(Senior) Account Executive – Enterprise (m/f/d)

You love winning major deals, feel confident operating at C-level, and enjoy strategically managing complex enterprise sales cycles? Then Nesto is exactly the right place for you!

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 are looking for Account Executives who want to help build a structured, scalable sales organization and drive Nesto’s commercial success in the enterprise segment. This is an opportunity to grow with the company and help build the future of workforce management for the hospitality industry across Europe.

• You will own the entire sales cycle for strategic enterprise customers — from initial contact to contract signing and ongoing account expansion.
• You will develop tailored account plans for large customer organizations to identify relevant stakeholders across Operations, HR, IT, Finance, and the C-suite.
• You will confidently and systematically manage complex, long-term sales processes, often including pilot projects, RFPs, and competitive evaluations.
• You will lead commercial negotiations (MSA, DPA, country-specific addenda) as an equal partner — from developing and defending pricing strategies for high-ACV deals, to framework agreements, data privacy reviews, and multi-site rollouts.
• You will understand the operational challenges of our customers and translate them into clear business cases and strategic value.
• You will quickly build strong relationships with decision-makers and represent Nesto at industry events and customer meetings.
• You will work in a data-driven manner, maintain the CRM system, and follow established enterprise sales methodologies such as MEDDICC.
• You will actively contribute your experience to building our enterprise sales structures and help establish scalable processes, deal patterns, and best practices.

We are looking for experienced enterprise sales professionals with strong commercial judgement and the patience to win long-cycle deals.

• You have 5–8+ years of experience in B2B SaaS sales, with a proven track record of closing deals in the six- to seven-figure ACV range.
• You are capable of managing complex sales processes involving multiple stakeholders from Operations, IT, Finance, Legal, and Executive Management.
• Experience selling to multi-location businesses, franchise groups, or chain restaurant companies is a major advantage.
• You are confident throughout the entire commercial process — from ROI arguments and business cases to pricing, contract negotiations, and procurement.
• You have experience with structured enterprise sales methodologies (e.g., MEDDICC or similar).
• You can quickly understand operational problems and convincingly translate them into strategic customer value.
• You present yourself confidently and credibly to executives and decision-makers and are able to build long-term relationships.
• Experience working with multi-location businesses, franchise systems, or the restaurant industry is a strong plus.
• You work independently, resiliently, and goal-oriented — especially in environments where individual deals have a major impact on company success.
• You are fluent in German and English and communicate confidently in both international and domestic business contexts.
• You are willing to regularly visit customers on-site and maintain an active market presence.

• Strong enterprise pipeline generation and progression
• Successful landing of new enterprise logos
• Consistent management of complex multi-stakeholder sales cycles
• High level of forecast accuracy and commercial execution
• Contribution to refining enterprise sales processes and playbooks

• A transactional or high-velocity SMB role
• A pure inbound-only or marketing-fed position
• An account management role without new-business responsibility
• A role for sellers who prefer short, single-stakeholder deal cycles

• Our benefits appeal to you: Enjoy trust-based vacation policies, flexible working hours in a modern office environment, and the opportunity to work remotely.
• You want to experience a culture built on trust: We work together as one team and give each other the benefit of the doubt. We focus on solutions instead of mistakes and celebrate each other’s successes.
• You want to become part of our “secret code”: Our highly motivated team is united by passion for what we do and for our products. With strong team spirit, creativity, and enthusiasm, we pursue our goals together.
• You are ready to take ownership: As a motivated team member at Nesto, you can play a key role in shaping our culture and products while achieving great things for our customers together with the team.

Do you share our values and feel inspired by this opportunity? Then 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. Become part of our innovative community and help shape both your own future and the future of workforce planning!