About the Role Lead revenue growth for an AI-powered hospitality software company with an established sales motion. You will scale the sales organization and work closely with company leadership to shape and execute its go-to-market strategy. What You'll Do • Own quarterly and annual revenue targets, manage forecasts, and report performance to the board. • Build sales onboarding, playbooks, call frameworks, and demo standards to improve ramp time. • Recruit, onboard, and manage account executives and sales development representatives, including setting quotas, territories, and compensation plans. • Run 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 complex sales escalations. • Partner with marketing and product teams 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 team. • Experience scaling a sales organization from at least 5 reps to 20 or more, or growing annual recurring revenue from low single-digit millions to eight figures. • A strong record of individual enterprise selling and managing complex sales cycles, alongside sales team leadership. • Experience building sales processes and playbooks, and managing forecasts, pipeline reviews, deal inspections, and conversion analysis. • Experience setting sales quotas, territories, and compensation plans in a fast-growing company. • Background selling in an emerging technology category where buyer education is part of the sales process. • Vertical SaaS experience, ideally in hospitality technology or property technology; AI or automation sales experience is also relevant. • Experience working with marketing and product teams, and evaluating channel partnerships or enterprise segments. Compensation & Benefits $260,000 to $320,000 OTE (on-target earnings, base plus variable), plus meaningful equity. Visa sponsorship is not available. Location On-site in San Francisco, California.