Enterprise Account Executive - Hotels & Resorts (PMS)

Position Summary

We are seeking a high-performing Enterprise Account Executive to drive revenue growth for our Hospitality technology solutions, including PMS, POS, and related operational platforms. This quota-carrying role is responsible for identifying, engaging, and closing new customers across casinos, integrated resorts, and tribal gaming organizations.

Key Responsibilities

• Own a defined sales territory or account portfolio and consistently achieve monthly, quarterly, and annual revenue targets.
• Identify, prospect, and develop relationships with casino operators, integrated resorts, tribal gaming organizations, and commercial gaming enterprises.
• Qualify inbound and outbound opportunities and develop account strategies to advance deals through the sales cycle.
• Deliver compelling product demonstrations tailored to Hotel/Resort operations, showcasing PMS, POS, and related technology solutions.
• Translate customer business and technical requirements into effective solution recommendations, including property management, gaming operations, food & beverage, retail, and enterprise integrations.
• Manage the full sales cycle, including prospecting, discovery, demonstrations, proposal development, negotiation, and closing.
• Drive both new business acquisition and account expansion opportunities across existing gaming and hospitality accounts.
• Build business cases and ROI analyses to demonstrate operational efficiencies, revenue growth opportunities, and guest experience improvements.
• Respond to RFPs/RFIs and provide accurate technical and commercial information.
• Partner cross-functionally with Product, Professional Services, Customer Success, Marketing, and Leadership teams to support customer needs and successful deployments.
• Manage contract negotiations and collaborate with legal and internal stakeholders throughout the deal process.
• Maintain accurate CRM records, pipeline forecasts, and sales activity reporting.
• Conduct competitive analysis and effectively position product differentiators against competing hospitality and gaming technology providers.
• Establish and maintain executive-level relationships with key stakeholders, including CIOs, IT leaders, Gaming Operations, Hotel Operations, Finance, Operation leaders and Tribal Councils where applicable.
• Travel 50% or more throughout North America to meet with customers, prospects, and industry events.

Qualifications

• 5+ years of proven experience in SaaS or enterprise software sales, ideally within hospitality technology, PMS and POS experience is a big plus.
• Proven track record of exceeding quota, particularly in new business acquisition and hunter-focused roles.
• Experience selling into enterprise accounts, integrated resorts, hospitality groups, or related industries.
• Experience managing complex sales cycles involving multiple stakeholders and executive decision-makers.
• Demonstrated ability to deliver product demonstrations, design solutions, and confidently address technical objections.
• Strong understanding of hospitality technology ecosystems, including PMS, POS, loyalty platforms, payment solutions, and third-party integrations.
• Bachelor's degree or equivalent professional experience.

Required Skills & Competencies

• Strong hunter mentality with proven ability to generate and close net-new business.
• Advanced consultative selling, negotiation, and closing skills.
• Exceptional presentation and communication abilities for both technical and executive business audiences.
• Ability to confidently demonstrate PMS, POS, and hospitality technology solutions while aligning capabilities to customer business outcomes.
• Deep understanding of hotel food & beverage, and guest service operations.
• Experience selling into large hotels or management companies navigating complex stakeholder environments is highly preferred.
• Proficiency with CRM platforms (e.g., Salesforce), sales enablement tools, and collaboration software.
• Disciplined pipeline management, forecasting, and deal execution.
• Ability to translate technical features into measurable business value, operational efficiencies, and ROI.
• Strong understanding of enterprise software integrations, data flows, security requirements, and implementation considerations.

Personal Attributes

• Results-driven with strong ownership and accountability for achieving and exceeding targets.
• Highly proactive, self-motivated, and comfortable operating in a hunter-focused, quota-driven environment.
• Customer-focused with a passion for solving complex operational and technology challenges.
• Strong relationship builder who can establish credibility with executive stakeholders across gaming, hospitality, and tribal organizations.
• Collaborative team player who thrives in cross-functional environments.
• Resilient and adaptable in a fast-paced, high-growth technology organization.
• Excellent organizational and time management skills, particularly in a travel-intensive role.
• Comfortable operating in environments with long sales cycles, multiple decision-makers, and complex procurement processes.

Conditions

• The information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

Privacy Policy

We are committed to equitable pay practices. Compensation within the pay range listed below will be decided based on factors including, but not limited to, job related skills, knowledge and experience and internal alignment. Base salary is localized according to employee work location.

Equal Opportunity Employer

In compliance with Federal and State EEO laws, qualified applicants are considered for all positions without regards to race, color, gender, religion, national origin, ancestry, place of birth, age, marital status, sexual orientation, disability, or veteran status.