Commercial Lead - Sales & Partnerships

Accountabilities

You will lead commercial development by combining direct sales responsibilities with strategic planning, partnership development, and the creation of repeatable processes that support long-term business growth.

Own new-business revenue targets and generate bookings across established software products and emerging AI-powered solutions.

Manage the full sales cycle, including prospect identification, outbound lead generation, discovery calls, product demonstrations, negotiations, contract development, and deal closing.

Build relationships with hotel groups, hospitality management companies, hotel brands, and other relevant industry stakeholders.

Develop and implement go-to-market strategies, defining target customer segments, product positioning, messaging, sales processes, and commercial approaches.

Establish and expand strategic partnerships with telecom providers, cloud telephony vendors, managed service providers, and hospitality technology partners.

Collaborate with Product teams to commercialize new AI-powered solutions, contributing to pricing, packaging, positioning, and launch strategies.

Build scalable sales processes, including sales playbooks, CRM workflows, pipeline management practices, and accurate revenue forecasting.

Coach existing sales professionals and support future recruitment, onboarding, and development as the commercial organization expands.

Work closely with Product, Marketing, and Customer Success teams to align commercial initiatives with customer acquisition, retention, and revenue growth objectives.

Identify opportunities to improve sales performance, strengthen market positioning, and expand the business's presence within the hospitality technology sector.

Requirements

The ideal candidate is a commercially driven B2B technology sales professional with a proven ability to acquire new customers, develop partnerships, and build sales processes in a growing business environment.

Between 4 and 8 years of experience in B2B software, SaaS, or technology sales.

Demonstrated success achieving or exceeding sales targets and generating new business.

Proven experience in outbound prospecting, lead generation, new customer acquisition, and full-cycle sales management.

Experience developing sales processes, creating sales playbooks, launching new products, or establishing new markets and customer segments.

Ability to engage effectively with both technical stakeholders, including IT and telecom teams, and commercial decision-makers such as business owners, general managers, and executives.

Experience mentoring, coaching, or managing sales professionals, with an interest in developing and leading a growing team.

Proficiency with CRM platforms such as HubSpot or Salesforce, including pipeline management and sales forecasting.

Strong communication, negotiation, presentation, and relationship-building skills.

Proactive, independent, and entrepreneurial mindset, with the ability to operate effectively in a growing organization.

Strong commercial judgment and the ability to balance strategic planning with hands-on sales execution.

Additional experience that would be an advantage:

Experience selling hospitality technology, hotel management software, property management system (PMS) integrations, cloud telephony, or guest experience solutions.

Experience bringing AI-powered products to market or commercializing emerging technology solutions.

Background in channel sales, strategic partnerships, or reseller network development.

Previous experience in an early-stage startup, growing software company, or entrepreneurial business environment.

Experience recruiting, onboarding, and developing sales team members.

Benefits

Fully remote working opportunity based in the United States or Canada.

Significant ownership of new-business development, go-to-market strategy, and commercial growth.

Opportunity to introduce innovative AI-powered solutions to the hospitality technology market.

High level of autonomy to establish sales processes and influence commercial strategy.

Clear career progression opportunity into broader sales leadership as the commercial team expands.

Access to the resources, stability, and international reach of an established software group.

Opportunity to build strategic industry partnerships and contribute directly to business expansion.