Head of Sales - HotelTech

About our client

Our client is a leading hospitality technology provider that empowers hotels and accommodation businesses to optimize their online distribution, streamline operations, and increase revenue. Our client has grown from a regional market leader into a globally recognized platform trusted by thousands of hoteliers who rely on its suite of integrated software tools to compete in today’s digital-first landscape.

At the heart of their offering is a comprehensive all-in-one hotel tech ecosystem that unifies a powerful booking engine, advanced channel manager, property management tools, payment processing, and direct sales optimization — all designed to improve operational efficiency, elevate the guest experience, and boost direct bookings.

Our client's solutions seamlessly connect hotels with major online travel platforms while enabling control over pricing, availability, and guest interactions, giving independent properties and hotel groups alike the tools they need to succeed in a competitive market. The company’s commitment to innovation, quality support, and strategic partnerships has made our client a go-to technology partner for hoteliers across Europe and beyond.

Role Summary

Our client is seeking a Head of Sales for its Hospitality division. This leader will be responsible for driving new business acquisition, market expansion, sales execution, and global sales team performance across multiple hospitality product lines. The ideal candidate brings deep hospitality or hotel technology sales experience, proven success leading global or multi-regional teams, and a strong record of building predictable, scalable revenue engines within recurring-revenue software environments.

The Head of Sales will lead our client’s sales organization, ensuring consistent pipeline generation, disciplined sales execution, and strong performance across all regions, customer segments, and product categories. This leader will operationalize the go-to-market strategy defined in partnership with the CEO, modernize sales processes and systems, elevate forecasting accuracy, and develop a high-performing international sales team.

This role is the primary driver of new business ARR, responsible for delivering predictable growth while strengthening our client’s sales culture, execution standards, and market presence.

Key Responsibilities

Sales Strategy and Revenue Execution

• Devise actionable sales plans across segments, and product lines.
• Own new business ARR targets and deliver consistent, predictable performance against quarterly and annual bookings goals.
• Oversee and execute forecasting discipline, pipeline development, territory planning, and sales capacity modeling.
• Ensure rigorous qualification, deal progression, and performance visibility across all stages of the sales cycle.

Sales Leadership

• Lead, mentor, and scale the sales organization.
• Develop high-performance standards centered on accountability, coaching, operational excellence, and continuous improvement.
• Strengthen execution by establishing consistent sales rhythms including forecast calls, pipeline reviews, and deal strategy sessions.

GTM Ownership

• Lead the design and execution of coordinated go-to-market strategies in partnership with the CEO, working closely with Marketing and Product.
• Use customer, market, and competitive insights to shape positioning, messaging, enablement, and overall sales effectiveness.
• Ensure all GTM functions remain tightly aligned on target segments, product priorities, revenue objectives, and cross-functional execution.
• Lead pricing and packaging strategy in partnership with the CEO.
• Drive consistency in commercial practices across regions, brands, and sales teams.

Sales Systems, Analytics, and AI-Enabled Productivity

• Ensure CRM hygiene, data accuracy, and adoption of standardized sales processes across the global sales organization.
• Deploy and optimize sales systems, reporting, dashboards, and KPIs.
• Adopt and implement AI-enabled tools that enhance prospecting, qualification, forecasting, deal management, and sales efficiency.

Partnership and Ecosystem Influence

• Identify and lead co-selling, integration-driven opportunities, and channel-aligned revenue motions.
• Support indirect revenue growth by equipping partners with the tools and processes needed to generate and close opportunities.

• Minimum of 3 years of sales leadership experience within hospitality, hotel technology, or recurring-revenue software.
• Proven success achieving or exceeding ARR targets.
• Deep expertise in selling, segmentation, multi-region GTM execution, and structured sales methodologies.
• Demonstrated ability to build scalable sales processes, forecasting systems, and high-performing international teams.
• Experience working within multi-product or multi-brand environments is strongly preferred.
• Strong executive presence with the ability to influence cross-functional teams and communicate effectively across global markets.
• Fluent in German and English.
• Working model: Hybrid set-up in Vienna.