Senior Sales Manager, Hospitality

It's fun to work in a company where people truly BELIEVE in what they're doing!

Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

The Senior Manager of Sales will oversee the sales strategy and execution for Fullsteam’s Hotel Management Systems business unit. This role is responsible for building and leading a high-performing sales organization, selling SaaS solutions to SMB and mid-market hotel operators. Responsibilities include designing sales strategies, managing resources, and ensuring execution aligns with company objectives. The ideal candidate will bring extensive SaaS sales leadership experience and a proven track record of driving revenue growth in hospitality technology.

Primary Responsibilities:

• Lead and manage the sales team within the Hotel Management Systems business unit.
• Build and manage an inbound/outbound sales organization targeting hotel operators from independent properties to mid-market chains.
• Design and execute sales strategies to achieve revenue goals and expand market share.
• Lead forecasting efforts, pipeline management, and backlog inspection. Host weekly sales pipeline reviews and win/loss evaluation meetings.
• Roll up weekly sales forecasts to executive leadership.
• Monitor and analyze sales performance, providing timely feedback and driving improvements in methodologies and outcomes.
• Develop and implement new sales approaches to penetrate hotel customer segments.
• Act as a hands-on leader, monitoring outbound activity and conducting pipeline reviews.
• Develop standard operating procedures for efficient and effective sales processes.
• Contribute to regular budget and sales forecasting processes.
• Drive performance on key metrics, including:
  • Net new hotel customer growth
  • Expansion sales within existing hotel accounts
  • Recurring software and services revenue growth
• Support administrative processes and initiatives to ensure effective team management.
• Drive and foster a positive organizational culture by exemplifying and promoting core values and behaviors.
• Set performance goals and regularly evaluate the team’s progress, providing feedback and guidance.

Hotel Management Systems–Specific Responsibilities:

• Build go-to-market strategies tailored to the hospitality industry, addressing the needs of independent hotels, boutique groups, and mid-market brands.
• Partner with product and marketing teams to position solutions around hotel-specific challenges: front-desk efficiency, reservations, payments, housekeeping, guest communications, and integrations.
• Drive sales campaigns that highlight system interoperability with booking engines, channel managers, accounting platforms, and guest experience tools.
• Develop sales playbooks to penetrate multi-property hotel groups and regional chains.
• Establish relationships with hospitality associations, trade shows, and partner networks to accelerate growth.
• Leverage hotel customer feedback and industry insights to influence roadmap priorities and competitive positioning.

Skills & Competencies:

• Strong business acumen with a focus on achieving revenue goals.
• Expertise in leveraging data to inform strategy, optimize tactics, and drive results.
• Proficiency in building, developing, and leading high-performing sales teams.
• Advanced knowledge of Salesforce and sales engagement platforms.
• Excellent communication skills across all levels of an organization, both in-person and remotely.
• Strong analytical and problem-solving skills.
• Detail-oriented and organized, with the ability to effectively prioritize tasks.
• Ability to thrive in a fast-paced, dynamic, team-oriented environment.
• Demonstrated ability to manage prospecting efforts, sales processes, pipelines, and contracts.
• Knowledge of SaaS solutions and the buyer-centric sales approach.
• Ability to partner with product and marketing teams on go-to-market strategy for new products.
• Capacity to think ahead, set clear goals, and develop long-term plans to achieve organizational objectives.
• Capable of bringing together diverse individuals, fostering a positive team environment, and promoting collaboration.
• Demonstrated ability to develop new markets and territories.

Hotel Management Systems–Specific Competencies:

• Deep understanding of hotel operations, including reservations, front office, housekeeping, and revenue management.
• Knowledge of hospitality compliance, guest data privacy, and PCI/payment requirements.
• Experience selling solutions that integrate payments, booking platforms, and guest-facing apps.
• Familiarity with hotel technology competitors (Oracle Opera, Agilysys, Maestro, StayNTouch, RMS Cloud, etc.) and ability to position against them.
• Ability to tailor messaging to decision-makers at different levels: owners, GMs, revenue managers, and operations leaders.

Minimum Qualifications:

·  5+ years of experience leading B2B SaaS sales selling to SMB, mid-market, and/or enterprise customers.

·  Direct experience leading sales for a $50mm–$100mm SaaS P&L.

·  Experience selling hospitality software with payments strongly preferred.

·  Experience building and managing best-in-class sales teams of > 20 people in a distributed environment.

·  Travel as required by business needs.

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.