VP of Sales

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.