Account Expansion Executive – Installed Base (SaaS)

Job Description:

Account Expansion Executive – Installed Base (SaaS)

Ariane

THE COMPANY

Ariane Systems, part of Juniper Hospitality, is a leader in hotel self-service technology. Hotels around the world use our kiosks and cloud platform to run check-in, check-out, upsell and the guest journey around them.

POSITION

Over 420 hotels already use Ariane's cloud platform, but many use only part of it. One hotel might run kiosk and online check-in but not check-out or upsell. We estimate a €4M addressable opportunity across this base. Your job is to win it.

This is a quota-carrying role selling B2B to existing clients. You'll follow a structured, high-tempo outbound calling process. On each call you'll find out how the hotel operates today, pin down its pain points, build a strong value case for the modules it isn't using, and close.

JOB RESPONSIBILITIES:

• Work a defined portfolio of existing accounts to find which modules each hotel is missing and what that gap costs it.

• Run a disciplined outbound cadence of calls, emails and follow-ups to hit agreed activity and pipeline targets.

• Run discovery calls with hotel operators, revenue and front-office teams, and management companies.

• Turn what you learn in discovery into a clear value proposition, and handle objections with confidence.

• Run deals through to signature and own your forecast and pipeline in Salesforce.

• Work with Customer Success, Marketing and Product on packaged offers and targeted campaigns.

• Hit or exceed a quarterly and annual quota.

JOB QUALIFICATIONS:

• 2–3 years in an SDR, BDR or early closing role, with a proven record of hitting targets. Strong graduates with the right drive are welcome.

• SaaS or software sales experience is strongly preferred.

• Fluent English and French are essential. German as well (trilingual) may attract a higher base salary.

• Happy with a strict, metrics-driven outbound process, and motivated by it.

• A curious listener who can turn a customer's problem into a clear commercial case.

• Resilient, self-starting and well organised, with the discipline to perform while working remotely.

• Experience in hospitality or hotel tech is a plus, not a must.

WHAT WE OFFER

• A competitive base salary plus uncapped commission.
• A warm, sizeable base of existing customers who already trust Ariane.
• Fully remote working.
• A direct line to the Global Head of Sales and a clear path to grow with an expanding business.

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More About Jonas Software:

Jonas Software is a leading provider of enterprise management software solutions, serving a wide range of vertical markets including hospitality, healthcare, construction, education, personal care, fitness, leisure, moving and legal services, to name a few. Within these markets, Jonas is comprised of over 65 distinct brands, each a respected leader in its domain.

Jonas’ vision is to be the branded global leader across these verticals and to be recognized by customers and industry stakeholders as the trusted provider of “Software for Life.” We are committed to technology, product innovation, quality, and exceptional customer service.

Jonas Software supports over 60,000 customers in more than 30 countries. We employ over 6,000 skilled professionals, including industry experts and technology specialists. Across our broader network, we support a global workforce of more than 30,000 employees.

Headquartered in Canada, Jonas Software has a global footprint with offices around the world. We’re a 100% owned subsidiary of Constellation Software Inc., based in Toronto, publicly listed on the TSX (CSU.TO), and a member of the S&P/TSX 60 Index.

IS THIS YOU?