About the RoleThis is a revenue ownership role at a seed-stage AI platform built for the hospitality industry. The sales motion is proven and working; your mandate is to scale it dramatically, reporting directly to the CEO from the company's San Francisco office.
What You'll Do- Own quarterly and annual revenue targets, manage the forecast, and present results to the board.
- Codify best practices into onboarding materials, playbooks, call frameworks, and demo standards to cut rep ramp time.
- Recruit, onboard, and manage a growing team of AEs and SDRs; set quotas, territories, and compensation plans.
- Run pipeline reviews, deal inspections, weekly forecasts, and quarterly business reviews.
- Identify and close conversion leaks by analyzing win rates and stage progression across the pipeline.
- Close enterprise deals and escalations alongside your team, staying active in the field.
- Partner with marketing and product to align messaging, pipeline needs, and product feedback loops.
- Evaluate channel partnerships and determine when to build dedicated enterprise segments.
What We're Looking For- 8+ years in B2B SaaS sales, including 3+ years leading a quota-carrying sales team.
- Proven track record scaling a sales org from roughly 5 reps to 20+, or growing ARR from low single digits to eight figures.
- Strong independent closing skills; able to own the most complex deal in the pipeline personally.
- Rigorous forecasting discipline with accurate deal-level prediction and inspection habits.
- Experience building sales playbooks, call frameworks, and demo processes that demonstrably reduced ramp time.
- Track record of hiring and retaining high-performing AEs and SDRs with documented ramp metrics.
- Experience setting quotas, territories, and compensation plans for growing sales teams.
- Background selling emerging technology categories where buyer education is part of the sales motion.
- Vertical SaaS experience, ideally in hospitality tech or proptech.
- Experience partnering cross-functionally with marketing and product on positioning and roadmap alignment.
- Familiarity with AI or automation solutions sold into enterprise customers is a strong plus.
Compensation & BenefitsOTE of
$260,000 to $320,000, plus meaningful equity.
LocationOn-site in
San Francisco, CA. This is a full-time, in-person role.
