Senior Account Executive - GTM

About Valeria
Valeria is building the future of HR and payroll in Spain. We're an AI-native platform that automates contracts, payroll, and compliance for companies with high employee turnover (hospitality, delivery, events, agriculture). We're rethinking how an entire industry works—moving from manual, error-prone processes to intelligent automation.
We're a fast-growing startup backed by top investors, disrupting a €5B+ industry that's still stuck in spreadsheets and legacy software.

Your Role
You'll build our outbound sales engine from the ground up. This isn't a role where you follow a polished playbook—you'll be writing it. You'll own the entire sales cycle: from identifying prospects and crafting outreach strategies, to running demos, negotiating deals, and closing revenue.
Your work will directly shape how we go to market, how we talk about the product, and what our early customer base looks like.

What You'll Do

• Own full-cycle outbound sales : Prospect, qualify, demo, negotiate, and close—no handoffs, no SDR team (yet)
• Build pipeline from scratch : Design and execute creative outreach strategies across cold calls, LinkedIn, email sequences, events, and whatever else works
• Shape the sales playbook : Work directly with founders to refine messaging, positioning, pricing, and objection handling as we learn what resonates
• Develop relationships with decision-makers : Build trust with HR leaders, CFOs, and operations managers in high-turnover industries (retail, hospitality, logistics, agriculture)
• Consistently hit and exceed targets : We'll define quotas together based on market feedback, deal cycles, and growth goals
• Be a cultural builder : Set the tone for ambition, speed, accountability, and customer obsession as we scale the sales team
• Feed product insights back : You'll hear customer pain points before anyone else—your feedback will influence our roadmap

What We're Looking For
Required:

• 5+ years of B2B outbound/full-cycle sales experience , preferably in SaaS or tech-enabled services
• Proven track record of exceeding quota in a hunter role (we want to see the numbers)
• You genuinely like cold calling —this isn't a warm-lead, inbound-driven role
• Hunter DNA : Resilient, creative, resourceful, and relentless about winning new business
• Excellent communication skills in Spanish —you can tell a compelling story, handle objections, and build rapport quickly
• Entrepreneurial mindset : Comfortable with ambiguity, building processes from zero, and iterating fast based on what works
• High ownership and bias to action : You don't wait for perfect conditions—you make things happen

Highly Valued:

• Catalan fluency (many of our target customers are Catalonia-based)
• English proficiency (useful for internal communication and future expansion)
• Experience selling to HR, Finance, or Operations leaders in mid-market companies (50–500 employees)
• Background in high-velocity sales environments : Industries like logistics tech, fintech, workforce management, or vertical SaaS where you've sold into ops-heavy businesses
• Familiarity with complex, compliance-heavy products (you understand that buyers need hand-holding and education, not just a demo)
• Experience in early-stage startups : You've built sales motions before, not just executed them

⭐ What makes you a great fit:
You're the kind of seller who thrives in ambiguity. You've been in seats where there was no CRM hygiene, no documented playbook, no marketing engine feeding you leads—and you still crushed your number. You're scrappy but strategic. You care about solving real problems for customers, not just hitting quota. You get energy from hearing "no" 20 times before landing a "yes."

What You'll Be Selling

• An AI-native product : Not a legacy tool with AI bolted on—we're built from the ground up to automate payroll, compliance, and HR workflows intelligently
• A clear ROI story : Companies save time, reduce errors, cut costs, and scale operations without hiring more HR admins
• A product that solves real pain : Our ICP deals with constant employee turnover, last-minute hires, complex Spanish labor regulations, and manual processes that break at scale
• Differentiation that matters : Faster onboarding, automated compliance checks, real-time payroll calculations, integration with government systems (Seguridad Social, SEPE)—our competitors are still doing this manually or with clunky legacy software

Our target customers: hospitality groups, delivery platforms, staffing agencies, event companies, agricultural operations—anywhere with high-volume hiring and payroll complexity.

What We Offer

• Competitive compensation : €35,000 - €45,000 base salary + €15,000 - €20,000 variable (uncapped commission structure)
• Free lunch when you're at the office (thanks to Nora )
• Flexible remuneration with Coverflex
• Flexibility : Hybrid setup (HQ in Barcelona), 60 days/year remote work from anywhere, unlimited PTO
• Mission-driven work : Transform how payroll and HR are done in Spain—solve real problems for real businesses and their employees
• Founding team impact : Join early enough to shape our GTM strategy, sales culture, and customer relationships
• Ownership and autonomy : Direct collaboration with founders, your voice matters in pricing, positioning, and product decisions
• Modern sales culture : We care about pipeline hygiene, honest forecasting, and customer success—not activity metrics for the sake of activity

Why Join Valeria Now?

• Timing : We're past the "idea stage" with real customers and revenue, but early enough that you'll define how we scale
• Market opportunity : €5B+ market in Spain, every company with employees needs payroll, and current solutions are outdated and painful
• Product-market fit : We're solving a painful, expensive problem with a product customers actually love
• Career growth : Be the first sales hire, build the playbook, and grow into a leadership role as we scale the team