Positive Carbon is on a mission to eliminate food waste in commercial kitchens using AI-powered IoT sensors and software. We’re looking for a Account Executive to be the tip of the spear, a dedicated closer who will own the full sales cycle and help define how we sell.

This isn’t a role where you inherit a playbook. You’ll build it. You’ll work directly with the CEO and founding team to turn pipeline into revenue, shape our go-to-market motion, and set the standard for every sales hire that follows. If you thrive in ambiguity, love closing complex deals, and want your work to have a measurable impact on the planet, this is your role.

Tasks

Own the full sales cycle from qualified lead to signed contract, selling our hardware-enabled SaaS platform to enterprise food service operators, contract caterers, hotels, and hospitality groups.
Build and refine our sales playbook, discovery frameworks, objection handling, pricing strategies, and proposal templates that become the foundation for scaling the team.
Run consultative, multi-stakeholder sales processes with operations leaders, sustainability directors, CFOs, and procurement teams across complex organisations.
Partner with the CEO on high-value strategic accounts including major contract catering companies and multinational hospitality brands.
Drive expansion revenue within existing accounts by identifying new sites, upsell opportunities, and champion referrals.
Collaborate closely with product and engineering to feed customer insights back into the roadmap and ensure what we build is what the market needs.
Represent Positive Carbon at industry events, conferences, and trade shows across Europe and the Middle East.

Requirements

3–7 years of B2B SaaS or technology sales experience, with a track record of consistently exceeding quota. Bonus points for selling into food service, facilities management, or sustainability.
Comfortable operating as a founding team member in a fast-moving startup, you don’t wait for permission, you figure things out.
Experienced running complex, multi-stakeholder enterprise sales cycles with deal sizes in the €20K–€200K+ ARR range.
Strong commercial instincts and the ability to connect our technology to hard business outcomes: cost savings, waste reduction, ESG compliance, and operational efficiency.
Excellent communicator who can hold the room with a C-suite audience and build genuine trust with operational staff on the kitchen floor.
Energised by the mission. You care about climate, sustainability, and leaving the world better than you found it.
Willingness to travel across Europe and the Middle East as needed (approx. 20–30% of the time).

Benefits

Competitive base salary + uncapped commission structure designed to reward aggressive growth.
Direct access to the CEO and founding team, your voice shapes strategy, not just tactics.
A product that sells itself once people see it: AI-powered cameras and sensors that make food waste visible and actionable in real time.
The chance to build the sales function from scratch
A mission that matters. Every deal you close directly reduces food waste and carbon emissions at scale.

Positive Carbon builds AI-powered IoT technology that helps commercial kitchens track, understand, and eliminate food waste. Our sensors and software platform are deployed in some of the largest kitchens across Europe, serving some of the biggest names in contract catering and hospitality. If you want to join a company where you’ll have outsized impact from day one, we’d love to hear from you.

Account Executive

Benefits

Job Description