Account Executive - Milan

Описание вакансии

About Us

Tebi is creating the first Connected Restaurant Management System that makes hospitality flow. In one seamless platform, Tebi embeds sales, reservations, kitchen prep, payments, and all the data that powers it, creating smooth service and intuitive insights.

Founded by Arnout Schuijff, co-founder of Adyen, and backed by €50 million in funding from Index Ventures & CapitalG, Tebi is build in service of hospitality first. Thousands of restaurants, cafés, bars, and coffee shops across the Netherlands, UK, and more countries soon, love running on Tebi.

About the Role

We're looking for a highly driven Account Executive to join our team. You’ll be at the heart of our growth engine - managing the end-to-end sales cycle, directly driving our business and revenue growth by bringing in new customers. But this isn’t just about closing deals. You’ll also help us sell smarter by refining our tools, streamlining processes, and using data to shape how we scale.

In this role, you’ll blend deep sales expertise with product knowledge to solve complex business problems for our customers. You will act as the commercial champion for the customer, working collaboratively with internal departments to ensure we are not just winning business, but building long-term value and market share. We’re seeking someone who thrives on exceeding ambitious targets and building robust, repeatable sales success.

Responsibilities

• Drive the full sales cycle: Own opportunities end-to-end, from qualified lead to activation, with a focus on efficiency and impact.

+ Lead smart discovery: Conduct structured discovery calls to identify prospect's key organisational goals, pain points, current tech stack, and decision-making criteria.

+ Run engaging demos: Deliver standard and tailored product demos to qualified prospects, clearly articulating Tebi’s core product features and positioning the added business value (ROI)

+ Negotiate with confidence: Execute commercial negotiation steps, utilising approved pricing frameworks.

• Design and deliver engaging product demonstrations, translating complex features into clear, quantifiable Return on Investment (ROI) for customers.
• Lead deep commercial and technical discovery, structurally diagnosing prospect pain points, technical fit, and business structure to validate and refine high-quality opportunities.
• Drive commercial negotiation and closure of new client acquisitions.
• Manage and enforce CRM data hygiene (e.g., Hubspot), ensuring accurate tracking of all sales activities, deal stages, and forecasting inputs.
• Contribute to sales funnel optimisation by collaborating with the BDR team to provide actionable feedback on lead quality and conversion effectiveness.
• Standardise the post-sale handoff process with the Customer Success team to guarantee a seamless transition and maximise early customer adoption and satisfaction.
• Systematically gather, analyse, and synthesise competitive intelligence and field-level product feedback, channeling insights to inform strategic roadmaps for the Product, Marketing and Central Ops teams.

What You’ll Need

• A minimum of 3 years of experience in Sales, Business Development or Account Management, ideally in the SaaS/tech industry.
• Bachelor's degree in business, finance, engineering, or a related field (or equivalent work experience) is a strong plus.
• Willingness to roll up your sleeves and “Leave your ego at the door” mentality
• Self-motivated with the ability to work independently and as part of a team in a fast-paced startup environment.
• Excellent communication and interpersonal skills to effectively engage with customers and internal stakeholders.
• Entrepreneurial mindset: you thrive in fast-moving environments, love building from scratch, and bias toward action.
• The ideal candidate will be fluent in English and Italian.

Benefits

• Start-up Equity
• Competitive Salary
• Lunch Provided in Office
• Team building events

Our Values

Build Globally, Execute Locally - We are on a path to evolve an entire industry. We build products globally and we execute our world class operations locally.

Manifest the Win - Changing the world never comes easy. It takes grit. We are playing a team sport and we know winning is a conscious decision.

Launch fast and iterate - We believe speed and pragmatism wins the day. We operate with an extreme sense of urgency without compromising on quality.

Truth Seeking - We believe in first principles. We get to the heart of a problem and then develop solutions.

Dutch Directness - We operate with sophisticated Dutch directness. Open, respectful, and to the point. We create an environment where anyone can say what needs to be said.

Evolve - We are in a constant state of change and growth. As a business, as individuals. We embrace change.

Owners, not renters - We are all shareholders in Tebi and we act like it. We are drivers, not passengers.

What is Restaurant Software?

Restaurants and other merchants use various software systems such as Point of Sale (POS), Reservations, Kitchen Display Systems (KDS), Payments, Inventory, Staffing, and the list goes on. These systems all need to speak to each other which they frequently don’t. It’s a mess, and we are fixing it.

From buying a croissant at a cafe to having dinner with friends, it’s a €4 Trillion+ global market and a critical part of everyday life in today's economy.