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

📋 Description

• • Apaleo is at the forefront of revolutionizing the hospitality industry with its API-first, AI-powered property management platform, designed for modern hospitality groups seeking unparalleled flexibility, speed, and control over their technology infrastructure. As we experience rapid expansion across Europe and globally, we are seeking a highly motivated and experienced Sales Director - Strategic Accounts to spearhead our growth in winning new enterprise business and establishing initial traction with global accounts.
• • This is a pivotal senior individual contributor role, offering significant autonomy and accountability, with close collaboration with our founders and senior leadership team. You will be instrumental in driving strategic pursuits and building a robust, repeatable enterprise sales motion as Apaleo continues its scaling journey.
• • Your primary responsibility will be to own the full-cycle enterprise new logo sales process across Europe. This encompasses developing and executing sophisticated strategic account plans tailored for complex, multi-stakeholder enterprise organizations, from initial target account identification through to successful deal closure.
• • You will lead intricate, consultative enterprise sales cycles, ensuring rigorous qualification, strategic deal planning, and accurate forecasting. A key aspect of this role involves crafting compelling executive narratives and robust business cases. These will articulate clear return on investment (ROI), demonstrate the impact on operating models, outline phased transformation roadmaps, and define precise success criteria for our enterprise clients.
• • Close collaboration with our Solution Architecture team will be essential. You will work together to define desired outcomes, shape innovative solution approaches, align on integration realities, and proactively mitigate risks associated with enterprise adoption of our platform.
• • You will partner intimately with the founders and senior leadership on high-impact strategic deals, contributing to executive outreach strategies, refining deal tactics, and navigating high-stakes negotiations.
• • Post-sale, you will act as an executive sponsor during the crucial roll-out phase for strategic accounts. This involves ensuring a seamless handover, maintaining executive alignment, proactively unblocking any potential risks, and identifying expansion opportunities in conjunction with our Customer Success and Onboarding teams.
• • Furthermore, you will serve as a vital voice to the market, cultivating a trusted network among hospitality leaders, ownership groups, consultants, and ecosystem partners. Representing Apaleo at executive forums and industry events will be key to generating long-term opportunity flow and solidifying our credibility.
• • You will play a critical role in feeding structured market insights back into our Go-To-Market (GTM) strategy and product development direction. This includes providing valuable input on positioning, packaging, proof points, partner engagement strategies, and the development of enterprise playbooks.
• • Success in this role will be measured by the establishment of a focused enterprise target list with comprehensive account plans, secured executive access, and multi-threaded stakeholder engagement across priority markets. Building a healthy, high-quality enterprise pipeline through repeatable plays—including strategic outreach, leveraging your network, engaging partners, and establishing market presence—with reliable forecasting and strong deal inspection discipline is paramount.
• • Achieving flagship enterprise wins and demonstrating visible traction with global accounts, supported by crisp value propositions and strong executive alignment, will be a key indicator of success. Ensuring smooth early roll-outs for strategic wins, with clear continuity from the late-stage deal phase to rollout governance, and a visible path to expansion, is also critical.
• • Ultimately, your efforts will contribute to Apaleo being increasingly recognized as a credible strategic platform within enterprise hospitality circles, driven by your established relationships and market presence. This role offers a unique opportunity to shape the future of hospitality technology by driving significant enterprise adoption and contributing to Apaleo's strategic vision.