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

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?

You'll have the opportunity to:

• 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!).

How to Apply

We'd love to learn who you are and why you would like to join our team. Therefore, please prepare your CV and a 1 min video using Loom (or any other platform) introducing yourself and why you want to join KITRO. 

Next Steps

Once we’ve received your application, allow us a few days to review it and get back to you. 

• Screening call with HR
• Screening call with the Head of Sales
• Technical assignment
• Technical call with the Head of Sales
• Values alignment call
• References Check