Founding Sales Lead

Founding Sales Lead (Player-Coach) – AI-Native Hotel Tech Start-up

c.$140–150k base x2 OTE ($280–300k) + equity (flex for the right candidate)

Based in Brooklyn, New York – in the office 4 days a week

Company

This company is building an AI-native operating system for independent hotels.

Hotels have historically run on large back-office teams and a patchwork of clunky, dated tech – this company automates as much of that work as possible.

They’ve started with everything around revenue optimisation ‚Äì dynamic pricing, Google Ads and digital marketing ‚Äì and their USPs fall into three categories:

1. Automation, not headcount – they’re replacing work hotels currently pay agencies and marketing managers to do
2. Pay when you earn – outcome-based pricing, they only make money when the hotel does, which makes it a very easy yes
3. Almost no software competition – they’re competing with agencies and labour, not other tech

Exciting Bits

• $1m+ in revenue in their first 10 months – with the founder only selling c.5 hours a week
• Targeting $3m by the end of Q1 next year and $8‚Äì10m by the end of 2027
• Most deals close in one call
• Lead flow isn’t a problem – a 10% outbound reply rate, with half of those positive, and an SDR booking your meetings
• Backed by a top-tier VC
• A brand new founding seat – you’d build the sales org, the playbook and the team from scratch

The Role

• Player-coach – carry your own number while building and leading the sales team
• 100% new business, selling to independent hotel owners and operators
• Write the playbook – messaging, qualification, objection handling and handoff to Customer Success
• Own pipeline, forecasting and the weekly operating rhythm
• Hire, onboard and coach the AEs and GTM associates

The Requirements

• High-growth start-up experience – you’ve been part of a successful, fast-growing, tier-1 VC-backed start-up, ideally early on, doing what they’re doing now
• You can speak to small business owners – you’ve sold to non-technical, owner-operator buyers (think indie hotel owners, restaurant owners, local businesses) with sales cycles of under a week
• You’ve scaled a team – first sales hire, team lead or player-coach, and you can show the improvement in your reps’ numbers
• Still want to sell yourself, and happy to do whatever it takes to hit the number
• Highly engaging, personable and eloquent – owners buy from people they like
• 3‚Äì10 years in sales, consistently beating quota in a short-cycle, high-volume motion
• Hospitality experience isn’t needed, but any understanding of the business helps – from working in or selling into hotels or restaurants, to running an Airbnb
• Not for you if your background is mainly six-figure enterprise deals with long sales cycles, no management or start up experience

Ultimate Asset is proud to be an equal employment opportunity employer. We do not discriminate based upon race, colour, gender, sexual orientation, gender identity, gender expression, age, status, origin, disability, or any other basis covered by law. All employment is decided on the basis of merit, qualification & business need. We celebrate diversity and encourage you to apply to opportunities here at Ultimate Asset.

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Tagged as: Forecasting, Pipeline Management