SALES · SMB · REMOTE, UK or Spain

SMB Sales Executive EMEA

Help ambitious hospitality businesses transform guest service and build AIVA’s repeatable SMB sales engine.

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 builds AIVA’s repeatable SMB sales engine: generating your own pipeline, running the full sales cycle and helping ambitious hospitality businesses transform guest service. You’ll work in a lean, hands-on, AI-first commercial team, partnering closely with Product, Marketing 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 within the UK or Spain

Compensation
£35,000–£45,000 base salary, with target OTE at twice base salary

Focus
Full-cycle SMB new-business sales across hospitality, initially in the UK with scope to support selected European markets

What you’ll own

Pipeline & pace

Create your own pipeline.
Combine focused outbound prospecting, fast follow-up and disciplined account prioritisation to generate qualified opportunities.

Own the full SMB sales cycle.
Take opportunities from first conversation through discovery, tailored demonstration, proposal, negotiation and close.

Move with pace.
Manage a healthy volume of opportunities while keeping every next step clear and every customer interaction personal.

Forecast accurately.
Maintain clean CRM data, realistic close dates and reliable weekly forecasts.

Relationships & insight

Sell through operational value.
Understand how hospitality teams handle enquiries, bookings, email, social conversations and administration, then connect AIVA’s platform to the right priorities.

Build trusted relationships.
Communicate credibly with venue owners, founders, general managers and operational leaders.

Strengthen the sales playbook.
Share objections, competitor insight, language needs and customer feedback with Product and Marketing.

Create a strong handover.
Work with Customer Delivery to move signed customers smoothly into implementation and identify future references and referrals.

Your first 90 days

01–30: Learn & launch

Complete hospitality, platform and competitive onboarding. Learn AIVA’s sales method and CRM standards. Define priority SMB segments and launch your first prospecting sequences.

31–60: Build & progress

Run independent discovery calls and tailored demonstrations. Build qualified pipeline, create clear next steps and progress the first opportunities into proposal and commercial review.

61–90: Close & repeat

Win early customers and demonstrate a consistent prospect-to-close rhythm. Use conversion data and market feedback to improve messaging, targeting and follow-up.

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 SMB customers won against the agreed quota.
Self-generated qualified pipeline and sustained forward pipeline coverage.
Sales velocity and conversion through discovery, demonstration, proposal and close.
Forecast accuracy, opportunity hygiene, complete CRM adoption, customer references, referrals and useful market feedback.

What you’ll bring

Essential

At least three years’ experience in full-cycle B2B SaaS or technology sales, including self-generated pipeline and closing new business.
A genuine appetite for prospecting, creating momentum and winning customers rather than relying only on inbound demand.
Confidence selling to owners, founders, general managers and senior operational leaders.
Structured discovery, qualification, demonstration, negotiation and account-planning skills.
The organisation to manage a high-activity pipeline without losing quality, follow-up discipline or forecast accuracy.
A hands-on, entrepreneurial approach suited to an early-stage commercial team where playbooks are being built as well as followed.
Clear, warm communication and the judgement to make intelligent automation feel practical, human and commercially relevant.
Ability to collaborate closely with Product, Engineering, Marketing and Customer Delivery, and to turn market insight into action.

Useful, not essential

Experience selling into hotels, wedding venues, event spaces, restaurants or other hospitality businesses.
Experience succeeding in an SMB or high-velocity sales environment.
Familiarity with hospitality operations, PMS, CRM, guest communications or revenue technology.
Professional working proficiency in a second or third European language, particularly French, Spanish, Italian, Dutch, German or Portuguese.
Experience using AI and automation tools to improve research, 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 sell more than a point solution. You’ll show hospitality businesses how one AI-powered platform can connect guest communication, insight and operational automation, while helping shape AIVA’s SMB sales motion as we expand across Europe.

What you can expect

Fully remote working within the UK or Spain.
£35,000–£45,000 base salary, with target OTE at twice base salary.
The opportunity to sell one intelligent platform solving real hospitality challenges.
Equity may be available for exceptional candidates, with significant scope to grow your responsibility and career as AIVA scales.

Interested?

Please apply with your CV and a short note explaining the SMB market, customer base or territory you have helped build. If you speak another European language, include your level of proficiency.

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