SALES · MID-MARKET, EMEA · REMOTE

Mid-Market Sales Executive EMEA

Win ambitious hospitality groups, establish regional reference customers and build AIVA’s next European market.

The role, and where it sits

AIVA Revolution is building the AI-powered operating system for modern hospitality. Our platform brings guest engagement, employee intelligence and operational workflows together in one connected system — helping hospitality businesses deliver exceptional service at scale and drive stronger performance.

This role establishes AIVA in a priority European territory: winning ambitious hospitality groups, building a self-generated pipeline and creating the regional reference customers that found long-term growth. You’ll work in a lean, hands-on, AI-first commercial team, partnering closely with Product, Marketing, Partners and Customer Delivery.

Engage

Create exceptional guest experiences across every channel.

Empower

Give every employee an AI advantage and consistent knowledge.

Operate

Run a smarter hospitality business, with clearer insight.

Role at a glance

Reports to
Daniel Banks, Director of Sales, GTM & Channel

Location
Remote, ideally within or close to the assigned European territory

Compensation
Base salary and performance-related commission; indicative £100,000–£120,000 OTE depending on experience

Focus
One assigned cluster: Southern Europe; Benelux & Nordics; or France, DACH & Central Europe

What you’ll own

Territory & pipeline

Own a European territory.
Build the market plan, priority account list, pipeline, customer relationships and commercial forecast for one assigned cluster.

Create qualified pipeline.
Combine targeted outbound prospecting, account planning, events, referrals and partner activity to reach senior hospitality decision-makers.

Localise the sales motion.
Adapt messaging, demonstrations and follow-up to regional language, buying behaviour, hospitality segments and technology ecosystems.

Build regional credibility.
Win lighthouse customers, secure references and identify local partners who can accelerate trust, implementation and future pipeline.

Execution & insight

Lead the full mid-market sales cycle.
Run discovery, multi-stakeholder demonstrations, solution design, proposals, negotiation and commercial close.

Sell through operational value.
Uncover fragmentation across guest communications, bookings, CRM, payments and operations, then connect AIVA’s platform to measurable business priorities.

Forecast accurately.
Maintain clean CRM data, realistic close dates, clear next steps and a dependable weekly view of territory performance.

Strengthen the EMEA playbook.
Feed customer requirements, objections, competitor insight, integration needs and localisation priorities into Product, Marketing and Customer Delivery.

Your first 90 days

01–30: Map & launch

Complete hospitality, platform and competitive onboarding. Confirm the assigned cluster, core and development markets, ICPs, named accounts, localisation needs and first prospecting sequences.

31–60: Engage & progress

Run regional discovery calls and tailored demonstrations. Build qualified pipeline, develop partner routes and progress the strongest opportunities into proposal and commercial review.

61–90: Prove & repeat

Create a credible path to the first regional wins and reference customers. Use conversion data and market feedback to refine targeting, messaging, localisation and the territory plan.

How success will be measured

The final individual quota and ramp plan will be agreed before appointment. Success will be measured through a balanced scorecard, including:

Annual recurring revenue and mid-market customers won against the agreed territory quota.
Self-generated qualified pipeline and sustained forward pipeline coverage.
Named-account engagement, opportunity creation and multi-stakeholder progression.
Forecast accuracy, opportunity hygiene, complete CRM adoption, and regional reference customers and partner contribution.

What you’ll bring

Essential

At least five years’ relevant B2B SaaS or technology sales experience, including closing mid-market opportunities through a full, self-generated sales cycle.
A track record of developing a territory, region or new market, not simply managing established inbound demand.
Confidence selling to owners, founders, general managers, commercial leaders, operational executives and technology stakeholders.
Professional working fluency in English and at least one relevant European language.
Structured discovery, qualification, demonstration, account planning, negotiation and multi-stakeholder deal-management skills.
The judgement to sell a broad platform through operational and commercial value without overwhelming the customer.
The organisation to manage a focused portfolio of higher-value opportunities without losing pace, follow-up discipline or forecast accuracy.
A hands-on, entrepreneurial approach suited to an early-stage commercial team where regional playbooks are being built as well as followed.

Useful, not essential

Experience selling into independent hotel groups, premium venues, restaurants, resorts or mixed-use hospitality operators.
Existing hospitality relationships or partner networks within Southern Europe, Benelux and the Nordics, or France, DACH and Central Europe.
Fluency in French, German, Dutch, Spanish or Italian; another relevant regional language is an advantage.
Familiarity with PMS, CRM, booking, payments, guest communication, revenue or hospitality operations technology.
Experience opening a new country, creating regional references or working through consulting, technology or implementation partners.
Practical use of AI and automation to improve research, account planning, outreach, follow-up and sales productivity.

Why AIVA

Built for hospitality, by hospitality. AIVA brings guest engagement, employee intelligence and operational workflows together in one connected system. Through Engage, Empower and Operate, hospitality businesses create exceptional guest experiences, give every employee an AI advantage, and run smarter operations.

You’ll do more than carry a quota. You’ll establish AIVA in a priority European territory by winning the customers, references and market insight that create the foundation for long-term regional growth.

What you can expect

Remote working, ideally from within or close to the assigned territory.
Base salary and performance-related commission.
The opportunity to sell one intelligent platform solving real hospitality challenges.
Equity may be available for exceptional candidates, with significant autonomy to shape a priority European market and outstanding scope to grow as AIVA scales across EMEA.

Interested?

Please apply with your CV and a short note identifying the European territory you know best, the language or market advantage you bring, and a region, customer base or pipeline you have helped build.

If the role fits your strengths but you don’t meet every point, we would still like to hear from you.