Director of Sales - STILE DTLA by Kasa

Kasa is the leading tech-enabled hotel and apartment hotel brand and manager. We partner with owners of multifamily and boutique hospitality properties to deliver stylish, professionally managed accommodations to business and leisure travelers alike. We took the best that hotels and short-term rentals had to offer and created a new class of hospitality that is well-priced, reliable, and offers a large selection of great locations. Unlike traditional hotel operators, we prioritize automation, AI-driven pricing, and data-driven decision-making to optimize revenue and improve guest experiences.

This is a full-time, on-site position based at Stile in Downtown Los Angeles.

About the role

Kasa offers flexible accommodations for guests in dozens of markets nationwide. We partner with multifamily and hospitality property owners to offer various unit types in our portfolio, including short-term rental apartments and traditional hotel rooms across price and luxury tiers. The Director of Sales will report to the Portfolio General Manager and lead the Regional Sales Manager, Sales Managers, Revenue Management, Reservations, and Operations teams in a highly collaborative, performance-driven environment.

This leader will architect, adapt, and optimize the end-to-end sales motion for a boutique hotel context, with a special focus on creative process design, high-impact partnerships, and profitable growth across segments. This role is centered on STILE Downtown LA by Kasa as the core property, with direct accountability for shaping its commercial strategy and voice in the Los Angeles market. Beyond STILE, the Director will influence how Kasa as an organization leverages our technology, data, and distribution to become the premier group and corporate stay option for clients across our portfolio.

You will be responsible for owning the sales strategy and execution plan for Kasa's portfolio in a defined area, targeting all market segments including leisure travel, corporate preferred, Business Transient (BT), groups, and SMERF. You will set clear goals, build scalable playbooks, and enable the team to outperform through coaching, systems thinking, and experimentation. An exciting part of this role is leading the way in how corporate and group travelers view the flexible accommodations space—positioning our boutique product as a distinctive, trusted choice.

Responsibilities

• Translate portfolio-level revenue targets into segment, channel, and territory plans; establish weekly operating rhythms and dashboards to exceed goals.
• Identify and unlock new revenue streams through creative packaging, partnerships, and account strategies; balance mix to optimize ADR, occupancy, and contribution margin.
• Design and iterate sales processes tailored to a boutique hotel environment—from prospecting to contracting—leveraging enablement, automations, and tight handoffs with Revenue Management and Operations.
• Thrive in ambiguity, test hypotheses quickly, and scale what works; bring the team along with clear narratives, feedback loops, and continuous improvement mindsets.
• Influence team composition, headcount planning, role design, and hiring; develop sellers and leaders through coaching, feedback, and clear success profiles.
• Coach the team on complex, multi-stakeholder negotiations; set guardrails, pricing strategies, and approval frameworks that accelerate close while protecting profitability.
• Cultivate executive-level relationships with corporate travel managers, TMCs, event planners, relocation firms, and local partners; champion a trust-first, consultative approach.
• Insist on accuracy in pipeline, forecasting, and contracts; ensure compliance, documentation, and SOPs are crisp and repeatable.
• Build a high-performing, inclusive team; model accountability, curiosity, and hospitality; recognize wins and develop future leaders.

Requirements

• Proven track record leading hotel or hospitality sales teams to exceed targets across corporate, BT, group, and SMERF segments.
• Deep experience building and managing pipelines in CRM with disciplined forecasting and stage definitions.
• Strong understanding of hotel distribution, pricing levers, and revenue management fundamentals; comfortable partnering daily with RevMan to shape demand and mix.
• Working knowledge of hotel reservation systems and sales tech stack; able to evaluate tools and implement process improvements that scale across properties.
• Market builder who identifies emerging demand drivers and local partnerships in Los Angeles; able to extend learnings to other markets.
• Demonstrated ability to craft playbooks, onboard and coach sellers, and raise the bar on activity, quality, and win rates.
• Skilled at leading rate negotiations and corporate agreements end to end, including RFPs, MSA terms, and performance reviews.

Preferred Qualifications

• Experience operating in a tech-enabled, high-growth startup environment.

Success Metrics

• Build and execute a segmented go-to-market plan for STILE Downtown LA by Kasa that achieves or exceeds revenue targets across room bookings, group sales, corporate contracts, BT, and SMERF.
• Establish a scalable sales operating system—territories, KPIs, review cadences, and enablement—that improves productivity and forecast accuracy; directly shape team composition and role clarity.
• Forge marquee corporate and group partnerships and create playbooks that yield repeatable, profitable business; position Kasa's tech and product as the premier solution for group and corporate stays.
• Partner with the United Artists Theatre in the building to design creative meeting and event experiences that feel magical and brand-forward, expanding non-guestroom revenue and market differentiation.
• Elevate STILE's voice and presence in the community through strategic partnerships, local activations, and competitive positioning that grows share and loyalty.

Benefits

• Kasa Travel Credit: Kasa employees get an allowance of free stays with us in any of our locations, plus a discount on any night for friends and family.
• Generous Stock Option Plan: Our compensation philosophy over-indexes on equity to encourage our team to think like owners and benefit from the growth in value that our collective hard work creates.
• Flexible PTO: Full-time exempt Kasa employees are encouraged to take time off as they need and see fit, ensuring it's not disruptive to their work.
• Cell phone reimbursement: We reimburse a portion of your monthly cell phone bill to say thanks for using your personal phone during the workday.
• 401(k) Plan: We match 100% of the first 1% of your deferred salary.
• Health Coverage: Comprehensive health insurance options, including a company-sponsored plan with fertility coverage.
• Other Perks: Qualifying full-time roles are eligible for a wi-fi stipend, home office stipend, and more.

Pay

The starting base pay range for this role is between $95k and $125k and is set based on multiple considerations including business needs, market demands, talent availability, experience, and unique skills and attributes. This role may also be eligible for equity, bonus, perks, benefits, and Kasa Travel Credits.