Vice President of Sales

Role Summary / Purpose

The Vice President of Enterprise Sales for Hotels is a key executive leadership position responsible for defining, leading, and executing the Go-To-Market (GTM) strategy to drive new logo acquisition and portfolio expansion within the assigned enterprise hotel segment.

This leader is accountable for building and developing a high-performing sales team, owning all applicable revenue goals and KPIs, and operating at the highest commercial and strategic levels to secure complex, large-scale deals while ensuring strong cross-functional alignment.

Key Responsibilities

• Build, lead, and develop the sales team for the enterprise hotel segment with a clear focus on structured account planning, predictable pipeline, and quarterly execution.

• Define and drive GTM strategy for assigned region and/or segment, including segmentation, target lists, commercial models, and tiering.

• Own and scale new logo acquisition processes for assigned region and/or segment

• Design and deliver multi-threaded pursuit strategies across stakeholders with compelling, value-based narratives tied to business objectives.

• Own revenue goals and relevant KPIs for assigned region and/or segment.

• Partner with cross-functional teams (Marketing, Customer Success, Product, Operations) to drive, create, and enhance GTM processes to improve pipeline closure and accomplish sales targets.

• Drive portfolio expansion and growth of assigned region and/or segment through creation and execution of account and segmentation plans.

• Represent The company at highest commercial and strategic levels across assigned region and/or segment, driving alignment with executive stakeholders and decision makers

• Drive relationship building with relevant prospects and customers, partnering with company contacts to establish introductions and connections

• Perform other related duties as needed to support team and company priorities.

Success Metrics

• Net-new logo ARR for assigned region and/or segment

• Expansion of portfolios for assigned region and/or segment increasing NRR with each account

• Pipeline creation, forecast predictability, and win-rates for assigned region and/or segment

Qualifications Required:

• 10+ years of experiences in SaaS sales leadership with global scope

• Expertise in hotel, hospitality, or large-scale multi-property businesses

• Proven success winning complex, large-scale enterprise deals with multi-entity rollout models

• Expertise in CRM forecasting, enterprise pipeline management and operations, and account planning

• Experience building high-performing, global sales teams

Preferred:

• Experience with selling to Global Hotel brands