8+ years of B2B SaaS sales experience, with 3+ years in a leadership role.
Proven track record of scaling sales teams from 5 to 20+ reps.
Strong background in enterprise selling and managing complex sales cycles.
Experience in building sales processes and managing forecasts.
Familiarity with setting quotas, territories, and compensation plans in fast-growing environments.
Experience in emerging technology sales, particularly where buyer education is key.
Vertical SaaS experience, especially in hospitality or property technology.
Responsibilities
Own and manage quarterly and annual revenue targets, including performance reporting to the board.
Develop sales onboarding materials, playbooks, and demo standards to enhance team efficiency.
Recruit and manage account executives and sales development representatives, including quota and territory assignments.
Conduct pipeline reviews, deal inspections, and quarterly business reviews to ensure sales effectiveness.
Analyze sales data to identify conversion gaps and improve win rates.
Engage in field sales by closing enterprise deals and resolving complex sales issues.
Collaborate with marketing and product teams on messaging and pipeline priorities.
Benefits
Meaningful equity participation.
Opportunity to shape the go-to-market strategy in a growing company.
Work in a dynamic, AI-powered environment.
On-site position in San Francisco, California.
Full Job Description
About the Role
Lead revenue growth for an AI-powered hospitality software company with an established sales motion. You will scale the sales organization and work closely with company leadership to shape and execute its go-to-market strategy. What You'll Do
Own quarterly and annual revenue targets, manage forecasts, and report performance to the board.
Build sales onboarding, playbooks, call frameworks, and demo standards to improve ramp time.
Recruit, onboard, and manage account executives and sales development representatives, including setting quotas, territories, and compensation plans.
Run 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 complex sales escalations.
Partner with marketing and product teams on messaging, pipeline priorities, and product feedback.
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 annual recurring revenue from low single-digit millions to eight figures.
A strong record of individual enterprise selling and managing complex sales cycles, alongside sales team leadership.
Experience building sales processes and playbooks, and managing forecasts, pipeline reviews, deal inspections, and conversion analysis.
Experience setting sales quotas, territories, and compensation plans in a fast-growing company.
Background selling in an emerging technology category where buyer education is part of the sales process.
Vertical SaaS experience, ideally in hospitality technology or property technology; AI or automation sales experience is also relevant.
Experience working with marketing and product teams, and evaluating channel partnerships or enterprise segments.
Compensation & Benefits
$260,000 to $320,000 OTE (on-target earnings, base plus variable), plus meaningful equity. Visa sponsorship is not available. Location
