Вакансии в Эстонии

Müügijuht

Print market OÜ

Harju maakond, Tallinn, Tuukri põik 3Полная3 нед. назад

€950 – €3,000/мес брутто

Kaasaegne trükiettevõte Tallinna kesklinnas otsib müügispetsialisti.

Sales Team Lead - Wise Business

Wise

Tallinn, eeПолная4 нед. назад

About the company Wise is a global technology company, building the best way to move and manage the world’s money. Min fees. Max ease. Full speed. Whether people and businesses are sending money to another country, spending abroad, or making and receiving international payments, Wise is on a mission to make their lives easier and save them money. As part of our team, you will be helping us create an entirely new network for the world's money. For everyone, everywhere. More about our mission and what we offer . The role About the team Wise Business has historically grown through self-serve and product-led channels. We’re now building a dedicated velocity sales team to help larger businesses discover, adopt, and fully activate on Wise for their international payment and banking needs. This team works inbound leads across multiple channels - sales forms, onboarding activation, sign-up recovery, events, and partnerships - and is responsible for the full cycle from qualification through to first live transaction. What you’ll do As the Sales Team Lead , you’ll manage and develop a team of Account Executives. You have a target, but won’t carry a personal quota. Your job is to make your reps better through inspiring high standards, inspecting pipeline and performance, and coaching each individual to close their skill gaps. You’ll be accountable for your team’s revenue delivery, activation rates, and development. Some of your responsibilities: Lead, coach, and develop a team of Account Executives, with a strong focus on activation-led revenue delivery, measuring success by transacting customers, not sign-ups Set the standard for your team - create an environment where reps are motivated, accountable, and continuously improving Own the 30/60/90-day onboarding for new hires, ensuring reps are ramped and selling independently by month three. You’ll work closely with our Sales Enablement lead. Build and maintain individual development plans for each rep, tracking progression across qualification, discovery, objection handling, and activation Run weekly pipeline reviews, holding reps accountable on deal quality, stage accuracy, next steps, and forecast reliability Run targeted role-plays and live call coaching to address skill gaps as they emerge Monitor lead-to-close conversion, activation rates, and revenue per deal across all channels Ensure CRM hygiene. Every opportunity in Salesforce should reflect reality with clear qualification and accurate forecasting Identify underperformance early and address it directly with structured improvement plans Contribute to playbook iteration based on patterns from calls, data, and frontline feedback Partner with the Sales Director on hiring, target setting, and team structure as the organisation scales Qualifications Minimum qualifications 5+ years in a B2B sales role, with at least 2 years managing or coaching a sales team A genuine track record of developing people. You can point to reps you’ve hired, coached, and helped grow Experience running structured pipeline reviews and holding a team accountable to targets Comfortable with CRM tools (Salesforce preferred) and using data to inform coaching decisions Strong communication. You can deliver tough feedback with care, and rally a team when it matters You see management as a craft, not a promotion. Your job is developing others, not managing from a spreadsheet Preferred qualifications Experience in fintech, payments, FX, SaaS, or financial services Familiarity with consultative or solution-based selling frameworks Experience building sales processes or teams from an early stage Exposure to multi-channel inbound sales motions Demonstrated ability to improve ramp time, conversion rates, and rep retention Additional information For everyone, everywhere. We're people building money without borders — without judgement or prejudice, too. We believe teams are strongest when they are diverse, equitable and inclusive. We're proud to have a truly international team, and we celebrate our differences. Inclusive teams help us live our values and make sure every Wiser feels respected, empowered to contribute towards our mission and able to progress in their careers. If you want to find out more about what it's like to work at Wise visit Wise.Jobs . Keep up to date with life at Wise by following us on LinkedIn and Instagram .

Senior Account Executive - USA

Veriff

San Francisco - Bay AreaПолная4 нед. назад

At Veriff, our Go-to-Market Division is the driving force behind our mission to create a safer, more trustworthy online world. We are a dynamic team dedicated to growing our customer base and enhancing our brand’s global presence. With a customer-first approach, we provide tailored solutions that instill trust and inspire businesses to join our cause. Our strategy is built on innovative thinking, meticulous research, and cross-team collaboration, ensuring that we work towards a unified vision. Veriff is hiring an experienced Senior Account Executive with a proven track record of winning mid-to-large enterprise business. This role is a high-impact opportunity to drive revenue and accelerate Veriff’s expansion by converting complex prospects into long-term partners. <h3>You’ll help us protect honest people online by:</h3> <ul> <li>Owning the Full Cycle: Identifying, qualifying, and closing high-value enterprise opportunities within your assigned territory.</li> <li>Consultative Selling: Deeply understanding prospect pain points and articulating how Veriff’s unique value proposition solves their identity and compliance challenges.</li> <li>Building Partnerships: Establishing strong, multi-threaded relationships with key decision-makers and C-level executives.</li> <li>Deal Orchestration: Managing complex negotiations and navigating internal stakeholders (Legal, Security, Product) to bring deals across the finish line.</li> <li>Pipeline Excellence: Maintaining a disciplined approach to forecasting and lead generation to ensure consistent quarterly growth.</li> <li>Process Innovation: Contributing to team-wide initiatives to refine our sales plays and market-entry strategies.</li> </ul> <h3>You are the right future Veriffian if you have:&nbsp;</h3> <ul> <li>5-8 years of B2B SaaS closing experience, specifically managing sophisticated sales cycles within the North American market.</li> <li>A "Hunter" Mentality: You are a self-starter who thrives in fast-paced, entrepreneurial environments and loves the thrill of the win.</li> <li>Strategic Agility: The ability to handle a diverse volume of opportunities while maintaining a high level of detail and personalization.</li> <li>Proven Track Record: A history of meeting or exceeding quotas by selling complex software solutions to diverse industries.</li> <li>Tech-Savvy: Proficiency with Salesforce and modern sales engagement tools (e.g., Outreach, Gong, LinkedIn Sales Navigator).</li> <li>Masterful Communication: Exceptional negotiation and presentation skills that build immediate credibility.</li> <li>Bonus Points: Previous experience in the Identity Verification (IDV), FinTech, or Cybersecurity space.</li> </ul> Compensation: The base salary for this role is $130,000 - $180,00 per year + commission.&nbsp; Please note that our salary ranges are based on current market data and the offered compensation may vary based on experience, skills, location, and other factors permitted by law Eligible Locations:&nbsp;&nbsp; San Francisco, CA&nbsp; Why Veriff? We are the preferred identity verification platform partner for the world’s most innovative growth-driven organizations helping conveniently verify and safeguard users anywhere in the world. We support the broadest number of identity documents from nearly every country and territory in the world - and this is continually increasing! With a diverse team and offices in the United States, United Kingdom, Spain, and Estonia, as well as robust backing and funding from investors including Accel, Alkeon, IVP, Tiger Capital, and Y Combinator, we’re dedicated to helping businesses and individuals build a safer and more secure world. We strive to be the benchmark for trust online, and we take pride in being a positive force.&nbsp; When you join Team Veriff, we offer you the opportunity to have a real impact and advance your career, while looking after you along the way with a range of benefits designed with you in mind. Some of our favorites include... <ul> <li>Extra recharge days per year on top of your annual vacation days</li> <li>Stock options that ensure you share in our success</li> <li>401(k) matching</li> <li>Extensive, medical, dental, and vision insurance to ensure you're feeling great physically and mentally</li> <li>Learning and Development and Health &amp; Sports budgets that you are free to tailor to your own needs</li> <li>Four weeks of fully paid sabbatical leave after reaching your 5th work anniversary</li> </ul> &nbsp;We are an Equal Opportunities employer committed to a diverse and representative team. Different opinions, perspectives and personalities push us forward. We want to hear from people who are passionate about their work and align with our values. Regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability. We also know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates - so rest assured, whoever you are, we want to hear from you! Please be informed that in the final stage of the recruitment process we may request you to go through identity verification. For more information, please see<a href="https://www.veriff.com/recruitment-privacy-policy"> Recruitment Privacy Policy</a>. #LI-CY1&nbsp;

Müügikonsultant Haabersti K-rautasse

AS Kesko Senukai Estonia

Полная1 мес. назад

Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit kesktasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>paindlikku graafikut;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Müügikonsultant

K-Rauta

Harju maakond, Tallinn, Haabersti linnaosa, Paldiski mnt 108aПолная1 мес. назад

Müügikonsultant Haabersti K-rautasse

Principal Account Manager - USA

Veriff

USA (Remote)· УдалённоПолная1 мес. назад

At Veriff, our GTM Division is the driving force behind our mission to create a safer, more trustworthy online world. We are a dynamic team dedicated to growing our customer base and enhancing our brand's global presence. With a customer-first approach, we provide tailored solutions that instill trust and inspire businesses to join our cause. Our strategy is built on innovative thinking, meticulous research, and cross-team collaboration, ensuring that we work towards a unified vision.&nbsp; Veriff is hiring a Principal Account Manager to join our Account Management team, focused on managing our largest and most strategic customers across North America. In this highly strategic role, you will serve as the primary point of contact for your portfolio, guiding customers through every stage of their journey from integration to adoption, expansion, and long term success. You will act as a trusted advisor, helping customers maximize the value of Veriff’s solutions while identifying and owning growth opportunities that drive retention and revenue. This role will be central to strengthening executive relationships, leading complex initiatives, and delivering long term success across our top enterprise accounts. You’ll help us protect honest people online by: <ul> <li>Own and operate a portfolio of strategic accounts with full accountability for retention, growth, customer outcomes, and long term partnership health, acting as the CEO of the business within each account.</li> <li>Build trusted executive and day to day relationships with customers to strengthen alignment, advocacy, and long term loyalty.</li> <li>Drive net dollar retention through expansion, renewals, increased product utilization, and identification of new use cases across the customer base.</li> <li>Develop a deep understanding of each customer’s business model, priorities, success metrics, and evolving needs to proactively shape account strategy.</li> <li>Expand relationships by consistently bringing forward solutions, products, and ideas that help customers achieve their objectives and realize greater value from Veriff.</li> <li>Serve as the strategic quarterback across internal teams, partnering closely with Account Executives, Solutions Engineers, Support, Product, Engineering, Marketing, and Operations to align resources and drive outcomes.</li> <li>Lead complex customer initiatives from concept through execution, especially in nonstandard or highly customized motions where there is no rinse and repeat playbook.</li> <li>Identify process gaps, friction points, and recurring customer needs, then help build new processes, playbooks, and scalable solutions that improve the customer experience and internal execution.</li> <li>Own escalations and business critical issues with urgency, strong judgment, and clear communication to protect trust and drive resolution.</li> <li>Use data and analytical tools to assess account performance, uncover opportunities, monitor risks, and guide strategic decisions.</li> <li>Clearly communicate progress, risks, opportunities, and strategic plans to internal leadership and external stakeholders.</li> <li>Act as the voice of the customer internally while balancing commercial priorities and long term partnership value.</li> </ul> You are the right future Veriffian for the job if you have/are: <ul> <li>10+ years of Account Management experience within the SaaS industry.</li> <li>3+ years in a Strategic Account Manager or Principal Account Manager role supporting strategic channel customers with $1M+ ARR relationships.</li> <li>Proven success managing global enterprise and strategic customers within a reseller or channel motion.</li> <li>Demonstrated track record of meeting or exceeding quota while maintaining strong customer satisfaction and advocacy.</li> <li>Proven ability to partner with customers and internal stakeholders to increase product utilization and drive net dollar retention.</li> <li>Strong experience working cross functionally with Account Executives, Solutions Engineers, Support, Product, and Engineering teams to drive adoption and maintain a closed feedback loop with customers.</li> <li>Experience using analytics, dashboards, and data driven decision making to improve account performance and business outcomes.</li> <li>Exposure to or training in a structured sales methodology (e.g., Winning by Design, MEDDIC, Challenger) and can apply it to drive customer value</li> <li>Experience working within a global scaleup or startup environment, with the ability to thrive in fast changing, high growth, and evolving operating models.</li> </ul> You’re an especially awesome match if you have/are: <ul> <li>Experience working for a global scaleup/startup</li> <li>Previous AM/CSM experience within the IDV/IDVaaS industry</li> </ul> Compensation:&nbsp;&nbsp; The base salary for this role is $155,000 - $180,000 per year + commission.&nbsp; Please note that our salary ranges are based on current market data and the offered compensation may vary based on experience, skills, location, and other factors permitted by law Eligible Locations:&nbsp;&nbsp; California, Colorado, Florida, Georgia, Idaho, Illinois, Massachusetts, New Jersey, New York, Oregon, Pennsylvania, Texas, Vermont, Virginia, Washington Why Veriff? We are the preferred identity verification platform partner for the world’s most innovative growth-driven organizations helping conveniently verify and safeguard users anywhere in the world. We support the broadest number of identity documents from nearly every country and territory in the world - and this is continually increasing! With a diverse team and offices in the United States, United Kingdom, Spain, and Estonia, as well as robust backing and funding from investors including Accel, Alkeon, IVP, Tiger Capital, and Y Combinator, we’re dedicated to helping businesses and individuals build a safer and more secure world. We strive to be the benchmark for trust online, and we take pride in being a positive force.&nbsp; When you join Team Veriff, we offer you the opportunity to have a real impact and advance your career, while looking after you along the way with a range of benefits designed with you in mind. Some of our favorites include... <ul> <li>Full-remote job within our eligible locations in the USA (please see above)</li> <li>Extra recharge days per year on top of your annual vacation days</li> <li>Stock options that ensure you share in our success</li> <li>401(k) matching</li> <li>Extensive, medical, dental, and vision insurance to ensure you're feeling great physically and mentally</li> <li>Learning and Development and Health &amp; Sports budgets that you are free to tailor to your own needs</li> <li>Four weeks of fully paid sabbatical leave after reaching your 5th work anniversary</li> </ul> &nbsp;We are an Equal Opportunities employer committed to a diverse and representative team. Different opinions, perspectives and personalities push us forward. We want to hear from people who are passionate about their work and align with our values. Regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability. We also know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates - so rest assured, whoever you are, we want to hear from you! Please be informed that in the final stage of the recruitment process we may request you to go through identity verification. For more information, please see<a href="https://www.veriff.com/recruitment-privacy-policy"> Recruitment Privacy Policy</a>. #LI-CY1 #LI-Remote

E-Commerce Sales Manager

Inbank

Vilnius, Vilnius, LithuaniaПолная1 мес. назад

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

Chief Sales Officer

Milrem Robotics

Полная1 мес. назад

We are looking for a Chief Sales Officer to define and lead Milrem Robotics’ global commercial strategy and drive the next phase of growth across international defence markets.This is a senior, high-impact role at the intersection of government, industry, and capability development. You will shape how autonomous and robotic systems are adopted globally, working directly with Ministries of Defence, international partners, and key industry players.Critical areas of leadership:<ul><li class="MsoNormal">Define and execute Milrem’s global commercial strategy</li><li class="MsoNormal">Build a structured, data-driven sales organisation</li><li class="MsoNormal">Lead and shape high-value international defence programmes</li><li class="MsoNormal">Operate at a senior level with governments, NATO, and industry partners</li><li class="MsoNormal">Personally engage in and support the most critical deals</li></ul>What We Are Looking ForYou are a senior commercial leader with a strong track record in complex, international environments.<ul><li class="MsoNormal">Proven experience in senior commercial roles (CSO, VP Sales or equivalent)</li><li class="MsoNormal">Background in defence, government, or similarly regulated industries</li><li class="MsoNormal">Demonstrated success in winning large, complex international programmes</li><li class="MsoNormal">Experience operating across global markets and multi-stakeholder environments</li></ul>Key Capabilities<ul><li class="MsoNormal">Ability to define and execute commercial strategy</li><li class="MsoNormal">Strong stakeholder influence at senior government and industry levels</li><li class="MsoNormal">Experience leading and scaling international sales organisations</li><li class="MsoNormal">Deep understanding of long-cycle, complex sales environments</li><li class="MsoNormal">Ability to manage a geographically dispersed sales organisation</li></ul>Personal Profile<ul><li class="MsoNormal">High credibility and strong executive presence</li><li class="MsoNormal">Strategic thinker who is also hands-on when needed</li><li class="MsoNormal">Comfortable operating in complex, ambiguous environments</li><li class="MsoNormal">Results-driven with a long-term perspective</li></ul>Why Join Milrem RoboticsThis is an opportunity to shape the commercial trajectory of a leading European defence robotics company.You will play a key role in how autonomous systems are adopted across global defence ecosystems and help take Milrem to the next stage of growth.Practicalities<ul><li class="MsoNormal">International role with significant travel (~100 days per year)</li><li class="MsoNormal">Regular presence in Estonia required (approx. 50 days per year)</li><li class="MsoNormal">Working closely with executive leadership and global teams</li></ul>

Müügikonsultant UUDE Raadi K-rauta üldehitusosakonda

AS Kesko Senukai Estonia

Полная1 мес. назад

Otsid uusi väljakutseid?Tule Tartu uude Raadi K-rautasse müügikonsultandiks!Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt ning suhtlustasandil vene ja inglise keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit kesktasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Müügikonsultant UUDE Raadi K-rauta siseviimistlusosakonda

AS Kesko Senukai Estonia

Полная1 мес. назад

Otsid uusi väljakutseid?Tule Tartu uude Raadi K-rautasse müügikonsultandiks!Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt ning suhtlustasandil vene ja inglise keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit kesktasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Müügikonsultant UUDE Raadi K-rauta aiaosakonda

AS Kesko Senukai Estonia

Полная1 мес. назад

Otsid uusi väljakutseid?Tule Tartu uude Raadi K-rautasse müügikonsultandiks!Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt ning suhtlustasandil vene ja inglise keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit kesktasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Müügikonsultant UUDE Raadi K-rauta tööriistaosakonda

AS Kesko Senukai Estonia

Полная1 мес. назад

Otsid uusi väljakutseid?Tule Tartu uude Raadi K-rautasse müügikonsultandiks!Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt ning suhtlustasandil vene ja inglise keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit kesktasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Müügikonsultant UUDE Raadi K-rauta kodutehnika osakonda

AS Kesko Senukai Estonia

Полная1 мес. назад

Otsid uusi väljakutseid?Tule Tartu uude Raadi K-rautasse müügikonsultandiks!Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt ning suhtlustasandil vene ja inglise keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit kesktasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Müügikonsultant UUDE Raadi K-rauta kodukaupade osakonda

AS Kesko Senukai Estonia

Полная1 мес. назад

Otsid uusi väljakutseid?Tule Tartu uude Raadi K-rautasse müügikonsultandiks!Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt ning suhtlustasandil vene ja inglise keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit kesktasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Müügikonsultant Tartu K-rauta aiaosakonda

AS Kesko Senukai Estonia

Полная1 мес. назад

Peamised tööülesanded:<ul><li>klientide professionaalne teenindamine ja nõustamine;</li><li>kaupade ja teenuste tutvustamine ning müük;</li><li>kaupade väljapanek ja korrashoid;</li><li>kaupade varustamine hinnainfoga;</li><li>kaupade tellimuskinnituste vormistamine;</li><li>laoseisu või toodete otsimine andmebaasist ja laost;</li><li>inventuurides osalemine;</li><li>klienditeenindusala korrashoid.</li></ul>Sobid hästi, kui:<ul><li>oskad heal tasemel eesti keelt;</li><li>oled hea suhtlemis- ja meeskonnatööoskusega;</li><li>oled täpne ja korrektne oma tegevustes;</li><li>oled hea füüsilise vastupidavusega;</li><li>oskad kasutada arvutit baastasemel;</li><li>oled positiivse ellusuhtumisega;</li><li>oled hea analüüsivõimega;</li><li>oskad lahendada edukalt probleeme.</li></ul>Omalt poolt pakume:<ul><li>põnevaid väljakutseid rahvusvahelises ettevõttes ning mitmekesist ja vastutusrikast tööd;</li><li>omatöötaja soodustusi;</li><li>sporditoetust;</li><li>tasustatud teist haiguspäeva;</li><li>toetusi oluliste sündmuste puhul elus;</li><li>sõbralikku ja toetavat meeskonda;</li><li>täiendkoolitusi ja arenguvõimalusi.</li></ul>Soovime alustada valikuprotsessiga&nbsp;kandideerimisperioodi jooksul,&nbsp;seega rõõmustame, kui&nbsp;kandideerid juba täna.Töö tüüp: täistööaeg vahetustega.

Sales Development Representative, German Speaker

Pipedrive

Portugal, Lisbon· ГибридПолная1 мес. назад

We believe it takes great people to create a great product. That’s why our team lives our company values, and we hire based on them, too. Since 2010, Pipedrive has been on a mission to support sales and marketing teams with easy-to-use, powerful tools that make everyday work faster and easier. Today, our cloud-based software is trusted by over 100,000 companies and used in 179 countries. We have grown from a five-person team to a truly international company of over 850+ people, representing more than 50 nationalities, with ten offices distributed across Europe and the US. In 2020, Pipedrive received a majority investment from Vista Equity Partners, a global investment firm that invests exclusively in enterprise software, data and technology-enabled businesses, making Pipedrive the fifth unicorn from Estonia.

Director, Enterprise Sales, EMEA

Iru Hooldekodu

London· ГибридПолная2 мес. назад

About Iru Iru is the AI-powered security & IT platform used by the world’s fastest-growing companies to secure their users, apps, and devices. Built for the AI era, Iru unifies identity & access, endpoint security & management, and compliance automation—collapsing the stack and giving IT & security time and control back. Iru is backed by some of the smartest investors in tech—General Catalyst, Tiger Global, Felicis, Greycroft, and First Round Capital. In July 2024, Iru raised $100 million from General Catalyst, valuing the company at $850 million. Customers include Notion, Cursor, Lovable, Replit, and Mercor, and Iru partners with industry leaders such as ServiceNow and AWS. Iru was named to Forbes’ America’s Best Startup Employers 2025 list for employee engagement and satisfaction. The Opportunity As a Director of Enterprise Sales at Iru, you will lead and scale a team of high-performing Enterprise Account Executives responsible for driving growth across EMEA. Each AE owns a segment of strategic accounts and is accountable for building pipeline, qualifying opportunities, and delivering against quarterly and annual revenue targets. You will guide your team in helping customers understand how Iru’s AI-powered platform unifies UEM, EDR, Vulnerability Management, Compliance Automation, and Workforce Identity to simplify and secure modern IT and security operations. This is a London-based leadership role, with an in-office presence Tuesday through Thursday. You will play a critical role in building Iru’s EMEA sales motion—elevating execution, developing talent, and establishing a strong regional presence in key markets. Your focus will be on driving performance through consistent coaching, clear expectations, and a culture rooted in accountability and execution. You will model excellence in enterprise sales leadership—developing your team, navigating challenges quickly, and fostering a high-performance, high-trust environment. Success in this role means building a world-class enterprise sales organization across EMEA that consistently exceeds its targets and positions Iru as a category-defining platform in the region.

Account Executive, Mid-Market, EMEA

Iru Hooldekodu

London· ГибридПолная2 мес. назад

About Iru Iru is the AI-powered security & IT platform used by the world’s fastest-growing companies to secure their users, apps, and devices. Built for the AI era, Iru unifies identity & access, endpoint security & management, and compliance automation—collapsing the stack and giving IT & security time and control back. Iru is backed by some of the smartest investors in tech—General Catalyst, Tiger Global, Felicis, Greycroft, and First Round Capital. In July 2024, Iru raised $100 million from General Catalyst, valuing the company at $850 million. Customers include Notion, Cursor, Lovable, Replit, and Mercor, and Iru partners with industry leaders such as ServiceNow and AWS. Iru was named to Forbes’ America’s Best Startup Employers 2025 list for employee engagement and satisfaction. The Opportunity In your role as an Account Executive, you will drive the sales process across EMEA in a performance-based environment, partnering with prospective customers to uncover how they can leverage the Iru platform to unify identity, endpoint, and compliance functions under one AI-powered system. As our presence across the region continues to grow, you will play a key role in evangelizing Iru in the market—helping organizations collapse their tool stack so IT and security teams gain time, control, and a unified view across users, apps, and devices. This is a London-based role with an in-office presence Tuesday through Thursday, collaborating closely with our broader EMEA go-to-market team.

Account Executive, Enterprise, EMEA

Iru Hooldekodu

London· ГибридПолная2 мес. назад

About Iru Iru is the AI-powered security & IT platform used by the world’s fastest-growing companies to secure their users, apps, and devices. Built for the AI era, Iru unifies identity & access, endpoint security & management, and compliance automation—collapsing the stack and giving IT & security time and control back. Iru is backed by some of the smartest investors in tech—General Catalyst, Tiger Global, Felicis, Greycroft, and First Round Capital. In July 2024, Iru raised $100 million from General Catalyst, valuing the company at $850 million. Customers include Notion, Cursor, Lovable, Replit, and Mercor, and Iru partners with industry leaders such as ServiceNow and AWS. Iru was named to Forbes’ America’s Best Startup Employers 2025 list for employee engagement and satisfaction. The Opportunity As Iru continues to redefine how organizations secure and manage their digital ecosystems, our enterprise customer base across EMEA is expanding rapidly. As an Enterprise Account Executive, you will be at the forefront of this growth, driving strategic sales initiatives into some of the region’s largest and most influential organizations. With a unified platform that brings together UEM, EDR, Vulnerability Management, Compliance Automation, and Workforce Identity, you will help enterprise customers modernize how they secure users, apps, and devices through AI-powered orchestration. This is a high-impact role based in our London office, with an in-office presence Tuesday through Thursday. You will partner with enterprise customers across EMEA to unlock the full value of Iru’s platform and position Iru as the definitive leader in unified identity, endpoint, and compliance management. Success in this role means consistently exceeding expectations, navigating complex, multi-country sales cycles, and helping establish Iru as a category-defining platform across the EMEA market.

Account Executive, APAC

Iru Hooldekodu

Sydney· ГибридПолная2 мес. назад

About Iru Iru is the AI-powered security & IT platform used by the world’s fastest-growing companies to secure their users, apps, and devices. Built for the AI era, Iru unifies identity & access, endpoint security & management, and compliance automation—collapsing the stack and giving IT & security time and control back. Iru is backed by some of the smartest investors in tech—General Catalyst, Tiger Global, Felicis, Greycroft, and First Round Capital. In July 2024, Iru raised $100 million from General Catalyst, valuing the company at $850 million. Customers include Notion, Cursor, Lovable, Replit, and Mercor, and Iru partners with industry leaders such as ServiceNow and AWS. Iru was named to Forbes’ America’s Best Startup Employers 2025 list for employee engagement and satisfaction. The Opportunity In your role as an Account Executive, you will drive the sales process across APAC in a performance-based environment, partnering with prospective customers to uncover how they can leverage the Iru platform to unify identity, endpoint, and compliance functions under one AI-powered system. As our presence across the region continues to grow, you will play a key role in evangelizing Iru in the market—helping organizations collapse their tool stack so IT and security teams gain time, control, and a unified view across users, apps, and devices. This is a Sydney-based role with an in-office presence Tuesday through Thursday, collaborating closely with our broader APAC go-to-market team.