Junior Solution Specialist – DACH

About the company

At Smartness, we are building the future of hospitality tech. Our SaaS helps lodging providers boost revenues by 30%+ and get more direct bookings.

We are the fastest-growing B2B SaaS in the industry, trusted by 4,000+ clients across 40+ countries, with billions of euros in bookings processed. Backed by top international investors and named one of Italy's Top 10 LinkedIn Startups, we are on a mission to scale globally.

Want to grow with us? Let's go!

About the role

At Smartness, we help hospitality businesses make smarter decisions, simplify their operations, and improve their business performance through technology and AI.

As a Junior Solution Specialist for the DACH market, you will help potential and existing customers understand how Smartness can address their specific business needs.

You will work closely with the Sales team during the pre-sales process, joining discovery conversations, analysing customer requirements, and supporting tailored product demonstrations. Your role will be to connect the customer's business context with the right Smartness solutions, making sure the value of our technology is clear and relevant.

To do this effectively, you will need to understand more than just our products. You will develop a solid understanding of how hotels operate, how they evaluate their performance, and how factors such as pricing, demand, distribution, occupancy, and market dynamics influence their business.

You will therefore combine hospitality knowledge, business analysis, product expertise, and consultative selling.

What will you do? 🤔

• Lead discovery conversations: Work with Sales to understand prospects' business models, current setup, challenges, objectives, and priorities.

• Understand business performance: Analyse the information shared by prospects and available customer data to identify relevant business challenges and opportunities.

• Connect business needs to solutions: Translate customer challenges into relevant Smartness use cases, workflows, and product capabilities.

• Support tailored demos: Prepare and progressively deliver product demonstrations that reflect the prospect's specific business context rather than simply presenting generic features.

• Explain the business impact: Clearly communicate how Smartness can help hospitality businesses improve decision-making, optimise processes, and achieve better business outcomes.

• Support technical and product qualification: Understand integrations, workflows, data requirements, and potential edge cases, involving Product or technical teams when deeper validation is required.

• Bring hospitality expertise into the conversation: Be able to discuss topics such as pricing, demand, distribution, occupancy, KPIs, and hotel performance with prospects in a credible and practical way.

• Handle objections and questions: Investigate customer questions, understand the underlying concern, and work with internal teams to provide accurate and useful answers.

• Support customer education: Help prospects understand best practices and how Smartness can fit into their existing processes and technology stack.

• Collaborate with Sales: Support opportunity qualification, demos, follow-ups, and the overall pre-sales process, contributing both product and business expertise.

• Collect customer insights: Identify recurring needs, objections, product gaps, and market trends and share them with Sales, Product, Customer Success, and other teams.

• Support expansion opportunities: Recognise additional use cases or Smartness solutions that could be relevant to a customer's business needs.

• Develop product expertise: Continuously learn about Smartness products, new features, integrations, AI capabilities, and the hospitality technology landscape.

• Become a DACH market expert: Develop a strong understanding of the hospitality market, customer profiles, competitive landscape, and business dynamics across Germany, Austria, and Switzerland.

What are we looking for? 🤔

• Language proficiency: Fully fluent German, with professional fluency in English.

• Experience: 1–3 years of experience in hospitality, SaaS, travel-tech, consulting, customer success, account management, pre-sales, or a similar B2B-facing role.

• Hospitality understanding: Previous experience in hotels or hospitality is highly valued. Experience with hotel technology or hospitality SaaS is a strong plus.

• Analytical mindset: Comfortable working with data, KPIs, Excel/Google Sheets, and business information and able to draw meaningful conclusions from them.

• Business curiosity: Genuine interest in understanding how hospitality businesses operate and what drives their performance.

• Technology curiosity: Strong interest in SaaS, AI, and digital products, with the ability to learn new technologies quickly.

• Communication skills: Ability to communicate clearly and confidently with both business and technical stakeholders.

• Consultative mindset: You naturally ask questions, challenge assumptions, and focus on understanding the customer's problem before presenting a solution.

• Problem solving: Structured and proactive approach to analysing customer needs and finding appropriate solutions.

• Cross-functional collaboration: Comfortable working with Sales, Product, Customer Success, and technical teams.

• Commercial awareness: Understanding of how technology can create measurable value for customers and contribute to business growth.

• Ownership & learning: You take initiative, actively seek feedback, and progressively take ownership of your responsibilities.

What Do We Offer? 🤔

• Work in a small and top-performing team that moves extremely fast where you are extremely important.

• Work without having to deal with jerks and ego-maniacs.

• The opportunity to join one of the best travel-tech sales teams in Europe.

• A place where your talent can blossom.

• An environment where mistakes are allowed – we make bold choices to achieve ambitious goals, learn from mistakes, and move forward.

• A place where your voice matters – meetings provide space for new ideas and projects, regardless of your role or seniority.

• Continuous growth – we challenge the status quo, renewing our sales processes and approaches to meet challenging goals.

• We have fun while working! We are easygoing people.

• Work with the best software out there to automate repetitive tasks and let you focus on customers and targets.

• Remote working

• Competitive compensation aligned with experience and impact. For our Revenue Management team, we typically offer an OTE package ranging from €35,000 to €45,000 annually for the Italian Market, and from €40,000 to €50,000 annually for the DACH Market, depending on experience, analytical capabilities, industry knowledge, and expected contribution to the company’s growth Our compensation structure is designed to reward ownership, strategic thinking, and measurable business impact. The OTE includes both a fixed salary and a variable component tied to performance and business objectives. As you grow within the company and contribute to revenue optimization, pricing strategy, and operational performance, your compensation can evolve accordingly. For candidates demonstrating exceptional expertise or a strong track record in revenue management and commercial strategy, we may consider compensation packages beyond the standard range.

Still not convinced? Check out our "Work With Us" page for more about our mission, values, and why we love working at Smartness: Lavora con noi - Unisciti alla missione di Smartness

Before you apply

If you're reading this, it means you're genuinely interested, and that excites us! Here's what you need to know:

• We're highly driven and set our goals higher than most, pushing boundaries others may deem impossible.

• We work much harder than most companies out there.

• Every day, we step out of our comfort zones, fueling rapid growth and learning, even though it might come with its stress.

• We hold ourselves and our team to the highest standards of excellence and culture.

• Should we feel that this role isn't the right match for you, for the benefit of both parties, we may need to part ways.

We hope this sheds light on whether this could be your next adventure. If you believe it is, we warmly invite you to apply. Discover your full potential with us!

A quick heads-up: we reply to every candidate. If you're waiting for an update, please check your spam/junk folder too - sometimes our emails end up there. We wouldn't want you to miss a message from us!

By submitting this application, I agree that my personal data will be collected, processed, and retained by the company solely for the purposes of managing and assessing my candidacy.