Account Executive/Account Director
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My client, a leading European SaaS company in operational solutions for hospitality (QSR, FSR), is recruiting a Senior Enterprise Account Executive.
100% new business — pure hunting : prospecting enterprise accounts (restaurant chains, contract caterers, large hotel groups), pipeline generation, BANT/MEDDIC qualification, closing
~ Complex multi-stakeholder sales cycles : operations + IT + finance + procurement, multi-country on pan-European accounts, enterprise tickets (€100k+ ARR), 6-12 month cycles
~ Discovery & commercial narrative : understanding pain points (kitchen management, inventory, staff scheduling, payroll, compliance, HSE, training), translating them into measurable business value (food cost reduction, labor optimization, margin)
~ Product presentations & executive demos : senior posture in front of C-Level (CEO, COO, CFO, CHRO, Operations Director), with structured ROI and sharp industry understanding
~ Enterprise negotiations : multi-year contracts, multi-brand, multi-country deals, TCV / ARR / ramp optimization
~ Pipeline discipline : weekly forecast, rigorous CRM (Salesforce / Dynamics), touchpoint tracking, clear qualification stages
~ Field presence : industry trade shows (Sirha, Equip'Hôtel, HostMilano, NRA Show, Food Service Europe), client events, networking across restaurant chains / contract caterers
8 to 12 years of experience in Enterprise B2B sales, individual contributor — proven track record of closing enterprise accounts (€100k+ ARR / TCV) in pure new-business hunting
~ EXPLICIT CLIENT REQUIREMENT : must have sold tech products (not necessarily SaaS) to FSR / QSR / contract catering (kitchen / inventory) sectors — this is the core criterion
~ Senior C-Level posture : credibility in front of CEOs / COOs / CFOs / Operations Directors of enterprise chains, business / industry understanding, quantified ROI
~ Structured sales methodology : MEDDIC / MEDDPICC / Challenger Sale / Sandler — not intuitive selling
~ Spanish + English (additional EU languages a plus) — international portfolio dimension
~ Madrid mobility or full remote possible — regular field travel (enterprise clients + trade shows)
Permanent contract — competitive package aligned with Senior Enterprise AE Hospitality SaaS market (indicative OTE €130k depending on profile, negotiable)
~ Madrid with full remote possible
~
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