Junior Solution Specialist – DACH

Smartness; Italia; Remote; EUR 37,000 - 51,000; Full time

Benefits offered by this job

Remote working

Competitive compensation

OTE package

Growth opportunities

Job summary

Smartness is seeking a Junior Solution Specialist for the DACH market. You will help customers understand how Smartness addresses their needs, working with Sales during pre-sales to join discovery conversations and support tailored product demonstrations.

You will gain a solid understanding of hotel operations, performance metrics, pricing, demand, and distribution to connect business context with Smartness solutions. Remote collaboration and growth are core to the role.

Qualifications

• Fluent German and professional English required.
• 1–3 years in hospitality, SaaS, or travel-tech.
• Analytical mindset with data-driven decision making.
• Able to translate business needs into practical use cases.

Responsibilities

• Lead discovery conversations with Sales to understand prospects' models and needs.
• Analyze information from prospects and data to identify challenges and opportunities.
• Translate customer challenges into relevant Smartness use cases, workflows, and product capabilities.
• Prepare and deliver tailored demos reflecting the prospect's context.
• Explain the business impact and value Smartness can bring to hospitality businesses.
• Support qualification with Product or technical teams as needed.
• Discuss topics like pricing, demand, occupancy, and KPIs with credibility.
• Capture customer insights and share with Sales, Product, and success teams.

Skills

German language

English language

Hospitality experience

Analytical mindset

Communication skills

Consultative mindset

Problem solving

Cross-functional collaboration

Commercial awareness

Ownership & learning

Tools

Excel/Google Sheets

Job description

About The Company

At Smartness, we are building the future of hospitality tech. Our SaaS helps lodging providers boost revenues by 30%+ and get more direct bookings.

We are the fastest-growing B2B SaaS in the industry, trusted by 4,000+ clients across 40+ countries, with billions of euros in bookings processed. Backed by top international investors and named one of Italy's Top 10 LinkedIn Startups, we are on a mission to scale globally.

Want to grow with us? Let's go!

About The Role

At Smartness, we help hospitality businesses make smarter decisions, simplify their operations, and improve their business performance through technology and AI.

As a Junior Solution Specialist for the DACH market, you will help potential and existing customers understand how Smartness can address their specific business needs.

You will work closely with the Sales team during the pre-sales process, joining discovery conversations, analysing customer requirements, and supporting tailored product demonstrations. Your role will be to connect the customer's business context with the right Smartness solutions, making sure the value of our technology is clear and relevant.

To do this effectively, you will need to understand more than just our products. You will develop a solid understanding of how hotels operate, how they evaluate their performance, and how factors such as pricing, demand, distribution, occupancy, and market dynamics influence their business.

You will therefore combine hospitality knowledge, business analysis, product expertise, and consultative selling.

What will you do?

• Lead discovery conversations: Work with Sales to understand prospects' business models, current setup, challenges, objectives, and priorities.
• Understand business performance: Analyse the information shared by prospects and available customer data to identify relevant business challenges and opportunities.
• Connect business needs to solutions: Translate customer challenges into relevant Smartness use cases, workflows, and product capabilities.
• Support tailored demos: Prepare and progressively deliver product demonstrations that reflect the prospect's specific business context rather than simply presenting generic features.
• Explain the business impact: Clearly communicate how Smartness can help hospitality businesses improve decision-making, optimise processes, and achieve better business outcomes.
• Support technical and product qualification: Understand integrations, workflows, data requirements, and potential edge cases, involving Product or technical teams when deeper validation is required.
• Bring hospitality expertise into the conversation: Be able to discuss topics such as pricing, demand, distribution, occupancy, KPIs, and hotel performance with prospects in a credible and practical way.
• Handle objections and questions: Investigate customer questions, understand the underlying concern, and work with internal teams to provide accurate and useful answers.
• Support customer education: Help prospects understand best practices and how Smartness can fit into their existing processes and technology stack.
• Collaborate with Sales: Support opportunity qualification, demos, follow-ups, and the overall pre-sales process, contributing both product and business expertise.
• Collect customer insights: Identify recurring needs, objections, product gaps, and market trends and share them with Sales, Product, Customer Success, and other teams.
• Support expansion opportunities: Recognise additional use cases or Smartness solutions that could be relevant to a customer's business needs.
• Develop product expertise: Continuously learn about Smartness products, new features, integrations, AI capabilities, and the hospitality technology landscape.
• Become a DACH market expert: Develop a strong understanding of the hospitality market, customer profiles, competitive landscape, and business dynamics across Germany, Austria, and Switzerland.

What are we looking for?

• Language proficiency: Fully fluent German, with professional fluency in English.
• Experience: 1–3 years of experience in hospitality, SaaS, travel-tech, consulting, customer success, account management, pre-sales, or a similar B2B-facing role.
• Hospitality understanding: Previous experience in hotels or hospitality is highly valued. Experience with hotel technology or hospitality SaaS is a strong plus.
• Analytical mindset: Comfortable working with data, KPIs, Excel/Google Sheets, and business information and able to draw meaningful conclusions from them.
• Business curiosity: Genuine interest in understanding how hospitality businesses operate and what drives their performance.
• Technology curiosity: Strong interest in SaaS, AI, and digital products, with the ability to learn new technologies quickly.
• Communication skills: Ability to communicate clearly and confidently with both business and technical stakeholders.
• Consultative mindset: You naturally ask questions, challenge assumptions, and focus on understanding the customer's problem before presenting a solution.
• Problem solving: Structured and proactive approach to analysing customer needs and finding appropriate solutions.
• Cross-functional collaboration: Comfortable working with Sales, Product, Customer Success, and technical teams.
• Commercial awareness: Understanding of how technology can create measurable value for customers and contribute to business growth.
• Ownership & learning: You take initiative, actively seek feedback, and progressively take ownership of your responsibilities.

What Do We Offer?

• Work in a small and top-performing team that moves extremely fast where you are extremely important.
• Work without having to deal with jerks and ego-maniacs.
• The opportunity to join one of the best travel-tech sales teams in Europe.
• A place where your talent can blossom.
• An environment where mistakes are allowed – we make bold choices to achieve ambitious goals, learn from mistakes, and move forward.
• A place where your voice matters – meetings provide space for new ideas and projects, regardless of your role or seniority.
• Continuous growth – we challenge the status quo, renewing our sales processes and approaches to meet challenging goals.
• We have fun while working! We are easygoing people.
• Work with the best software out there to automate repetitive tasks and let you focus on customers and targets.
• Remote working
• Competitive compensation aligned with experience and impact. For our Revenue Management team, we typically offer an OTE package ranging from €35,000 to €45,000 annually for the Italian Market, and from €40,000 to €50,000 annually for the DACH Market, depending on experience, analytical capabilities, industry knowledge, and expected contribution to the company’s growth Our compensation structure is designed to reward ownership, strategic thinking, and measurable business impact. The OTE includes both a fixed salary and a variable component tied to performance and business objectives. As you grow within the company and contribute to revenue optimization, pricing strategy, and operational performance, your compensation can evolve accordingly. For candidates demonstrating exceptional expertise or a strong track record in revenue management and commercial strategy, we may consider compensation packages beyond the standard range.