Key Skills

Job Description

THE ROLE Nobody wakes up wanting to buy a food waste monitor. They buy one after someone shows them, in their own numbers, what their kitchens throw away every week and what it’s costing them. Creating that moment is the job of an AE at Orbisk. You’ll own new business across DACH. A BDR will help open doors, but from the first meeting onwards, the deal is yours. So is building enough pipeline, moving opportunities forward and ultimately delivering the number at the end of the quarter. Our deals usually involve four or five different people: a chef who doesn’t want to disrupt how their kitchen works, an F&B Director focused on food cost and operational performance, a sustainability team with targets to hit, finance who wants to see the payback, and procurement who wants the best commercial deal. They rarely care about exactly the same things. Getting them engaged, building a compelling business case and aligning them around a decision is the skill. The good part is that you don’t have to convince anyone food waste is a problem. They already know. You’re showing them exactly how much they’re wasting, what it’s costing them and what they can do about it. Once they reduce it, the saving turns up on their own P&L. We’re a climate tech scale-up with a product that genuinely works, already running in thousands of kitchens across 40 countries and inside some of the biggest hotel and foodservice groups in the world. Germany, Austria and Switzerland are home to some of Europe’s biggest hospitality and catering businesses. Most of their kitchens still don’t know exactly what they’re throwing away. That’s the opportunity. What You Will Do Own new business across DACH, focusing on hotel groups, contract caterers and multi-site operators. Build your own pipeline. Your BDR will help, but you won’t sit around waiting for meetings to appear in your calendar. Run the full sales cycle from discovery and business case through pilot, commercial negotiation and rollout. Get under the skin of how a customer’s kitchens operate, where food waste happens and what it’s costing them. Build relationships across an organisation, from chefs and operators through to finance, sustainability, procurement and senior leadership. Turn successful pilots into compelling business cases for multi-site rollouts. Create momentum. Know what needs to happen next, who needs to be involved and how to get a deal to a decision. Get into kitchens. Expect site visits, trade shows and customer workshops across the DACH region. Handle procurement and contracting without letting deals lose momentum. Keep your pipeline and forecast honest. We would rather know the truth than have a CRM full of optimistic close dates. Bring the market back into Orbisk: what competitors are doing, what customers keep asking for and where you see opportunities. What We Expect From You Native-level German and fluent English. You’ll sell in German, while Orbisk works primarily in English. 3+ years of experience closing B2B new business. A track record you can talk about clearly: quota, attainment, deal sizes, sales cycles and deals you’re proud of winning. Experience navigating longer, multi-stakeholder sales cycles rather than one-call closes. The ability to build your own pipeline rather than relying entirely on inbound leads or BDRs. Hospitality, foodservice, sustainability, SaaS or technology experience is useful, but not essential. Genuine curiosity about how our customers operate is. You’re as comfortable walking through a commercial kitchen as you are presenting a business case in a boardroom. You run your own diary, follow up relentlessly and take responsibility for moving things forward. You take coaching seriously and act on it quickly. You like being around people, want to spend time with the team in the office and are happy travelling regularly across DACH. The right to work in the Netherlands. About Orbisk Orbisk helps professional kitchens stop wasting food. A camera and a scale use AI to recognise and weigh what gets thrown away, with almost no extra work for the kitchen team. Chefs and operators can see what they’re wasting, when they’re wasting it and why, then do something about it. Food costs come down. So do emissions. Orbisk was founded in Utrecht in 2019. Today, our Orbis are running in thousands of kitchens across 40 countries. We work with hotels, caterers, hospitality groups and cruise lines around the world. We’re backed by Regeneration VC and PeakBridge, and we’re a certified B Corp. WHY JOIN ORBISK? The obvious reason is the work itself. Every kitchen you bring onto Orbisk has the potential to cut real food waste, improve its bottom line and reduce the emissions and water associated with producing food that would otherwise be thrown away. But this is also a commercial opportunity. We’re building a global business in a huge market that is still largely untouched. We’re a scale-up, so things move quickly. You’ll have genuine ownership of your market, direct access to the people making decisions inside Orbisk and plenty of room to shape how we sell as we grow. And The Practical Bits 30 days annual leave. 7% pension contribution. A monthly wellness budget, home office budget and travel allowance. Free lunch at the office. €500 a year for your own learning, plus team training and access to a coach if you want one.

Core Responsibilities

You will own the full sales cycle for new business across the DACH region, focusing on hotel groups and multi-site operators. This involves building your own pipeline, conducting site visits, and managing complex negotiations with multiple stakeholders.

Requirements

The role requires native-level German and fluent English, along with 3+ years of B2B sales experience. You must demonstrate a track record of managing long, multi-stakeholder sales cycles and possess the ability to build your own pipeline.

Benefits

• 30 days annual leave
• 7% pension contribution
• Monthly wellness budget
• Home office budget
• Travel allowance
• Free lunch at the office
• 500 Euro annual learning budget
• Team training
• Access to a coach