Director of Sales

Required Attributes
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

Experience
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

Plus if…
You have experience operating in a tech-enabled, high-growth startup environment