Senior Account Executive

Proposales AB; Stockholms kommun; On-site; SEK 1,003,000 - 2,006,000; Full time

Benefits offered by this job

Uncapped commission on new ARR

Personal development budget

Stockholm office with team events

Job summary

Proposales AB in Stockholm is seeking an Senior Account Executive to own new business with hotel groups, luxury brands and management companies. You will drive end-to-end deals from discovery to close, leveraging MEDDICC or Challenger approaches and an AI-enabled research routine.

This on-site role offers uncapped commission on new ARR and close collaboration with leadership. You will build your own pipeline, run high-volume outreach, and engage C-level stakeholders across procurement, IT, and

Qualifications

• 5+ years closing B2B SaaS deals, with 2+ years on mid-market or enterprise.
• Proven track record beating quota via self-created pipeline.
• Closed €50k+ ACV deals with long cycles and multiple decision-makers.
• Comfort leading C-level discussions and building a business case.
• Experience with MEDDICC/Challenger or similar.
• Daily AI usage for account research and prep.
• Hospitality tech experience (PMS, sales & catering, CRM) or hotel sales background is a plus.
• Fluent English; another European language is a plus.
• Based in Stockholm or willing to relocate; office-based.

Responsibilities

• Build your own pipeline through targeted outbound to hotel groups, chains and luxury brands. Expect around two-thirds of your closed deals to come from your own outreach.
• Run 100+ targeted prospecting activities a week and keep 8–12 qualified opportunities moving at any time.
• Own the full cycle from discovery and demo to business case, negotiation and close. Deals range from €50k to €300k ACV, with cycles of roughly four to eight months.
• Multi-thread every deal across 4–8 people involved, from C-level to GMs, Directors of Sales, Revenue, IT, Finance and Procurement.
• Use a structured qualification method to keep your forecast accurate and your deals moving.
• Work through security reviews, DPAs and RFPs together with our team.
• Represent Proposales at industry events in Europe and our other key markets.
• Share market and customer insights and learnings with product and marketing.

Skills

B2B SaaS sales

Mid-/Enterprise accounts

C-level negotiations

MEDDICC/Challenger

English fluent

Tools

CRM tools (e.g., Salesforce)

Job description

Help shape the next chapter of hospitality technology.

You build your own pipeline and know how to close a deal with five stakeholders and a procurement team. You will be selling to top-tier hotel brands around the world.

At Proposales, we're transforming how hotels sell and manage Groups, Meetings & Events. We're building a modern product platform for an industry that still relies heavily on legacy systems and manual processes, helping hotels move from inquiry to booking and delivery through beautifully designed software, automation and AI.

We're now expanding beyond proposals into booking, workflows and AI-powered operations. As Senior Account Executive you'll own new business with hotel groups, luxury brands and management companies, from first outreach to signed contract. Our native two-way integration with OPERA Cloud gives you a strong story with the hotels that run it. You'll report to our Head of Sales. The role is based at our HQ in Stockholm, fully on-site.

Your mission

• Build your own pipeline through targeted outbound to hotel groups, chains and luxury brands. Expect around two-thirds of your closed deals to come from your own outreach.
• Run 100+ targeted prospecting activities a week and keep 8–12 qualified opportunities moving at any time.
• Own the full cycle from discovery and demo to business case, negotiation and close. Deals range from €50k to €300k ACV, with cycles of roughly four to eight months.
• Multi-thread every deal across the 4–8 people involved, from C-level to GMs, Directors of Sales, Revenue, IT, Finance and Procurement.
• Use a structured qualification method to keep your forecast accurate and your deals moving.
• Work through security reviews, DPAs and RFPs together with our team.
• Represent Proposales at industry events in Europe and our other key markets.
• Share market and customer insights and learnings with product and marketing.

A bit about you

• 5+ years closing B2B SaaS deals, with at least 2 of those years on mid-market or enterprise accounts.
• A track record of beating quota with pipeline you created yourself.
• You've closed deals of €50k+ ACV with long cycles and several decision-makers and can walk us through how.
• You're comfortable leading conversations with C-level executives and building a business case they sign off on.
• You sell by a methodology (MEDDICC, Challenger, Command of the Message or similar) and can show us how you use it in a live deal.
• You use AI daily for account research, call prep and follow-up.
• Hospitality tech experience (PMS, sales & catering, CRM) or a background in hotel sales is a strong plus.
• Fluent English. Another European language is a plus.
• You live in Stockholm, or are ready to move here, and like working from an office with your team.

What we offer

• Real ownership. We’re expanding into new markets and beyond proposals, so you’ll help shape how we sell to enterprise, not just follow a playbook.
• A proven product to sell. Proposales has been recognised as a leading RFP and proposal management solution five years in a row.
• Short decision lines. You’ll work closely with leadership, and your ideas turn into action quickly.
• Competitive base salary plus uncapped commission on new ARR.
• A personal development and wellbeing budget to invest in yourself.
• A small, international, close-knit team in our Stockholm office, with an annual meetup and regular team activities.

What we believe in

We value ownership over process, curiosity over comfort and getting things done over getting them perfect.