About the Role
Lead and scale the sales organization at an AI-powered hospitality software company with an established sales motion. Reporting to the CEO, you will own revenue performance, build a high-performing team, and help shape how the business grows.
What You'll Do
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Own quarterly and annual revenue targets, manage forecasts, and present performance and plans to the board.
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Build sales onboarding, playbooks, call frameworks, and demo standards to improve consistency and reduce ramp time.
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Recruit, onboard, and manage account executives and sales development representatives, including setting quotas, territories, and compensation plans.
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Lead pipeline reviews, deal inspections, weekly forecasts, and quarterly business reviews.
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Analyze win rates and pipeline progression to identify and address conversion gaps.
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Stay active in the field by closing enterprise deals and supporting escalations.
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Partner with marketing and product on messaging, pipeline needs, customer feedback, and product direction.
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Assess channel partnerships and opportunities to develop dedicated enterprise sales segments.
What We're Looking For
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At least 8 years of B2B SaaS sales experience, including 3 or more years leading a quota-carrying team.
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Experience scaling a sales organization from at least 5 reps to 20 or more, or growing ARR from the low single digits to eight figures.
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A record of success in fast-scaling companies, with strong forecasting discipline and experience analyzing pipeline performance.
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Ability to independently close complex enterprise deals and manage emerging technology sales where buyer education is important.
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Experience creating sales processes and setting team quotas, territories, and compensation plans.
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Experience partnering with marketing and product teams; vertical SaaS experience, especially in hospitality technology or proptech, is a plus.
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Experience selling AI or automation solutions, evaluating channel partnerships, or building enterprise segments is helpful.
Compensation & Benefits
Compensation is $260,000 to $320,000 OTE (on-target earnings, base plus variable), plus meaningful equity. Visa sponsorship is not available.
Location
On-site in San Francisco, California.
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