• Carry a personal new-logo quota focused on hospitality operators including hotels, resorts, municipalities, state/provincial park systems, and publicly managed lodging facilities across SMB, mid-market, and enterprise segments. • Prospect and develop new opportunities through outbound activity, inbound leads, industry relationships, events, and strategic targeting of government and concession-managed lodging portfolios. • Lead consultative discovery with GMs, ownership groups, IT leaders, revenue management, and operations teams to understand property workflows, pain points, and growth objectives. • Present and demo PMS solutions (IQware/Megasys, RDP) tailored to operational complexity, integrations, and guest experience outcomes. • Own complex, multi-stakeholder sales cycles including pricing, contract negotiation, legal review, and procurement processes. • Manage RFP responses where applicable, partnering cross-functionally to deliver compelling and compliant submissions. • Maintain a strong personal pipeline in Salesforce, leveraging dashboards to manage deal velocity, forecast accuracy, and activity prioritization. • Stay current on hospitality technology trends, competitive PMS landscape, and evolving operator needs. • Lead, coach, and develop a team of PMS Account Executives and Account Managers selling into hospitality markets. • Set clear expectations for pipeline coverage, activity levels, deal strategy, and forecast accuracy. • Conduct regular 1:1s, deal strategy sessions, pipeline inspections, and win/loss reviews. • Drive forecasting rigor and roll up accurate weekly and monthly forecasts to leadership. • Coach reps on navigating long sales cycles, multi-property deals, executive alignment, and competitive displacement. • Reinforce consistent sales processes, CRM hygiene, and standard operating procedures. • Partner with marketing, product, implementation, and customer success to ensure strong handoffs and realistic deal commitments. • Support onboarding and ramp of new hires, accelerating time to productivity. • Provide input into go-to-market strategy, vertical focus, and territory planning for PMS products. • Foster a performance-driven, accountable culture aligned with Fullsteam values.