About the role

The Sales Specialist is a pivotal role within our sales department, instrumental in acquiring large volume of restaurants & stores for the  Food platform. The role focuses on outbound outreach to small and medium-sized businesses (SMBs) that are a good fit for the platform. The day-to-day activities involve lead qualification, outbound sales calls, face-to-face meetings, and occasional travel to other cities in Estonia. You’ll drive our sales growth, reach out to potential partners, pitch, negotiate, and close deals.

Main tasks and responsibilities:

• Responsible for the whole sales funnel, including leads processing, prospecting, cold calling, planning meetings and closing.

• Lead Management: Qualify, deduplicate, and score new leads based on specific criteria to streamline the sales process.

• Collaboration: Work closely together with teams like Operations, Account Management, Marketing, and peers across the Baltics.

• Phone & F2F Sales: Oversee the complete sales cycle of outbound leads, and perform targeted outreach to SMB prospects by initiating contact, delivering compelling sales pitches, closing, and activating.

• Onboarding: Ensure a smooth onboarding process for new clients and follow-up with activation calls to get new restaurants live.

• Administrative work: Efficiently gather all necessary information and documents from partners, ensuring a high quality transition to active operations.

• CRM maintenance (Salesforce): Record, update and check all daily activities performed in the CRM to keep all relevant data up to date.

About you:

• Minimum 2 years of experience in sales, account management, or business development. Additional experience in the HORECA industry will be considered as a plus.

• Fluency in Estonian & English language, both in verbal and written forms is essential. Additional proficiency in Russian will be a plus.

• Understands and applies core sales principles, including: handling objections effectively, selling value over price, research, exploration, and closing.

• Demonstrates a clear system for managing daily work, priorities, and pipeline.

• Maintains order, discipline, and clarity in execution.

• Actively seeks feedback and applies it. Shows a strong willingness to learn, improve, and adapt quickly.

• Gains energy from engaging with people daily. Comfortable initiating conversations and building relationships at scale. Strong communication skills and a natural ability to connect with others are a must.

Experience is great, but what we really look for is drive, intelligence, and integrity. So even if you don’t tick every box, please consider applying!

Why you’ll love it here:

• Play a direct role in shaping the future of mobility.

• Impact millions of customers and partners in 600+ cities across 50+ countries.

• Work in fast-moving autonomous teams with some of the smartest people in the world.

• Accelerate your professional growth with unique career opportunities.

• Get a rewarding salary and stock option package that lets you focus on doing your best work.

• Enjoy the flexibility of working in a hybrid mode with a minimum of 3 days in the office each week to foster strong connections and teamwork.

• Take care of your physical and mental health with our wellness perks.

Are you interested in this position?

Apply by clicking on the “Apply Now” Button below!
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