# Senior Account Executive **Company:** Triparound **Location:** Athens, Greece **Workplace:** on site **Employment type:** Full-time [Apply for this job](https://jobs.workable.com/view/04a15201-a70e-4693-8643-33bdc73f2d88) ## Description Sales Pioneer | B2B SaaS and Hospitality Technology Athens, Greece | Hybrid | Full-time | Reports to the CE **About Triparound** Triparound is a B2B hospitality technology company building the operating and commerce platform for everything guests travel for beyond the room. We help premium hotels, resorts, branded residences, villa groups, and other complex hospitality businesses manage and commercialize the services that shape the guest journey - dining, wellness, transfers, activities, events, and more - through one operational and guest-facing system. **The Opportunity** We are looking for a **Senior Account Executive** to become Triparound's sales pioneer. Reporting directly to the CEO, you will build and close new-business pipeline, pursue selected strategic expansions, and help test and improve our emerging sales motion. This is not a sales-management role. It is a **senior, hands-on** position for someone who can source and close complex B2B software opportunities, operate effectively without a mature support structure, and help turn live deal experience into a repeatable sales process. You will inherit documented material covering our ICP, messaging, qualification, pipeline stages, CRM rules, inbound routing, and sales cadence. It has not yet been consistently adopted or validated. You will put it into practice through your own opportunities, test it against evidence, simplify it where needed, and help improve it with the CEO. **The Role at a Glance** Most of your time will go to **hands-on selling:** identifying and qualifying the right accounts, running discovery and demos, building business cases and proposals, negotiating, and closing. Alongside your own opportunities, you will help **establish a disciplined sales operating rhythm.** You will maintain credible stages, dated next steps, clear ownership, and an honest forecast for your pipeline, while helping the CEO improve the wider cadence as the sales function develops. As Triparound builds its marketing-led pipeline, you will help define what qualifies for sales follow-up and what effective handoffs should look like. You will also work closely with the colleague developing our SDR and Revenue Operations capability, sharing evidence from target accounts, outbound activity, messaging, meeting quality, CRM discipline, and reporting. **New business will be the primary first-year measure of success.** You will also **lead selected larger expansion opportunities** where a dedicated sales cycle, commercial proposal, or negotiation is required. Account Managers remain responsible for day-to-day customer relationships, account health, and renewal readiness. You may also support commercially complex renewals agreed with the CEO. **What You Will Own** - **Build your own pipeline of new-business opportunities** through targeted outreach, your network, events, partnerships, and close collaboration with Growth Marketing. - **Run the full sales cycle yourself:** qualification, discovery, demos, business cases, proposals, negotiation, and close. - **Contribute to the weekly sales cadence** by maintaining clear priorities, next actions, dates, risks, and escalation needs across your opportunities. - **Help define the emerging marketing-to-sales and inbound-to-sales handoff,** including qualification standards, response expectations, routing, and follow-through. - **Work closely with the colleague developing our SDR** and Revenue Operations capability to test target-account priorities, improve outbound execution, and maintain reliable sales data. - Use the agreed sales process rigorously and **help the CEO test and improve** pipeline stages, qualification criteria, forecasting, and reporting, keeping HubSpot reliable as the source of truth. - **Proactively** review selected strategic customers with the CEO and Account Managers, **identify material expansion opportunities**, and lead qualified opportunities through proposal, negotiation, and close. - **Report clearly** on your pipeline, forecast, activity, conversion, risks, and results, and bring evidence-based recommendations to the CEO. - **Bring market and customer insight back** into positioning, pricing, sales enablement, and the product roadmap. - **Work with the CEO** to turn the existing sales foundation into a practical, evidence-based **playbook** for future sales hires. **How Success Will Be Measured** - **New business:** qualified pipeline you source, new-logo ARR, and consistent full-cycle execution. - **Selected expansion:** qualified expansion pipeline and expansion ARR from agreed strategic accounts. - **Operating discipline:** reliable opportunity stages, dated next steps, disciplined follow-up, accurate CRM data, and credible forecasting. - **Cross-functional contribution: u**seful collaboration with the CEO, the emerging SDR and Revenue Operations capability, Marketing as lead generation develops, and Account Managers. - **Playbook contribution:** consistent use of the agreed sales process and practical improvements based on live deal evidence. **What You Will Bring****Essential** - **New-business track record: 5+ years in B2B SaaS sales, or an equivalent record of sourcing and closing new business against a target.** - **Complex deal experience:** You have sold into mid-market or enterprise accounts with multiple stakeholders, long cycles, and meaningful business-case requirements. - **Full-cycle ownership:** You can run every stage yourself, from prospecting to discovery, demo, proposal, negotiation, and close, without relying on a large support team. - **Pipeline and operating discipline:** You manage your pipeline rigorously, maintain accurate CRM data, forecast honestly, and turn incomplete information into clear priorities and action. - **Cross-functional collaboration:** You work effectively with founders and emerging SDR, Revenue Operations, Marketing, and Account Management contributors without requiring formal authority. - **Expansion selling:** You can spot, structure, and negotiate material expansion opportunities within existing customers. - **Builder mindset:** You are comfortable inheriting an early operating foundation, testing it in practice, and improving it without over-engineering. - **Learning agility:** You adopt useful tools quickly and apply them thoughtfully without losing sight of sound commercial judgment. - **Excellent English communication:** Triparound operates in English. All interviews and the practical assessment will also be conducted in English, including for candidates based in Athens. - **Tool adaptability:** We use HubSpot. Experience with an equivalent CRM is welcome. **Helpful but Not Required** - Experience in hospitality technology, travel technology, or another vertical SaaS category. - Experience selling to multi-property hotel or resort groups. - Experience as an early or first senior sales hire at a startup. - Experience guiding SDRs, junior sellers, or cross-functional sales contributors. - International sales experience across Europe or beyond. - Experience using AI tools for research, prospecting, deal preparation, analysis, or reporting. **What Is in It for You** - **Meaningful ownership:** Take responsibility for producing revenue and help shape how Triparound sells through evidence from real opportunities. - **Direct influence:** Work side by side with the CEO on strategy, pricing, go-to-market priorities, and important opportunities. - **A substantial starting point:** Inherit documented ICP, messaging, qualification, CRM, and pipeline material, with the mandate to test, simplify, and improve it. - **Competitive compensation:** Receive a competitive base salary and performance-based variable compensation aligned with the role and results. - **Hybrid model:** Work typically two to three days per week in our Athens office, balanced with remote work and travel to meet customers where it matters. - **Room to grow:** The role may progress to Sales Lead as the organization develops, based on demonstrated revenue performance, process contribution, and the ability to coach and coordinate others. - **Real industry impact:** Help leading hospitality businesses transform how they manage and commercialize the guest journey beyond the room, and see the results of your work in real properties. **How We Work** We value ownership, curiosity, honesty, and a bias toward action. We expect people to challenge weak assumptions, use evidence, ask the questions that move work forward, and carry commitments through to completion. This role is for someone who wants substantial responsibility, enjoys building from an early stage, and is comfortable being accountable for both personal results and the operating discipline behind them. **Apply** If this sounds like the kind of challenge you want to own, we would like to hear from you. Please share your CV, and we will get back to you as soon as possible.