About this role
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.