Sales Account Executive

The role

Sales at Edify have been founder-led to date. That's changing. We've brought on a Head of Growth, two BDRs and a Head of Marketing, and now we're hiring two AEs to build the closing function properly.

You'd be the first. That means the playbook is something you help write rather than something you inherit - and it means the role is hands-on. This is not a strategic overlay position. You'll have BDR support and inbound, but you'll also be identifying your own target accounts and going after them. Our Founder still does his own outbound, and he expects the same instinct from the people around him.

You'll sell to multi-site operators from 10 to 500+ locations, running full-cycle deals through discovery, pilot and close.

What you'll do

• Own full-cycle deals: discovery, multi-stakeholder demos, pilot design, commercial negotiation, close.
• Build and work your own target account list alongside what comes from the BDR team and marketing.
• Sell consultatively. Every operator's setup is different, even when the end goal looks the same. The job is to understand what they're actually trying to fix, then work out together whether we're the answer - not to lead with a product tour.
• Sell to a committee: Operations, Finance, Supply Chain, Food and IT all get a vote, and each cares about something different.
• Build the business case in the operator's own numbers - waste, food cost, labour, payback, ROI.
• Design and run pilots that convert into estate-wide rollouts.
• Keep HubSpot honest enough that the forecast means something.
• Bring the field back into the building. You'll have direct access to the founder and the product team, and we want you to use it.

Who this is for

We are deliberately not looking for a six-year AE who's done this exact motion five times. We're looking for someone hungry to make their mark on an AE seat - likely a strong senior BDR ready to step up, or someone early in their AE career.

Essential

• Experience selling into hospitality, restaurants or food & beverage. You understand how operators buy, how long it takes and who has to be convinced.
• A track record of self-generated pipeline - outbound, events, network. Prospecting doesn't stop when you get the AE title.
• Coachable, and hungry for feedback. The people who do well here actively go looking for it.
• Genuine ownership: you set the target, you chase it, nobody has to stand behind you.
• Comfortable in commercial conversations with finance and ops leaders. Margin, food cost and payback period, not just features.

Nice to have

• Time spent working in hospitality operations, front or back of house.
• Experience with franchise or multi-brand estate structures.
• Experience selling in a business where the product changes quickly.

Culture

We have a high bar and we're honest about that. Ed is a high-energy, high-standards leader who is genuinely obsessive about this problem, and mediocrity isn't something we make room for. The flip side is that everyone here is good at their job and the place is enjoyable to work in. We intend to keep both true as we grow.

What we'll give you

Two things came up repeatedly when we asked good salespeople what they wanted, and we take both seriously.

A real feedback loop. Weekly one-to-ones and a mid-week accountability check-in, so what you committed to on Monday is still live on Thursday. You'll get direct, frequent feedback - good and constructive.

Straight answers about what we can sell. In fast-moving product companies, salespeople end up promising things that turn out not to be true, and their personal credibility takes the hit. Hospitality is a small industry with long memories, and we won't put you in that position. You'll know what's shipped, what's coming and what to say no to.

Plus: shared goals and a dream-logo list the whole team builds together, an office in central London, and a team that works hard and is good fun to be around.

Compensation & logistics

Base salary

Up to £50k - £60k base (50/50 OTE) 50% Base 50% variable commission 

Equity

Included

Location

Tottenham Court Road, London. 4 days in office

Start

ASAP

Ramp and success

Months 1-3

You get to know the product well enough to demo confidently and unaided. We expect this to take two to three months and we plan for it. Meanwhile you're building a pipeline and sitting in on live deals.

Months 3-6

You're running your own cycle end to end and have moved opportunities into pilot and closed deals.

Month 12

You're carrying and hitting a full quota, you've closed multi-site logos, and the sales motion is measurably better than you found it.

Process

We're hiring quickly and keeping this short.

1. Intro call with Ed (30 mins).
2. In-person interview in Tottenham Court Road with Ed and one other team member.
3. References and offer.