Technical Sales Manager - Europe

The Opportunity

ROEST is a profitable coffee roasting systems company in a €3B+ market. Our 2026–2028 strategy is deliberately about focus rather than expansion for its own sake. We think of the business as a tree: the roots are our team skills, systems and capacity — the thing we're investing in most heavily right now. The trunk is our precision roasting technology and we grow along two branches: Production (the P3000, software, and add-ons) and Quality Control (the 200 series fleet, our largest in the market). We serve roasters moving from test to production volumes, primarily in North America & Europe. Success is measured in coffee roasted by our fleet in the field, with the opportunity to roast 5 times more tons of coffee by 2028 than we do today.

Driven by a mission to empower the coffee community, we develop tools that enable professionals to elevate their craft. Our work is deeply rooted in the industry we serve, ensuring every innovation facilitates the production of superior coffee.

We operate as a diverse, inquisitive team, supported by esteemed industry advisors including Scott Rao, Morten Wennersgaard, and Tim Wendelboe.

How We Work

Our growth strategy is built on operational efficiency rather than sheer headcount. We are committed to integrating advanced AI systems across our workflows to maximize the impact of our lean team. We seek individuals who are eager to contribute to this evolving technological infrastructure.

For this role, we require a professional who views AI as a critical lever for productivity and is dedicated to refining its application over time.

The Role

As a Technical Sales Manager at ROEST, you will serve as the primary commercial and technical architect for a portfolio of potential and current customers, owning the full revenue lifecycle from initial discovery to long-term success. Bridging the gap between complex coffee science and strategic business development, you will combine quota-carrying discipline with deep product expertise to act as a trusted partner. Expect to spend your days leading technical pre-sales demonstrations, managing pipeline forecasts, executing commercial agreements, and building post-sales relationships to maximize customer success.

Key Responsibilities

• Revenue & Quota Management: Own the end-to-end revenue lifecycle and meet quarterly individual sales quotas in accordance with the finalized Sales Commission Policy.

• Technical Pre-Sales & Demonstrations: Bridge complex coffee science with strategic business needs by leading technical pre-sales demonstrations and acting as a trusted commercial architect for prospective clients.

• Commercial Execution: Drive sales opportunities through the funnel and execute the commercial close to hit targets.

• Post-Sales Account Management: Serve as the primary point of contact for post-sales relationship building, helping clients optimize their ROEST workflows and achieve long-term success.

Preferred Technical Skills in Roasting

• Roast Profile Development: Deep, hands-on experience managing Rate of Rise (RoR), Development Time Ratio (DTR), charge temperatures, and air/power adjustments during roasting.
  

• Quality Control & Cupping: Awareness of standard cupping protocols (SCA/CQI standards), identifying roast defects (e.g., tipping, scorching, baking), and evaluating green coffee physical metrics (moisture, density, water activity).
  

• Profile Scaling & Data Analysis: Experience with roasting software systems (Cropster, Artisan, ROEST Connect) to analyze roast curves, log sensory data, and bridge sample roasts to production batches.
  

• Peer-to-Peer Technical Selling: Ability to communicate fluently with Head Roasters, Green Buyers, and Lab Managers, translating complex roasting mechanics into operational ROI.

Expectations for Success (6 Months)

Effort & Activity Drivers:

• Event Lead Generation: Consistently capture and qualify new contacts sourced from industry events and trade shows.
  

• Outreach Volume: Maintain high-volume email activity to engage inbound leads and advance opportunities through the sales funnel. Expect to perform over 5,000 activities logged in HubSpot monthly.
  

• Pipeline Activity: Maintain a robust volume of active deals within the pipeline at all times. Expect to have 200 active Deals in process in HubSpot at any given time, and closing within 60 days on average.
  

• Monthly Closing Cadence: Consistently achieve a target number of deals closed per month to drive predictable revenue velocity.

Outcome & Revenue Performance:

• Pipeline Valuation: Build and sustain a predictable quarterly pipeline valued at €4M+, primarily generated from inbound leads.
  

• Closed-Won Targets: Successfully convert the pipeline to ramp to a €1.5M in closed-won deals per quarter within your first 4 quarters.
  

• Work effectively within the Sales Commission Policy (updated annually, please ask for the 2026 version when applying)