Sales Manager, Property Management Systems (PMS)
Job Description:
• Carry a personal new-logo quota focused on hospitality operators including hotels, resorts, municipalities, state/provincial park systems, and publicly managed lodging facilities across SMB, mid-market, and enterprise segments.
• Prospect and develop new opportunities through outbound activity, inbound leads, industry relationships, events, and strategic targeting of government and concession-managed lodging portfolios.
• Lead consultative discovery with GMs, ownership groups, IT leaders, revenue management, and operations teams to understand property workflows, pain points, and growth objectives.
• Present and demo PMS solutions (IQware/Megasys, RDP) tailored to operational complexity, integrations, and guest experience outcomes.
• Own complex, multi-stakeholder sales cycles including pricing, contract negotiation, legal review, and procurement processes.
• Manage RFP responses where applicable, partnering cross-functionally to deliver compelling and compliant submissions.
• Maintain a strong personal pipeline in Salesforce, leveraging dashboards to manage deal velocity, forecast accuracy, and activity prioritization.
• Stay current on hospitality technology trends, competitive PMS landscape, and evolving operator needs.
• Lead, coach, and develop a team of PMS Account Executives and Account Managers selling into hospitality markets.
• Set clear expectations for pipeline coverage, activity levels, deal strategy, and forecast accuracy.
• Conduct regular 1:1s, deal strategy sessions, pipeline inspections, and win/loss reviews.
• Drive forecasting rigor and roll up accurate weekly and monthly forecasts to leadership.
• Coach reps on navigating long sales cycles, multi-property deals, executive alignment, and competitive displacement.
• Reinforce consistent sales processes, CRM hygiene, and standard operating procedures.
• Partner with marketing, product, implementation, and customer success to ensure strong handoffs and realistic deal commitments.
• Support onboarding and ramp of new hires, accelerating time to productivity.
• Provide input into go-to-market strategy, vertical focus, and territory planning for PMS products.
• Foster a performance-driven, accountable culture aligned with Fullsteam values.
Requirements:
• Bachelor’s degree in Business, Hospitality, Technology, or related field preferred.
• 5+ years of B2B SaaS sales experience, preferably in hospitality technology or PMS.
• 2+ years of sales leadership, team lead, or player-coach experience preferred.
• Demonstrated success carrying and exceeding a personal quota in complex sales cycles.
• Experience selling enterprise software, multi-year SaaS agreements, or RFP-driven deals.
• Willingness to travel for customer meetings, site visits, and industry events.
Benefits:
• Health insurance
• 401(k) matching
• Paid time off
• Professional development opportunities
Apply Now
Apply Now
• Carry a personal new-logo quota focused on hospitality operators including hotels, resorts, municipalities, state/provincial park systems, and publicly managed lodging facilities across SMB, mid-market, and enterprise segments.
• Prospect and develop new opportunities through outbound activity, inbound leads, industry relationships, events, and strategic targeting of government and concession-managed lodging portfolios.
• Lead consultative discovery with GMs, ownership groups, IT leaders, revenue management, and operations teams to understand property workflows, pain points, and growth objectives.
• Present and demo PMS solutions (IQware/Megasys, RDP) tailored to operational complexity, integrations, and guest experience outcomes.
• Own complex, multi-stakeholder sales cycles including pricing, contract negotiation, legal review, and procurement processes.
• Manage RFP responses where applicable, partnering cross-functionally to deliver compelling and compliant submissions.
• Maintain a strong personal pipeline in Salesforce, leveraging dashboards to manage deal velocity, forecast accuracy, and activity prioritization.
• Stay current on hospitality technology trends, competitive PMS landscape, and evolving operator needs.
• Lead, coach, and develop a team of PMS Account Executives and Account Managers selling into hospitality markets.
• Set clear expectations for pipeline coverage, activity levels, deal strategy, and forecast accuracy.
• Conduct regular 1:1s, deal strategy sessions, pipeline inspections, and win/loss reviews.
• Drive forecasting rigor and roll up accurate weekly and monthly forecasts to leadership.
• Coach reps on navigating long sales cycles, multi-property deals, executive alignment, and competitive displacement.
• Reinforce consistent sales processes, CRM hygiene, and standard operating procedures.
• Partner with marketing, product, implementation, and customer success to ensure strong handoffs and realistic deal commitments.
• Support onboarding and ramp of new hires, accelerating time to productivity.
• Provide input into go-to-market strategy, vertical focus, and territory planning for PMS products.
• Foster a performance-driven, accountable culture aligned with Fullsteam values.
Requirements:
• Bachelor’s degree in Business, Hospitality, Technology, or related field preferred.
• 5+ years of B2B SaaS sales experience, preferably in hospitality technology or PMS.
• 2+ years of sales leadership, team lead, or player-coach experience preferred.
• Demonstrated success carrying and exceeding a personal quota in complex sales cycles.
• Experience selling enterprise software, multi-year SaaS agreements, or RFP-driven deals.
• Willingness to travel for customer meetings, site visits, and industry events.
Benefits:
• Health insurance
• 401(k) matching
• Paid time off
• Professional development opportunities
Apply Now
Apply Now