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

About This RoleAI processing…

Key Responsibilities

• 1
  Own full-cycle enterprise new logo sales across Europe, from target account strategy through close.
• 2
  Develop and execute strategic account plans across complex, multi-stakeholder enterprise organisations.
• 3
  Lead complex, consultative enterprise sales cycles, ensuring strong qualification, deal strategy, and forecast accuracy.
• 4
  Create compelling executive narratives and business cases : ROI, operating model impact, phased transformation roadmap, and clear success criteria.
• 5
  Collaborate closely with the Solution Architecture team to scope outcomes, shape solution approaches, align on integration realities, and de-risk enterprise adoption
• 6
  Partner closely with founders/senior leadership on strategic deals: executive outreach, deal strategy, and high-stakes negotiations.
• 7
  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.
• 8
  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.
• 9
  Feed structured market insights back into GTM and product direction: positioning, packaging, proof points, partner involvement, and enterprise playbooks.

Requirements

• 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).

Perks & Benefits