines, get contracts signed quickly
• Own the handoff: Clean notes, smooth transition to Customer Success

You'll thrive here if you

• Have 2-4 years in SaaS sales (ideally SMB or transactional cycles) - you've closed deals, not just booked meetings
• Love the hunt and can build your own pipeline - cold calls energize you
• Are a fast learner who takes feedback well - you listen to call reviews, apply coaching, get better every week
• Own your numbers - you don't need hand-holding, you need a target and tools to hit it
• Qualify ruthlessly - you'd rather disqualify early than waste time on deals that won't close
• Stay organized without being told - clean pipeline, clear notes, on-time follow-ups
• Thrive in fast environments - ambiguity excites you
• Speak excellent English and are based in Copenhagen

Brilliant bonus if you have hospitality experience

Why All Gravy

• Grow fast, for real. We promote from within, move quickly, and give you real responsibility from day one.
• A culture that actually develops you. Honest feedback, active coaching, and the autonomy to experiment. We invest in you because your growth is our growth.
• Work that matters. Your work will directly impact the daily lives of millions of frontline workers.
• You'll work with people who've built, scaled, and won. Ex-founders, operators, all here because they want to do it again, bigger.
• The good stuff too. Prime office location, team lunches, Friday bars, padel tournaments, wine tastings, offsites, top-tier equipment, and a fridge that's always stocked. We work hard and celebrate harder.