Position: Account Executive
Location: Karlsruhe / remote Germany
About Nesto:
Nesto builds the AI-powered operating system for restaurants – helping hospitality groups plan, staff and run their business smarter, from demand forecasting to scheduling and payroll. The product already runs in 3,000+ restaurants across Europe, with brands like McDonald's, L'Osteria and Lagardère on board.
Nesto's vision is to make the hospitality and service industry more efficient, transparent and sustainable through data-driven, AI-powered processes. We want to free businesses from time-consuming administrative work, so they can fully focus on their core strength – being great hosts and delivering great service.
With €11M in new growth funding, Nesto is entering its next phase of growth. As part of this phase, we're hiring Account Executives across the full spectrum - from SMB and mid-market through to strategic enterprise accounts - to help build a structured, scalable sales organization and drive Nesto's commercial success across Europe. This is an opportunity to grow with the company and help build the future of workforce management for the hospitality industry.
We're hiring for two flavors of this role, and we want to hear from you what your strength is:
SMB & Mid-Market Account Executives will:
- Own the full sales cycle across SMB and mid-market clients
- Generate and manage pipeline through outbound and inbound activity
- Run product demos and convert opportunities to close
- Manage shorter, higher-volume deal cycles
- Contribute to building a scalable and repeatable sales motion
Enterprise Account Executives will:
- Own the entire sales cycle for strategic enterprise customers - from initial contact to contract signing and ongoing account expansion
- Develop tailored account plans for large customer organizations, identifying stakeholders across Operations, HR, IT, Finance, and the C-suite
- Manage complex, long-term sales processes, often including pilot projects, RFPs, and competitive evaluations
- Lead commercial negotiations (MSA, DPA, country-specific addenda), including pricing strategy for high-ACV deals
- Follow structured enterprise sales methodologies such as MEDDICC
Across both tracks, you will:
- Maintain strong CRM hygiene and pipeline visibility
- Work closely with marketing and leadership on GTM execution
- Build strong relationships with decision-makers and represent Nesto at industry events and customer meetings
- Actively contribute to building Nesto's sales structures, deal patterns, and best practices as we scale
Your background and qualifications
For SMB / Mid-Market:
- 2–4 years' experience in B2B sales (SaaS preferred)
- Experience owning or contributing to full sales cycles
- Strong outbound and pipeline generation capability
- Comfortable in a fast-paced, high-activity environment
For Enterprise:
- 5–8+ years of experience in B2B SaaS sales, with a proven track record of closing six- to seven-figure ACV deals
- Experience managing complex sales processes with multiple stakeholders across Operations, IT, Finance, Legal, and Executive Management
- Experience selling to multi-location businesses, franchise groups, or chain restaurant companies is a major advantage
- Willingness to travel regularly for on-site customer visits
For both:
- Fluent in German and English (mandatory)
- Ambitious and motivated to grow within a scaling company
- A genuine drive to build - energized by creating something from the ground up, with the grit to push through setbacks and ambiguity
- A collaborative mindset - sharing what's working (and what isn't) so the whole team gets sharper
Success in the First 12 Months
- Consistent pipeline generation and deal conversion at your level (high-activity for SMB/mid-market; multi-stakeholder deal progression for enterprise)
- Strong quota attainment and forecast accuracy
- Meaningful contribution to building Nesto's repeatable sales engine and playbooks
You are a great fit for us if …
- Our benefits appeal to you: trust-based vacation policies, flexible working hours in a modern office environment, and the opportunity to work remotely
- You want a culture built on trust: we work together as one team and give each other the benefit of the doubt, focusing on solutions instead of mistakes
- You want to become part of our "secret code": a highly motivated team united by passion for what we do, with strong team spirit and creativity
- You're ready to take ownership: play a key role in shaping our culture and products while achieving great things for customers, together with the team
Sounds like your thing? We look forward to getting to know you. At Nesto, you can expect an inspiring professional challenge, a dynamic team, and the opportunity to actively contribute to our success story.