[Hiring] Senior Sales Account Executive @KITRO

Role Description

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 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.

Your Profile

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.

• Manage complex, multi-stakeholder sales processes.
• Build relationships with senior decision-makers.
• Turn high-value opportunities into long-term commercial partnerships.
• Lead strategic pilots, multi-site rollouts, and RFQ/RFI processes.
• Work closely with and provide direction to the regional Sales Development Representative (SDR).

What You'll Do

• Own Strategic Accounts & Build Relationships
  • Take ownership of relationships with KITRO's largest hospitality groups.
  • Develop and execute account plans to strengthen relationships and identify growth opportunities.
  • Build trusted relationships with executive-level stakeholders.
  • Position KITRO as a valuable long-term partner.
• Lead Pilots & Multi-Site Rollouts
  • Identify and secure opportunities to introduce KITRO through pilot projects.
  • Lead pilot initiatives and coordinate stakeholders.
  • Convert successful pilots into commercial agreements.
  • Identify opportunities to expand existing strategic accounts.
• Manage Complex Sales & RFQ/RFI Processes
  • Own complex, multi-stakeholder sales cycles from initial engagement through negotiation and closing.
  • Lead RFQ/RFI processes and prepare compelling proposals.
  • Develop tailored presentations and business cases.
  • Navigate complex decision-making processes and negotiations.
• Build & Lead a High-Quality Pipeline
  • Direct and coach the regional SDR on account targeting and lead qualification.
  • Establish clear qualification standards for opportunities.
  • Work closely with the SDR to improve lead quality and conversion rates.
• Optimize Sales Processes & CRM Management
  • Maintain accurate strategic account information in HubSpot.
  • Review pipeline quality and progression with the SDR.
  • Identify opportunities to improve sales processes and tools.
• Monitor the Market & Collaborate Across Teams
  • Monitor hospitality market trends and competitor activities.
  • Share structured customer feedback with Product and Customer Success teams.
  • Coordinate cross-functional contributions to strategic proposals.

Qualifications

• 5+ years of experience in B2B sales, ideally in technology or sustainability solutions.
• Proven track record managing strategic or enterprise accounts.
• Strong experience in consultative selling and managing complex sales cycles.
• Experience leading RFQ/RFI processes and developing commercial proposals.
• Demonstrated ability to negotiate and close high-value agreements.
• Experience coaching or directing SDRs or other sales team members.
• Strong CRM experience, ideally with HubSpot.
• Solid understanding of hospitality operations and food waste challenges.
• Fluency in English & German; additional European languages are a strong advantage.
• Comfortable using AI tools for account research and sales preparation.

Requirements

• Strong commercial instincts with the ability to manage complex accounts.
• Ability to influence senior stakeholders and drive results independently.

Benefits

• Base salary: € 35,000–43,000 gross per year.
• Uncapped performance-based commission on top of the base salary.
• Remote-first setup with flexibility to work remotely.
• Hands-on, impact-driven role.
• Quarterly team meetups at our Zurich HQ.
• Collaborative team culture valuing trust and transparency.

Next Steps

We'd love to learn who you are and why you would like to join our team. Please prepare your CV and a 1 min video introducing yourself and your motivation to join KITRO.

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