Account Executive (SMB)

Job description

Let’s fix hospitality, for good. Hospitality is tough – margins are thin, waste is high, and teams are stretched. But it doesn’t have to be this hard. That’s why we built Nory. Our CEO, Conor, knows the pain first-hand. After founding and scaling Mad Egg in Ireland, he got fed up with juggling “market-leading” systems, clunky spreadsheets, and endless printouts. So he set out to build the tool he wished he’d had from day one. Nory is an all-knowing restaurant management system. It blends real-time data with AI predictive analytics, giving operators control of their margins. From food prep to forecasting, it’s operational intelligence that helps restaurants run with consistency, certainty, and profit. The result? Thriving restaurants, better jobs, less waste, healthier margins. And we’re just getting started. Fresh off a Series B led by Kinnevik https://www.nory.ai/blog/nory-series-b-funding-to-revolutionise-restaurant-operations, we’ve grown to 70+ people across Ireland, the UK, and Spain – and demand is scaling faster than we ever imagined. We’re now looking for a Account Executive - SMB to join our growing GTM team. In this role, you’ll have the unique opportunity to convert high-volume pipeline into fast ARR wins, helping independent and small multi-site operators bring control, clarity, and confidence to their business. This role is London based, hybrid (2-3 days in the office per week). WHAT YOU’LL BE DOING - Ramp quickly on Nory’s SMB sales motion and value story. - Own the end-to-end sales cycle – from first call to close. - Convert marketing- and BDR-sourced pipeline into new logos and fast ARR growth. - Do your own outbound prospecting and generate a portion of your own pipeline through thoughtful, value-focussed outreach - Build genuine relationships with owners, founders, and GMs of independent restaurants and small groups. - Run high-quality discovery and demos that clearly show how Nory solves their biggest daily pain points. - Refine and repeat short-cycle sales motions (typically 14–45 days) to drive predictable growth. - Share learnings, feedback, and insights to help shape Nory’s SMB go-to-market playbook. WHAT YOU’LL BRING - 2–4 years of SaaS AE experience with proven quota success. - Experience selling into hospitality operators, restaurant owners, or similar service-driven SMBs. - Comfortable managing high-volume, fast-turn pipelines and short sales cycles. - Skilled in consultative sales – uncovering real business needs, not just pitching features. - Highly self-driven, organised, and resilient – you thrive in fast-moving, high-change environments. - Hungry to grow – this role can evolve into Mid-Market or Enterprise as you overachieve. OUR SALES TEAM ETHOS We're on a mission to become the most trusted, respected, and impactful sales team in hospitality tech. A team driven by curiosity, velocity, and a deep commitment to our customers’ success. We will be the team that operators want to buy from and industry leaders want to work with—not just because of what we sell, but because of how we sell. We will set the standard. We will move with urgency always. We will create lasting value for every prospect we engage with. WHAT IT MEANS TO BE PART OF THE NORY SALES TEAM Being part of this team means you’re not just in sales – you’re a disruptor, a game changer, a company grower, and a quota crusher. We believe our team will define the top 1% of sales professionals in the hospitality tech industry. We are: - Professionals first. We show up prepared, on time, and ready to raise the standard. - Team players. No ego, no politics. We operate as one team. - Humble learners. We seek feedback, take it seriously, and act on it fast. - Curious operators. We chase clarity. We ask “why” until we get to the truth. - Outcome-driven. We commit. We execute. We deliver value. Sales skills can be taught. Tools can be trained. But if you don’t show up with the right mindset, we can’t help you win. WHAT YOU’LL GET IN RETURN 📈 Meaningful equity, at Nory everyone is an owner! 🌴 35 days of paid leave per year (including bank holidays) 🏥 Comprehensive private health insurance via Axa 🍼 Enhanced parental leave and baby loss support 📚 Learning & development culture – £1000 personal annual budget + quarterly book budget 🖥️ £250 home office workspace budget 🥳 Regular team offsites & socials 📍 Hybrid role with 2-3 days working from our Holborn office (dog-friendly and onsite gym) 👏 And much more WE HIRE HUMANS. At Nory, we believe that diverse teams build better products. We welcome applicants from all backgrounds, identities, and walks of life. We do not discriminate based on gender, ethnicity, sexual orientation, religion, family status, age, disability, or race. What matters to us is how you think, how you work, and what you bring to the table. Please let us know if you require any adjustments so you can bring your best self to the interview process.