Sales Director - Strategic Accounts (f/m/d)

<h2>Join Apaleo and Shape the Future of Hospitality Tech!</h2>
<p>Apaleo is an <strong>API-first, AI-powered property management platform</strong> built for modern hospitality groups that want flexibility, speed, and control over their tech stack. We're scaling rapidly across Europe and beyond, supporting innovative operators across multiple segments and geographies.</p>
<p>Our open platform approach lets enterprise customers compose their stack with best-in-class solutions - and increasingly combine those with <strong>agentic AI capabilities</strong> to move from "insights" to <strong>execution</strong>: orchestrating cross-system tasks, reducing manual work, and enabling new operating models with the right governance and control.</p>
<p>We're looking for a Sales Director - Strategic Accounts to <strong>win new enterprise business across Europe</strong> and help build initial traction with <strong>Global accounts</strong>. This is a senior individual contributor role with high accountability/ autonomy and close collaboration with the founders and senior leadership team, helping drive strategic pursuits and building a repeatable enterprise motion as we grow.</p>
<h2><strong>What You'll Be Up To:</strong></h2>
<ul>
<li>Own full-cycle enterprise new logo sales across Europe, from target account strategy through close.</li>
<li>Develop and execute strategic account plans across complex, multi-stakeholder enterprise organisations.</li>
<li>Lead complex, consultative enterprise sales cycles, ensuring strong qualification, deal strategy, and forecast accuracy.</li>
<li>Create compelling executive narratives and <strong>business cases</strong>: ROI, operating model impact, phased transformation roadmap, and clear success criteria.</li>
<li>Collaborate closely with the <strong>Solution Architecture</strong> team to scope outcomes, shape solution approaches, align on integration realities, and de-risk enterprise adoption</li>
<li>Partner closely with founders/senior leadership on strategic deals: executive outreach, deal strategy, and high-stakes negotiations.</li>
<li>Stay close to strategic accounts <strong>through the roll-out phase</strong> as an executive sponsor: ensure a crisp handover, maintain executive alignment, unblock risks, and identify expansion pathways with Customer Success / Onboarding.</li>
<li>Act as a <strong>voice to the market</strong>: build a trusted network across hospitality leaders, ownership groups, consultants, and ecosystem partners; represent Apaleo in executive forums and industry moments to generate long-term opportunity flow and credibility.</li>
<li>Feed structured market insights back into GTM and product direction: positioning, packaging, proof points, partner involvement, and enterprise playbooks.</li>
</ul>
<h2><strong>What Success Looks Like</strong></h2>
<ul>
<li>A focused enterprise target list with strong account plans, executive access, and multi-threaded stakeholder engagement across priority markets.</li>
<li>A healthy, high-quality enterprise pipeline built through repeatable plays (strategic outreach, network, partners, market presence) - with reliable forecasting and strong deal inspection discipline.</li>
<li>Flagship enterprise wins and visible traction with global accounts, supported by crisp value cases and executive alignment.</li>
<li>Smooth early roll-outs for strategic wins with clear continuity from late-stage deal to rollout governance - and a visible path to expansion.</li>
<li>Apaleo is increasingly seen as a credible strategic platform in enterprise hospitality circles through your relationships and market presence.</li>
</ul>
<h2><strong>Requirements</strong></h2>
<ul>
<li>7+ years of experience in <strong>enterprise SaaS sales / strategic new business</strong>, ideally in hospitality, travel tech, or an adjacent B2B vertical selling into complex, multi-stakeholder organisations.</li>
<li>Proven track record of closing complex, high-value deals (multi-year, multi-property, multi-stakeholder) across Europe.</li>
<li>Proven capability in <strong>consultative, value-based selling</strong>: deep discovery, executive storytelling, business case/ROI creation, procurement negotiation, and stakeholder management.</li>
<li>Technical acumen in platform and integration-heavy environments - comfortable partnering with Solution Architects and leading credible conversations with IT and product teams</li>
<li>High ownership and structured execution in build-mode environments; able to create clarity and momentum without heavy process.</li>
<li>Strong internal collaboration skills - comfortable working closely with founders, senior leadership, Solution Architecture, CS, and Marketing.</li>
<li>Europe-based, with willingness to travel for key enterprise moments (exec workshops, rollout milestones, industry events).</li>
</ul>
<h2><strong>Nice to Have</strong></h2>
<ul>
<li>Munich or Berlin based; German speaking.</li>
<li>Existing network across European hotel groups, ownership/management companies, consultants, or hospitality tech ecosystem.</li>
<li>Excited about agentic (autonomous) AI for enterprise hospitality - and motivated to make it real with strategic customers in a pragmatic, risk-aware way.</li>
<li>Experience selling platform products (vs. closed all-in-one suites) or orchestrating partner-rich solutions.</li>
</ul>
<h3><strong>Culture &amp; Growth</strong></h3>
<ul>
<li><strong>A Diverse &amp; International Team:</strong> Work alongside professionals from many backgrounds and nationalities shaping the future of hospitality tech.</li>
<li><strong>Growth &amp; Development:</strong> Feedback-driven culture, learning budget, and room to grow as the enterprise motion scales.</li>
<li><strong>Autonomy &amp; Ownership:</strong> High trust, high accountability - impact over process.</li>
<li><strong>Shape the Future of Hospitality Tech:</strong> Your work helps define how enterprise growth is built at Apaleo.</li>
<li><strong>Competitive &amp; Fair Compensation:</strong> Benchmark-guided compensation and clear performance expectations.</li>
</ul>
<h3><strong>Perks &amp; Lifestyle</strong></h3>
<ul>
<li><strong>Flexible &amp; Remote Work Options:</strong> Remote-first across Europe with regular in-person moments where it matters.</li>
<li><strong>Free Public Transport:</strong> Fully covered <em>Deutschland Ticket</em> (Germany-based).</li>
<li><strong>Team Connection:</strong> Regular team dinners, company meetups, and offsites.</li>
<li><strong>Paid Time Off:</strong> <strong>30 days of vacation</strong>.</li>
<li><strong>Personal Development Budget:</strong> <strong>1.000 € per year (can exceed with approval)</strong>.</li>
<li><strong>Health &amp; Wellbeing:</strong> Access to gyms and wellness options via <strong>EGYM Wellpass</strong>.</li>
</ul>
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