Apaleo

Role Description We’re looking for a Sales Director - Strategic Accounts to win new enterprise business across Europe and help build initial traction with Global accounts. 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. - Own full-cycle enterprise new logo sales across Europe, from target account strategy through close. - Develop and execute strategic account plans across complex, multi-stakeholder enterprise organisations. - Lead complex, consultative enterprise sales cycles, ensuring strong qualification, deal strategy, and forecast accuracy. - Create compelling executive narratives and business cases: ROI, operating model impact, phased transformation roadmap, and clear success criteria. - Collaborate closely with the Solution Architecture team to scope outcomes, shape solution approaches, align on integration realities, and de-risk enterprise adoption. - Partner closely with founders/senior leadership on strategic deals: executive outreach, deal strategy, and high-stakes negotiations. - Stay close to strategic accounts through the roll-out phase as an executive sponsor: ensure a crisp handover, maintain executive alignment, unblock risks, and identify expansion pathways with Customer Success / Onboarding. - Act as a voice to the market: 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. - Feed structured market insights back into GTM and product direction: positioning, packaging, proof points, partner involvement, and enterprise playbooks. Qualifications - 7+ years of experience in enterprise SaaS sales / strategic new business, ideally in hospitality, travel tech, or an adjacent B2B vertical selling into complex, multi-stakeholder organisations. - Proven track record of closing complex, high-value deals (multi-year, multi-property, multi-stakeholder) across Europe. - Proven capability in consultative, value-based selling: deep discovery, executive storytelling, business case/ROI creation, procurement negotiation, and stakeholder management. - Technical acumen in platform and integration-heavy environments - comfortable partnering with Solution Architects and leading credible conversations with IT and product teams. - High ownership and structured execution in build-mode environments; able to create clarity and momentum without heavy process. - Strong internal collaboration skills - comfortable working closely with founders, senior leadership, Solution Architecture, CS, and Marketing. - Europe-based, with willingness to travel for key enterprise moments (exec workshops, rollout milestones, industry events). Requirements - Munich or Berlin based; German speaking. - Existing network across European hotel groups, ownership/management companies, consultants, or hospitality tech ecosystem. - Excited about agentic (autonomous) AI for enterprise hospitality - and motivated to make it real with strategic customers in a pragmatic, risk-aware way. - Experience selling platform products (vs. closed all-in-one suites) or orchestrating partner-rich solutions. Benefits - A Diverse & International Team: Work alongside professionals from many backgrounds and nationalities shaping the future of hospitality tech. - Growth & Development: Feedback-driven culture, learning budget, and room to grow as the enterprise motion scales. - Autonomy & Ownership: High trust, high accountability - impact over process. - Shape the Future of Hospitality Tech: Your work helps define how enterprise growth is built at Apaleo. - Competitive & Fair Compensation: Benchmark-guided compensation and clear performance expectations. - Flexible & Remote Work Options: Remote-first across Europe with regular in-person moments where it matters. - Free Public Transport: Fully covered Deutschland Ticket (Germany-based). - Team Connection: Regular team dinners, company meetups, and offsites. - Paid Time Off: 30 days of vacation. - Personal Development Budget: 1.000 € per year (can exceed with approval). - Health & Wellbeing: Access to gyms and wellness options via EGYM Wellpass.

• Architecting and developing scalable, reliable, and maintainable backend systems in a modern tech environment. • Championing architectural decisions and leading design discussions with a clear focus on long-term impact and cross-team alignment. • Mentoring engineers and driving technical excellence through collaboration. • Proactively identifying opportunities for technical innovation, system evolution, and performance improvements, especially in areas where AI and automation can play a role. • Building and maintaining internal tools and infrastructure (AWS, Terraform) to empower teams to deliver faster and more reliably. • Ensuring high platform availability by implementing best practices for observability, logging, and operational excellence. • Participating in on-call rotations and stepping in as a reliable problem solver during incidents.

• Implementing Core services for the platform in .NET 10 that runs in Docker containers; • Developing features from DB to the APIs; • Ensuring the platform remains scalable and the codebase remains maintainable; • Proactively monitoring the services in production and spotting potential issues; • Care about the quality of produced code by covering it with unit and e2e tests; • You will be a part of an exciting, open, and agile team, where your voice matters and has a company-wide impact.

• Develop and maintain scalable backend services hosted on AWS with a strong focus on Python-based applications and AI-driven products. • Contribute to full stack development initiatives, including backend APIs and selected frontend components using TypeScript, HTML, and CSS. • Balance speed and quality, ensuring maintainable, reliable, and production-ready code without overengineering. • Mentor and support junior AI engineers by providing technical guidance, architectural feedback, and best practices. • Collaborate closely with product stakeholders, AI engineers, and cross-functional teams to deliver new AI-related products and platform capabilities. • Contribute to future platform initiatives, including potential work within the .NET-based Storefront API ecosystem.

Role Description We’re looking for a Sales Director - Strategic Accounts to win new enterprise business across Europe and help build initial traction with Global accounts. 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. - Own full-cycle enterprise new logo sales across Europe, from target account strategy through close. - Develop and execute strategic account plans across complex, multi-stakeholder enterprise organisations. - Lead complex, consultative enterprise sales cycles, ensuring strong qualification, deal strategy, and forecast accuracy. - Create compelling executive narratives and business cases: ROI, operating model impact, phased transformation roadmap, and clear success criteria. - Collaborate closely with the Solution Architecture team to scope outcomes, shape solution approaches, align on integration realities, and de-risk enterprise adoption. - Partner closely with founders/senior leadership on strategic deals: executive outreach, deal strategy, and high-stakes negotiations. - Stay close to strategic accounts through the roll-out phase as an executive sponsor: ensure a crisp handover, maintain executive alignment, unblock risks, and identify expansion pathways with Customer Success/Onboarding. - Act as a voice to the market: 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. - Feed structured market insights back into GTM and product direction: positioning, packaging, proof points, partner involvement, and enterprise playbooks. Qualifications - 7+ years of experience in enterprise SaaS sales/strategic new business, ideally in hospitality, travel tech, or an adjacent B2B vertical selling into complex, multi-stakeholder organisations. - Proven track record of closing complex, high-value deals (multi-year, multi-property, multi-stakeholder) across Europe. - Proven capability in consultative, value-based selling: deep discovery, executive storytelling, business case/ROI creation, procurement negotiation, and stakeholder management. - Technical acumen in platform and integration-heavy environments - comfortable partnering with Solution Architects and leading credible conversations with IT and product teams. - High ownership and structured execution in build-mode environments; able to create clarity and momentum without heavy process. - Strong internal collaboration skills - comfortable working closely with founders, senior leadership, Solution Architecture, CS, and Marketing. - Europe-based, with willingness to travel for key enterprise moments (exec workshops, rollout milestones, industry events). Requirements - Munich or Berlin based; German speaking. - Existing network across European hotel groups, ownership/management companies, consultants, or hospitality tech ecosystem. - Excited about agentic (autonomous) AI for enterprise hospitality - and motivated to make it real with strategic customers in a pragmatic, risk-aware way. - Experience selling platform products (vs. closed all-in-one suites) or orchestrating partner-rich solutions. Benefits - A Diverse & International Team: Work alongside professionals from many backgrounds and nationalities shaping the future of hospitality tech. - Growth & Development: Feedback-driven culture, learning budget, and room to grow as the enterprise motion scales. - Autonomy & Ownership: High trust, high accountability - impact over process. - Shape the Future of Hospitality Tech: Your work helps define how enterprise growth is built at Apaleo. - Competitive & Fair Compensation: Benchmark-guided compensation and clear performance expectations. - Flexible & Remote Work Options: Remote-first across Europe with regular in-person moments where it matters. - Free Public Transport: Fully covered Deutschland Ticket (Germany-based). - Team Connection: Regular team dinners, company meetups, and offsites. - Paid Time Off: 30 days of vacation. - Personal Development Budget: 1.000 € per year (can exceed with approval). - Health & Wellbeing: Access to gyms and wellness options via EGYM Wellpass.

• Define and own the Customer Success strategy, team structure, lifecycle methodology, and the metrics that matter (NRR, churn, CSAT, adoption). • Lead, coach, and grow a team of Customer Success Managers, setting the standard for ownership, accountability, and customer impact. • Build scalable, repeatable CS processes across the full post-onboarding lifecycle: adoption, advancement, and expansion. • Own Apaleo’s most important customer relationships, guiding executive-level business reviews and driving meaningful outcomes. • Represent the Voice of the Customer at the leadership level, translating insights into actionable feedback for Product, Engineering, and Go-to-Market teams. • Define and track customer health using data and tooling (HubSpot, Gainsight, or similar) to proactively manage risk and identify growth opportunities. • Partner cross-functionally with Sales, Marketing, Product, and Engineering to deliver a seamless and commercially aligned customer experience. • Set the strategic direction for onboarding working closely with the Onboarding Lead. • Act as the senior escalation point for complex onboarding issues, partnering cross-functionally to resolve systemic challenges.