Director of Sales - STILE DTLA by Kasa

About the role

Kasa is a 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. 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.

Responsibilities

• 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.

• Lead the Regional Sales Manager, Sales Managers, Revenue Management, Reservations, and Operations teams in a highly collaborative, performance-driven environment.

• Shape the commercial strategy and voice of STILE Downtown LA by Kasa in the Los Angeles market.

• Influence how Kasa as an organization leverages technology, data, and distribution to become the premier group and corporate stay option for clients across the portfolio.

• Build scalable playbooks, enable the team, and coach sellers to outperform through clear goals, systems thinking, and experimentation.

• Position Kasa's boutique product as a distinctive, trusted choice for corporate and group travelers.

Requirements

• Metrics-Minded: Translates portfolio-level revenue targets into segment, channel, and territory plans; establishes weekly operating rhythms and dashboards to exceed goals.

• Revenue Driver: Identifies and unlocks new revenue streams through creative packaging, partnerships, and account strategies; balances mix to optimize ADR, occupancy, and contribution margin.

• Process Architect: Designs and iterates sales processes tailored to a boutique hotel environment—from prospecting to contracting—leveraging enablement, automations, and tight handoffs with Revenue Management and Operations.

• Change Leader: Thrives in ambiguity, tests hypotheses quickly, and scales what works; brings the team along with clear narratives, feedback loops, and continuous improvement mindsets.

• Team Builder: Has direct influence over team composition, headcount planning, role design, and hiring; develops sellers and leaders through coaching, feedback, and clear success profiles.

• Deal Strategist: Coaches the team on complex, multi-stakeholder negotiations; sets guardrails, pricing strategies, and approval frameworks that accelerate close while protecting profitability.

• Relationship-Centric: Cultivates executive-level relationships with corporate travel managers, TMCs, event planners, relocation firms, and local partners; champions a trust-first, consultative approach.

• Operator's Eye for Detail: Insists on accuracy in pipeline, forecasting, and contracts; ensures compliance, documentation, and SOPs are crisp and repeatable.

• Culture Cultivator: Builds a high-performing, inclusive team; models accountability, curiosity, and hospitality; recognizes wins and develops future leaders.

Qualifications

• 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.

• Experience identifying 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.

Skills

• Metrics-Minded

• Revenue Driver

• Process Architect

• Change Leader

• Team Builder

• Deal Strategist

• Relationship-Centric

• Operator's Eye for Detail

• Culture Cultivator

Benefits

• Kasa Travel Credit: Free stays and discounts for friends and family.

• Generous Stock Option Plan: Equity to align with company growth.

• Flexible PTO: Time off as needed.

• Cell phone reimbursement: Reimbursements for personal phone use.

• 401(k) Plan: Company matches on deferred salary.

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. The base pay range is subject to change and may be modified in the future.