Commercial Account Executive
•Chainalysis Careers· 23h
💼 Sales⏰ Full-time⭐ Senior💰 $110k-140k🇺🇸 USA
23h ago
Siteminder·about 1 month ago
At SiteMinder we believe the individual contributions of our employees are what drive our success. That’s why we hire and encourage diverse teams that include and respect a variety of voices, identities, backgrounds, experiences and perspectives. Our diverse and inclusive culture enables our employees to bring their unique selves to work and be proud of doing so. It’s in our differences that we will keep revolutionising the way for our customers. We are better together!
What We Do…
We’re people who love technology but know that hoteliers just want things to be simple. So since 2006 we’ve been constantly innovating our world-leading hotel commerce platform to help accommodation owners find and book more guests online - quickly and simply.
We’ve helped everyone from boutique hotels to big chains, enabling travellers to book igloos, cabins, castles, holiday parks, campsites, pubs, resorts, Airbnbs, and everything in between.
And today, we’re the world’s leading open hotel commerce platform, supporting 50,000 hotels in 150+ countries - with over 130 million reservations processed by SiteMinder’s technology every year.
About The Role:
We are seeking commercially-minded individuals with deep, hands-on hotel revenue management experience who are ready to transition into a consultative technology sales career.
Your primary mission is to be the domain expert in the sales team, engaging existing SiteMinder customers to educate them on the value of adopting DR+. This role is focused on selling value and strategic outcome, not just features. You will be leveraging your operational knowledge to conduct highly credible, solution-focused conversations that demonstrate how DR+ solves real-world hotel pricing challenges.
Consultative Upselling: Proactively reach out to existing SiteMinder customers (warm leads) to initiate in-depth, consultative discussions regarding their current revenue management strategies, pain points, and commercial goals.
Value Demonstration: Conduct compelling, data-driven product demonstrations and presentations that clearly articulate how DR+ enhances pricing strategies, improves yield, and delivers a strong Return on Investment (ROI).
Expert Education: Utilise your hands-on hotel revenue management background to serve as a credible expert, educating hoteliers on best practices and how DR+ integrates with their commercial strategy to remove guesswork and spreadsheet reliance.
Full Sales Cycle Management: Own the end-to-end upsell sales cycle within your defined territory, managing opportunities from initial qualification and discovery through negotiation, contract closing, and ensuring a smooth activation handoff to the Customer Success team.
Target Achievement: Consistently achieve and exceed monthly and quarterly upsell revenue targets for the DR+ product.
CRM Management: Maintain accurate and timely records of all sales activities, pipeline stages, and customer information within the CRM (Salesforce) to ensure reliable forecasting and pipeline health.
Collaboration: Work seamlessly with the Regional Sales Manager, Customer Success, and Marketing teams to align messaging, capture market feedback, and contribute to the continuous refinement of the DR+ Go-to-Market strategy.
Hands-on Domain Mastery (Mandatory): A strong background and proven track record in operational hotel revenue management is essential. You must understand the daily, practical challenges of pricing, channel distribution, and forecasting within a hotel environment.
Career Transition Drive: A demonstrated ambition to transition from an operational role into a high-growth SaaS commercial environment. You must be keen to expand your experience by learning consultative B2B sales methodologies and GTM strategies.
Communication and Persuasion: Clear, confident, and professional communication skills with strong presentation and negotiation abilities. Fluency in xxx language is required.
Sales Aptitude: Proven success in an inside sales, account management, or commercially-focused B2B environment is preferred, OR a clear aptitude and eagerness to learn and master sales skills quickly.
Proactivity: Highly motivated, results-oriented, and comfortable working independently and collaboratively within a fast-paced, target-driven team structure.
Technology Fluency: Experience working with a Customer Relationship Management (CRM) system (ideally Salesforce) and proficiency with standard business tools.
Growth Path: This role offers a clear and supported pathway to transitioning your revenue management expertise into a successful technology sales career.
Impact: Directly contribute to a high-growth product that is strategically important to the company and delivers immediate, measurable value to hoteliers.
Team: Join a dynamic, supportive, and international Revenue Growth Team led by experts committed to your professional development.
Sound like a fit?
We’d love to hear from you. Even if you don’t tick every single box. If you're passionate about helping customers succeed with data-driven tools, let’s talk!
Our Perks & Benefits…
- Equity packages for you to share in SiteMinder's growth and successes
- Hybrid working model (3 days per week in the office)
- Uncapped commission that rewards overachievement
- Private health insurance
- Mental health and well-being initiatives
- Referral bonus for bringing in new talent
- Paid birthday, study and volunteering days off every year
- Fun quarterly social and team events
- Employee Resource Groups (ERG) to help you connect and get involved
Does this job sound like you? If yes, we'd love for you to be part of our team! Please send a copy of your resume and our Talent Acquisition team will be in touch.
When you apply, please tell us the pronouns you use and any adjustments you may need during the interview process. We encourage people from underrepresented groups to apply.