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.
