Enterprise Account Executive – Hotels & Resorts, PMS

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a designated sales territory or account portfolio, meeting monthly, quarterly, and annual revenue objectives.

• Assess both inbound and outbound opportunities while formulating account strategies.

• Provide tailored product demonstrations aimed at hotel and resort operations.

• Convert customer business and technical requirements into actionable solution recommendations.

• Oversee the entire sales cycle, from prospecting and discovery to proposals, negotiations, and closing.

• Foster new business acquisition and expand accounts within the gaming and hospitality sectors.

• Develop business cases and perform ROI analyses.

• Respond to RFPs and RFIs with precise technical and commercial details.

• Collaborate with Product, Professional Services, Customer Success, Marketing, and Leadership teams.

• Handle contract negotiations with legal and internal parties.

• Maintain records in CRM, manage pipeline forecasts, and report on sales activities.

• Conduct competitive analysis and highlight product differentiators.

• Cultivate relationships with executives, including CIOs, IT leaders, and finance teams in gaming and hotel operations, as well as tribal councils.

• Travel 50% or more across North America for client meetings, prospects, and industry events.

⛳️ Requirements

• 5+ years of demonstrated experience in SaaS or enterprise software sales; familiarity with hospitality technology, including PMS and POS systems, is advantageous.

• A solid history of surpassing quotas, especially in new business development and hunter-focused roles.

• Experience in selling to enterprise accounts, integrated resorts, hospitality groups, or similar industries.

• Proven ability to manage intricate sales cycles involving various stakeholders and executive decision-makers.

• Capability to deliver product demonstrations, design solutions, and tackle technical objections.

• Strong comprehension of hospitality technology ecosystems, such as PMS, POS, loyalty platforms, payment solutions, and third-party integrations.

• Bachelor's degree or equivalent professional experience.

• Advanced skills in consultative selling, negotiation, and closing.

• Excellent presentation and communication skills suitable for both technical and executive audiences.

• In-depth knowledge of hotel food and beverage and guest service operations.

• Experience in selling to large hotels or management companies is highly desirable.

• Proficiency with CRM systems like Salesforce, sales enablement tools, and collaboration software.

• Strong skills in pipeline management, forecasting, and executing deals.

• Ability to translate technical features into quantifiable business value, operational efficiencies, and ROI.

• Understanding of enterprise software integrations, data flows, security requirements, and implementation factors.

• Willingness to complete necessary license applications, background checks, security screenings, and related documentation.

🏝️ Benefits

• 401(k) plan with employer matching.

• Paid parental leave.

• Paid sick leave in accordance with applicable regulations.

• Comprehensive medical, dental, and vision coverage.

• 10 paid holidays each year.

• Disability and basic life insurance.

• Mental health support program.

• Tuition reimbursement.