Account Executive - DMO

The Account Executive - DMO Role at AirDNA:

We are looking for a seasoned Account Executive who lives and breathes the DMO world. This is not a role where you learn the industry on the job. We need someone who already has deep relationships with DMO leaders, understands their challenges, and can walk into any conference room or stage and command credibility.
You will own the full sales cycle for US DMOs, from prospecting through close, with a $500K annual new business quota. This is 100% outbound. No BDR support, no inbound leads. You build your own pipeline through your network, conferences, and personal brand.
How you’ll make an impact:

Own the full outbound sales cycle for US DMOs across all tiers (T1, T2), from first touch to signed contract
Build and manage your own pipeline through existing relationships, conference networking, speaking engagements, and strategic outreach
Represent AirDNA at every major DMO conference and industry event (TTRA, Destination International, state tourism conferences, etc.)
Speak on panels, deliver presentations, and position yourself and AirDNA as thought leaders in the DMO data space
Build your personal brand on LinkedIn with regular content about DMOs, short term rental data, and AirDNA use cases
Develop a deep understanding of each prospect's market, competitive landscape, and political dynamics to tailor every pitch
Collaborate with the DMO content marketer to ensure the team has the right materials for conferences, webinars, and client communications
Maintain a disciplined CRM practice in HubSpot with accurate pipeline data, deal notes, and forecasting
Provide market intelligence and customer feedback to the product and strategy teams to shape the DMO offering
We’re looking for someone with:

Proven track record of selling to DMOs, CVBs, or state/regional tourism organizations
An existing network of relationships with DMO decision makers (Research Directors, CEOs/Executive Directors, VP Marketing)
Experience speaking at industry conferences or events, comfortable on stage and in front of senior audiences
Deep understanding of the DMO landscape: funding models, board dynamics, budget cycles, COOP programs, and political pressures
Genuine passion for AirDNA and a clear understanding of why our data is superior for DMOs compared to competitors (KeyData, Zartico, Lighthouse)
Full cycle sales experience with a history of consistently meeting or exceeding quota
Self starter who thrives without BDR support or inbound pipeline; you create your own opportunities
Strong personal brand presence or willingness to build one actively on LinkedIn and industry channels
Bonus points:

Previous experience at a data/SaaS company selling to government or quasi government organizations
Familiarity with short term rental data, tourism economics, or destination marketing analytics
Experience with HubSpot CRM
Existing relationships with industry partners like Tourism Economics (Symphony) or similar aggregators
You've experimented with AI tools in your day-to-day work and are excited about what they unlock for sales
Here's what you can expect from us:

Competitive cash compensation and benefits. OTE $130,000 -$150,000 (uncapped commission)
This compensation disclosure is provided in compliance with applicable state and local pay transparency laws, including those in California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Rhode Island, Vermont, Virginia, Washington State, Washington D.C., and other jurisdictions where required. If you are applying for a remote position, this range applies regardless of your work location if you reside in a state with pay transparency requirements. Any offered salary is determined based on internal equity, internal salary ranges, market data/ranges, applicant’s skills and prior relevant experience, certain degrees and certifications.
Travel & conference budget - we want you out there building relationships and driving deals
Quarterly SPIFFs to boost your earnings
Benefits include:
Medical, dental, and vision packages to meet your needs
Unlimited vacation policy; take time when you need it
401K with employer match up to 4%
Continuing education
16 weeks of paid parental leave
For candidates in the New York City or Denver areas, additional office benefits include:
Quarterly team outings
Stocked drinks and snacks
Lunch provided at times
DENVER: Commuter/RTD benefit
Pet-friendly!
Hiring Process

First stage: Virtual interview with the People Team at AirDNA (Online-30min)
Second stage: Role play and Meet the Hiring Manager (Online - 30min)
Third stage: Panel Interview with our Leadership Team (Online - 45min)
Final stage: Onsite Office Tour + Peer connection (45min)
Post-offer / Pre-employment: Reference and employment verification check

Skills Required
Proven track record selling to DMOs, CVBs, or state/regional tourism organizations
Existing network of relationships with DMO decision makers (Research Directors, CEOs/Executive Directors, VP Marketing)
Experience speaking at industry conferences or events, comfortable on stage and with senior audiences
Deep understanding of the DMO landscape: funding models, board dynamics, budget cycles, COOP programs, political pressures
Full cycle sales experience with history of consistently meeting or exceeding quota
Self-starter who thrives without BDR support and creates own pipeline
Strong personal brand presence or willingness to actively build one on LinkedIn and industry channels
Experience at a data/SaaS company selling to government or quasi-government organizations
Familiarity with short term rental data, tourism economics, or destination marketing analytics
Experience with HubSpot CRM
Existing relationships with industry partners like Tourism Economics (Symphony) or similar aggregators
Experience using AI tools in sales workflows