VP of Sales

About the Role

Lead revenue growth for a B2B AI platform serving the hospitality sector. You will scale an established sales motion, build and develop the sales organization, and work closely with company leadership on sales strategy.

What You'll Do

• Own quarterly and annual revenue targets, manage forecasts, and present performance to the board.
• Develop onboarding, sales playbooks, call frameworks, and demo standards to improve ramp time.
• Recruit, onboard, and lead account executives and sales development representatives, setting quotas, territories, and compensation plans.
• Run pipeline reviews, deal inspections, weekly forecasts, and quarterly business reviews.
• Analyze win rates and stage progression to identify and address conversion gaps.
• Stay active in the field by closing enterprise deals and supporting complex escalations.
• Partner with marketing and product on messaging, pipeline priorities, and product feedback.
• 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 sales team.
• Experience at a fast-scaling company and a track record of growing a sales organization from at least 5 reps to 20 or more, or scaling annual recurring revenue from low single-digit millions to eight figures.
• Strong enterprise closing skills and experience managing complex sales cycles independently.
• Experience creating sales playbooks and standardized processes that improve rep ramp time.
• Strong forecasting discipline, including pipeline reviews, deal inspection, and conversion analysis.
• Experience setting sales quotas, territories, and compensation plans, and partnering with marketing and product teams.
• Background in vertical SaaS, ideally hospitality technology or property technology; experience selling AI or automation solutions is valuable.