Account Executive
About the Role
This is a full-cycle Account Executive role at a seed-stage AI startup building agent automation software for the hospitality industry. You will own deals from first touch to close, selling to hotel groups, short-term rental managers, and multi-property operators. The playbook is proven; your job is to run it hard, find its limits, and help shape the sales org as the company scales.
What You'll Do
Own the full sales cycle: inbound and outbound prospecting, discovery, tailored demos, negotiation, and close.
Sell to operational decision-makers such as founders, COOs, and heads of guest experience, connecting the product to their occupancy and revenue goals.
Quantify the business impact, including faster inquiry response, higher reservation conversion, and lower support overhead.
Deliver specific, diagnostic demos connected to a prospect's property management system rather than generic presentations.
Build and manage your own territory by mapping named accounts and generating pipeline independently.
Iterate on the sales playbook and share improvements with the team once you are consistently hitting quota.
Represent the company at industry conferences, webinars, and operator communities.
What We're Looking For
3 to 5 years of B2B SaaS sales experience, consistently at or above quota with a full-cycle, multi-stakeholder process.
Experience in a Series A or B startup environment where you built as much as you executed.
Familiarity with hospitality technology, including property management systems, OTA distribution, and key metrics such as ADR, RevPAR, and occupancy, or the ability to get there quickly.
Strong consultative discovery skills: you control the call, diagnose operational pain, and translate it into economic impact.
Proficiency with a CRM (Salesforce preferred) and modern outbound sequencing tools.
Comfort operating without heavy enablement support; you build your own resources and share them.
Experience selling AI products is a plus.
A bachelor's degree or equivalent practical experience.
Compensation & Benefits
The on-target earnings range for this role is $180,000 to $200,000 USD annually (base plus variable).
Location
This role is on-site in San Francisco, California.