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
Own quarterly and annual revenue targets, manage forecasts, and present performance and plans to the board.
Build sales onboarding, playbooks, call frameworks, and demo standards to improve consistency and reduce ramp time.
Recruit, onboard, and manage account executives and sales development representatives, including setting quotas, territories, and compensation plans.
Lead pipeline reviews, deal inspections, weekly forecasts, and quarterly business reviews.
Analyze win rates and pipeline progression to identify and address conversion gaps.
Stay active in the field by closing enterprise deals and supporting escalations.
Partner with marketing and product on messaging, pipeline needs, customer feedback, and product direction.
Assess channel partnerships and opportunities to develop dedicated enterprise sales segments.
What We're Looking For
At least 8 years of B2B SaaS sales experience, including 3 or more years leading a quota-carrying team.
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.
A record of success in fast-scaling companies, with strong forecasting discipline and experience analyzing pipeline performance.
Ability to independently close complex enterprise deals and manage emerging technology sales where buyer education is important.
Experience creating sales processes and setting team quotas, territories, and compensation plans.
Experience partnering with marketing and product teams; vertical SaaS experience, especially in hospitality technology or proptech, is a plus.
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.