Account Executive Nordics

Orbisk; Almere; Hybrid; EUR 60,000 - 75,000; Full time

Benefits offered by this job

Lunch included

40 hour work week in a hybrid office

30 days annual leave

Pension contribution 7%

Flexible spending budget for health &w

Annual education budget €500

Home office budget €250

Travel allowance for work from home

Team activities

Job summary

Orbisk is seeking a high‑performing sales professional to drive new Nordic business from initial meeting to signed rollout. You will own end-to-end responsibility with a dedicated BDR opening doors, then lead discovery, business case, pilot, procurement and contract discussions.

You will sell on measurable ROI, with targets across hotel groups, contract caterers and multi-site operators. You will travel across the Nordics and collaborate with finance, kitchen and sustainability teams.

Qualifications

• Native-level Swedish, Danish or Norwegian with fluent English.
• 3+ years closing new business in B2B (quota, attainment, deal size).
• Experience handling multi-decision-maker deals and pilot/PoC projects.
• Hospitality, foodservice, sustainability, SaaS, or enterprise sales experience is useful.

Responsibilities

• Own new Nordic business end-to-end: hotel groups, contract caterers, multi-site operators.
• Build and manage your own pipeline; self-sourced deals encouraged.
• Conduct discovery across kitchen, finance and sustainability; build business case on cost, margin and CO2.
• Agree pilot criteria in writing with path to rollout.
• Stay on the deal through install and onboarding with Operations and Customer Success.
• Execute site visits, trade shows and customer workshops across the Nordics.
• Navigate procurement, legal and multi-site terms without losing momentum.
• Maintain CRM and forecast discipline; communicate bad news early if needed.

Skills

Native-level Swedish

Fluent English

B2B sales

Multi-stakeholder deals

Pilot/PoC experience

Willingness to travel

SaaS/enterprise sales

Job description

At Orbisk, we’re on a mission to create a world where zero food waste isn’t just a dream—it’s a reality. We combine cutting-edge tech with a sustainability-first mindset to help the hospitality industry make smarter, greener choices. As a proud B-Corp, we’re leading the way in the fight against food waste, and our results speak volumes: 8+ million kg of food waste eliminated in 50+ countries (and counting!).

We don’t just offer technology; we’re a trusted partner to our customers, working alongside them to create lasting change. Through innovation and listening closely to their needs, we’ve built a solution that drives both environmental and business success.

With our team growing rapidly, we’re looking for a (name of role) to help us build the future—one that’s greener, smarter, and waste‑free. Let’s create impact together!

What's on the menu?

You will own new business in the Nordics. Every deal, from the first meeting to the signed rollout. A BDR will open doors for you, but after that it is yours: the discovery, the business case, the pilot, the procurement conversation and the number at the end of the quarter.

This is not a transactional sale. You will run deals with four or five people in the room. A chef who does not want another system. An F&B Director who does. A finance lead who wants the payback in months, not years. A procurement team who wants it cheaper. Most of them will be right about something, and your job is to hold all of it together without losing the deal or the truth.
What makes those deals worth chasing: you sell on maths, not goodwill. The waste is already sitting in their bins. We just make it visible, and the payback lands on the customer’s own P&L. Land one group properly and it becomes dozens of kitchens, and then the group next door asks how they did it.

The Nordics are further ahead on sustainability reporting than any market we sell into, which means your buyers already have targets on paper. Your job is to show them the number underneath.

What you will do

• Own new business in the Nordics end to end: hotel groups, contract caterers and multi‑site hospitality operators. First meeting to signed contract.
• Build your own pipeline. Your BDR will open doors, but the strongest AEs here do not wait. Expect a serious share of your pipeline to be self‑sourced.
• Run sharp discovery across kitchen, finance and sustainability. Then build the business case in food cost, margin and CO2. Chefs buy the story. Finance signs the contract.
• Agree what a successful pilot looks like before a single Orbi goes in. Written down, agreed by both sides, with the path to rollout attached.
• Stay on the deal through install and onboarding alongside Operations and Customer Success. You are finished when the customer sees a number, not when they sign.
• Get into kitchens. Site visits, trade shows and customer workshops across the Nordics. The best argument you will ever make comes from standing next to the bin.
• Navigate procurement, legal and multi‑site commercial terms without losing momentum.
• Have strong CRM and forecast discipline. Stage every deal honestly. We would rather hear bad news in week two than be surprised in week twelve.

What we expect from you

• Native‑level Swedish, Danish or Norwegian, plus fluent English. More than one of the three is a real advantage, and you will work in English across the rest of the region.
• 3+ years closing new business in B2B. Bring the numbers: quota, attainment, average deal size and cycle length.
• Experience of deals with several decision makers and a pilot or proof of concept in the middle. Not one‑call closes.
• Hospitality, foodservice, sustainability, SaaS, hardware‑enabled technology or enterprise‑sales experience is useful, but not essential. Genuine curiosity about how kitchens run is.
• Credibility in a kitchen at 10am and a boardroom at 2pm. Both, not one.
• High agency. You build your own pipeline, run your own diary and do not wait to be told.
• You take coaching seriously and want to improve. You implement feedback quickly.
• You value in‑person collaboration and are happy to join us in the office 4 days a week.
• You are happy to travel across the Nordics.
• The right to work in the Netherlands.

Why join Orbisk?

There are plenty of good reasons. Some are big—like making a real impact by reducing food waste and cutting CO2 and water footprints worldwide. Others are more personal—joining a fast‑growing scale‑up is exciting, full of opportunities, and yes, a great story to share. Plus, we’ll be part of a team that’s driven, innovative, and just a little adventurous. And of course, we’ve got some great perks to offer too:

• €60.000 - €75.000 per year (depending on knowledge and experience).
• OTE: €100.000 - €125.000 per year
• 40 hour work week in a hybrid office setting, lunch included.
• To take a break to recharge, we encourage you to take 30 days of annual leave per year (based on full time).
• To ensure you are taken care of later on, we have a pension contribution of 7%.
• Everyone has different needs when it comes to benefits. That’s why we offer you a flexible spending budget of € 40 per month that you can use towards health and wellness.
• To support your learning and growth, we offer an annual personal education budget of €500. But we also organize additional team learning activities and if needed provide access to career coaches.
• An annual home office budget of €250 is offered, so you can create a nice work from home space, as well as a travel allowance for when you work from home.
• We make sure we regularly organize company activities to connect and have fun with your colleagues.

A Team for a Better World

At Orbisk, we're on a mission to eliminate food waste and create a more sustainable world. To do that, we need the brightest, most passionate minds, and we know the best ideas come from bringing different perspectives together.

We strongly believe we all do our best work when we're free to be ourselves. That's why we're committed to building diverse and inclusive teams where everyone belongs.

We are an equal opportunity employer, and all hiring decisions are based on qualifications, merit, and business need. If you need any reasonable adjustments at any point in the application or interview process, please don't hesitate to reach out.