Account Executive - Helsinki
About Us
Tebi is creating the first Connected Restaurant Management System that makes hospitality flow. In one seamless platform, Tebi embeds sales, reservations, kitchen prep, payments, and all the data that powers it, creating smooth service and intuitive insights.
Founded by Arnout Schuijff, co-founder of Adyen, and backed by €50 million in funding from Index Ventures & CapitalG, Tebi is built in service of hospitality first. Thousands of restaurants, cafés, bars, and coffee shops across the Netherlands, and more countries love running on Tebi.
About the Role
We're looking for a highly driven and experienced Account Executive to join our team. You’ll be at the heart of our growth engine - managing the end-to-end sales cycle, directly driving our business and revenue growth by bringing in new customers. But this isn’t just about closing deals. You’ll also help us sell smarter by refining our tools, streamlining processes, and using data to shape how we scale.
In this role, you’ll blend deep sales expertise with product knowledge to solve complex business problems for our customers. You will act as the commercial champion for the customer, working collaboratively with internal departments to ensure we are not just winning business, but building long-term value and market share. We’re seeking someone who thrives on exceeding ambitious targets and building robust, repeatable sales success.
Responsibilities
Support the full sales cycle: Own opportunities end-to-end, from qualified lead to activation, with a focus on efficiency and impact.
Lead smart discovery: Conduct structured discovery calls to identify prospect's key organisational goals, pain points, current tech stack, and decision-making criteria.
Run engaging demos: Deliver standard and tailored product demos to qualified prospects, clearly articulating Tebi’s core product features and positioning the added business value (ROI)
Negotiate with confidence: Execute commercial negotiation steps, utilising approved pricing frameworks.
Keep data sharp: Uphold CRM integrity by recording all sales activities, updating deal stages and accurately entering relevant notes to ensure funnel hygiene and generate insights that guide better decisions.
Strengthen the funnel: Actively collaborate with the BDR team by providing feedback on quality and fit of leads quality and helping improve how we qualify and convert.
Set customers up for success: Execute the standardised post-sale transition process by preparing detailed customer summaries and key objective documents for the Customer Success team to ensure seamless customer onboarding.
Shape our strategy: Contribute to the overall business strategy by collaborating closely with Product, Marketing and Central Ops to present customer feature requests and market observations on competitor activities in a data driven manner.
What You’ll Need
Previous hospitality experience is a big plus.
3-5 years of experience in Sales or Account Management in SaaS/ tech or alternative sales-related experience.
Bachelor's degree in business, finance, engineering, or a related field (or equivalent work experience) is a strong plus.
Willingness to roll up your sleeves and “Leave your ego at the door” mentality
Self-motivated with the ability to work independently and as part of a team in a fast-paced startup environment.
Excellent communication and interpersonal skills to effectively engage with customers and internal stakeholders.
Entrepreneurial mindset: you thrive in fast-moving environments, love building from scratch, and bias toward action.
The ideal candidate will be fluent in English and Finish.
Benefits
Start-up Equity
Competitive Salary and Uncapped Commission
Team building events
Our Values
Build Globally, Execute Locally - We are on a path to evolve an entire industry. We build products globally and we execute our world class operations locally.
Manifest the Win - Changing the world never comes easy. It takes grit. We are playing a team sport and we know winning is a conscious decision.
Launch fast and iterate - We believe speed and pragmatism wins the day. We operate with an extreme sense of urgency without compromising on quality.
Truth Seeking - We believe in first principles. We get to the heart of a problem and then develop solutions.
Dutch Directness - We operate with sophisticated Dutch directness. Open, respectful, and to the point. We create an environment where anyone can say what needs to be said.
Evolve - We are in a constant state of change and growth. As a business, as individuals. We embrace change.
Owners, not renters - We are all shareholders in Tebi and we act like it. We are drivers, not passengers.
What is Restaurant Software?
Restaurants and other merchants use various software systems such as Point of Sale (POS), Reservations, Kitchen Display Systems (KDS), Payments, Inventory, Staffing, and the list goes on. These systems all need to speak to each other which they frequently don’t. It’s a mess, and we are fixing it.
From buying a croissant at a cafe to having dinner with friends, it’s a €4 Trillion+ global market and a critical part of everyday life in today's economy.