About the Role
This is a full-cycle Account Executive role at a seed-stage AI startup building agent automation software for the hospitality industry. You will own deals from first touch to close, selling to hotel groups, short-term rental managers, and multi-property operators. The playbook is proven; your job is to run it hard, find its limits, and help shape the sales org as the company scales.
What You'll Do
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Own the full sales cycle: inbound and outbound prospecting, discovery, tailored demos, negotiation, and close.
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Sell to operational decision-makers such as founders, COOs, and heads of guest experience, connecting the product to their occupancy and revenue goals.
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Quantify the business impact, including faster inquiry response, higher reservation conversion, and lower support overhead.
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Deliver specific, diagnostic demos connected to a prospect's property management system rather than generic presentations.
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Build and manage your own territory by mapping named accounts and generating pipeline independently.
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Iterate on the sales playbook and share improvements with the team once you are consistently hitting quota.
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Represent the company at industry conferences, webinars, and operator communities.
What We're Looking For
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3 to 5 years of B2B SaaS sales experience, consistently at or above quota with a full-cycle, multi-stakeholder process.
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Experience in a Series A or B startup environment where you built as much as you executed.
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Familiarity with hospitality technology, including property management systems, OTA distribution, and key metrics such as ADR, RevPAR, and occupancy, or the ability to get there quickly.
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Strong consultative discovery skills: you control the call, diagnose operational pain, and translate it into economic impact.
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Proficiency with a CRM (Salesforce preferred) and modern outbound sequencing tools.
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Comfort operating without heavy enablement support; you build your own resources and share them.
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Experience selling AI products is a plus.
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A bachelor's degree or equivalent practical experience.
Compensation & Benefits
The on-target earnings range for this role is $180,000 to $200,000 USD annually (base plus variable).
Location
This role is on-site in San Francisco, California.