Founding Account Executive (California)

Job description

Let’s fix hospitality, for good. Running restaurants in the US is brutal - margins are razor thin, waste is high, and teams are stretched to the limit. 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 tired of juggling “market-leading” systems, clunky spreadsheets, and endless printouts. So he built the tool he wished he’d had from day one. Nory is the 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, stronger margins. And we’re just getting started. Fresh off a Series B led by Kinnevik and Accel 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 now we’re bringing Nory to the US. As a Founding US Account Executive at Nory (based out of California), you’ll work to establish our presence in the American market. You’ll be on the front lines of growth, building on the success we’ve already had in Europe. What you’ll be doing: - Joining a VC-backed start-up to build a new category with a product that has strong market fit but is just getting started in the US - Owning the full sales cycle, from outbound prospecting to contract negotiation and close - Closing B2B SaaS deals with CFOs, General Managers, and Regional Operators - understanding their unique challenges and needs - Delivering best-in-class product demos and feeding insights back to the product team What you’ll bring: - 3+ years running the full sales cycle in a quota-carrying AE role in fast-paced B2B Hospitality SaaS sales, selling to business decision-makers - Proven ability to generate your own pipeline, with a consistent track record of exceeding quota (top 5% of company) - Natural executor of standardised sales process eg MEDDICC - Experience consistently closing deals >$20k ACV - Hunger to thrive in a fast-moving start-up environment where things can be ambiguous and you’ll need to operate with autonomy What we offer in return: 📈 Meaningful equity with standard 4-year vesting and 1-year cliff - at Nory everyone is an owner! 🏥 Private health, dental, and vision insurance 📈 401k with company match up to 4% 🌴 20 days paid time off, plus public holidays 🍼 12 weeks paid parental leave for birthing parent, and 4 weeks of paid leave for non-birthing parent 📚 $1,000 annual personal development budget + quarterly book budget 🖥️ $250 home office workspace budget ✈️ Frequent travel to London and Dublin and regular offsites & socials 👏 And much more 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.