Our client is an established hospitality technology company providing software solutions that connect and optimize the systems hotels rely on every day.
With over 25 years of experience serving international hotel brands, the company specializes in system integrations, telecom analytics, and guest service technology. Now backed by a larger international software group, the business is expanding its portfolio with new AI-powered solutions for the hospitality industry.
About the Role
We are looking for a hands-on Commercial Lead – Sales & Partnerships to drive new business, develop strategic partnerships, and build a scalable sales function.
This is a player-coach role combining direct sales with go-to-market development and future team leadership. You will own the new-business pipeline, personally close deals, establish repeatable sales processes, and gradually build and develop the commercial team.
The ideal candidate is a B2B software sales professional who enjoys both winning new customers and building commercial processes from the ground up.
Key Responsibilities
- Drive new business: Own revenue targets and generate new bookings across established software products and emerging AI solutions.
- Manage full-cycle sales: Identify prospects, generate leads, conduct discovery calls and demonstrations, negotiate contracts, and close deals with hotel groups, management companies, and hospitality brands.
- Develop go-to-market strategies: Define target customer segments, positioning, messaging, sales processes, and commercial approaches for new and existing products.
- Build strategic partnerships: Establish and expand relationships with telecom providers, cloud telephony vendors, managed service providers, and hospitality technology partners.
- Launch AI solutions: Work closely with the product team to bring new AI-powered products to market, contributing to pricing, packaging, and commercialization strategies.
- Establish scalable sales processes: Develop sales playbooks, pipeline management practices, CRM processes, and accurate forecasting.
- Build and develop the team: Coach existing sales resources and support recruitment, onboarding, and development as the business grows.
- Collaborate across functions: Partner with product, marketing, and customer success teams to support customer acquisition and sustainable revenue growth.
Requirements
- 4–8 years of experience in B2B software, SaaS, or technology sales, with a demonstrated track record of achieving or exceeding sales targets.
- Proven experience in new-business acquisition, outbound prospecting, and full-cycle sales, from lead generation to contract signature.
- Experience developing sales processes, building a sales playbook, launching a new product, or establishing a new market or customer segment.
- Ability to engage both technical stakeholders (IT, telecom, technology teams) and commercial decision-makers (business owners, general managers, executives).
- Experience mentoring, coaching, or managing sales professionals, with an interest in building a team.
- Proficiency with CRM systems such as HubSpot or Salesforce, including pipeline management and sales forecasting.
- Strong communication, negotiation, and relationship-building skills.
- A proactive, independent approach and the ability to operate effectively in a growing business.
Nice to Have
- Experience selling hospitality technology, hotel management software, PMS integrations, cloud telephony, or guest experience solutions.
- Experience commercializing AI products or introducing new technology categories to the market.
- Background in channel sales, strategic partnerships, or reseller network development.
- Experience in an early-stage startup, growing software company, or entrepreneurial business environment.
- Previous involvement in hiring and onboarding sales team members.
What We Offer
- A fully remote opportunity based in the United States or Canada.
- Significant ownership of new-business sales, go-to-market strategy, and commercial development.
- The opportunity to bring innovative AI-powered solutions to the hospitality market.
- The autonomy to develop sales processes and influence commercial strategy.
- A clear opportunity to grow into broader sales leadership as the team expands.
- The backing and resources of an established international software group.
