[Hiring] Account Executive - Hotels @Tripleseat

Role Description

As an Account Executive - Hotels at Tripleseat, you will be a vital part of a dynamic team responsible for driving revenue growth within an assigned territory. This is a remote, quota-carrying role with a dual mandate: win net-new hotel accounts and strategically grow an existing customer portfolio. This role targets a diverse buyer universe — from independent boutique properties and SMB hotel operators to mid-size management groups and franchise owners — selling a platform that transforms how hotels manage event sales and group bookings.

The ideal candidate is someone who brings hospitality industry knowledge, enjoys prospecting and building new relationships, while also acting as a trusted partner to existing customers. Success in this role comes from balancing both—bringing energy and consistency to new logo acquisition, and thoughtfulness and strategy to growing an existing portfolio. This role collaborates cross-functionally with Marketing, Customer Success, Product, and Implementation teams to support customers throughout the entire lifecycle.

Location: This position is open to candidates eligible to work in the United States, located in the North Central region, Chicago preferred.

Travel Expectations: The ideal candidate will be required to complete initial onboarding at our Concord, MA office. This role will require 25% travel within their assigned territory – including customer meetings, tradeshows, conferences, and company events.

Qualifications

• 3–5 years of quota-carrying SaaS sales experience with responsibility for both new-logo acquisition and existing account growth — ideally within the hotel or broader hospitality vertical.
• Demonstrated success running a mixed book: active new-business pipeline alongside structured account plans, EBRs, and expansion ARR closes (upsell, cross-sell, multi-property rollouts, renewals).
• Experience selling across diverse hotel segments: independent SMB properties, boutique hotels, franchise operators, and mid-size management companies or ownership groups.
• Background in hotel operations, group/event sales, revenue management, or hotel technology is a significant advantage.
• Proven application of NEAT Selling or similar qualification-forward methodologies; track record of disciplined discovery and pipeline accuracy.
• Familiarity with hotel technology ecosystem (PMS, CRM, sales & catering, RMS); able to speak credibly to integrations and platform ROI in both new-business and expansion contexts.

Requirements

• Prospect a diverse hotel universe — independents, SMB properties, management groups, and franchise owners — via ZoomInfo, Outreach, LinkedIn Sales Navigator, Brizo, and direct outreach; book a minimum of 3 qualified new meetings per week.
• Build and maintain a new-business pipeline at 3× quota with accurate weekly forecasting; develop a referral network with hospitality tech vendors, consultants, and industry partners.
• Lead full-cycle sales processes from outreach through discovery, tailored demo, proposal, negotiation, and close — applying NEAT Selling to qualify on Need, Economic Impact, Access to authority, and Timeline.
• Deliver customized product demonstrations mapped to the operational realities of each hotel type; engage GMs, DOSMs, Revenue Leaders, and ownership groups; navigate multi-stakeholder deals with precision.
• Manage an assigned portfolio of hotel accounts as the primary commercial point of contact—develop growth plans, lead Executive Business Reviews, and identify opportunities for upsell, cross-sell, and multi-property expansion.
• Monitor portfolio health (adoption, engagement, renewal timelines) and proactively address risks; build strong, multi-threaded relationships across property, regional, and ownership levels to support long-term success.
• Partner closely with Customer Success to drive account health and adoption—while CS supports day-to-day success, the AE owns the overall commercial relationship. Track and forecast expansion ARR with the same level of discipline as new business pipeline.
• Represent Tripleseat at hotel and hospitality conferences, trade shows, and local events; maintain current knowledge of competitive landscape and hotel technology trends to sharpen prospecting, retention, and expansion conversations.
• Maintain accurate opportunity data and activity in Salesforce across both pipelines; forecast new-logo and expansion revenue using stage-based methodology; share voice-of-customer insights cross-functionally.

Benefits

• Competitive Medical, Dental, and Vision Insurance: Comprehensive coverage ensuring health and well-being.
• Company Paid Life Insurance, Short- and Long-Term Disability Plans: Protection in case of unforeseen circumstances.
• 401(k) with Company Match: Helping employees save for their future.
• Parental Leave: Support for employees who become parents through birth, adoption, or foster care.
• Flexible Paid Time Off: Promoting work-life harmony.
• Pet Insurance: Helping employees take care of their pets.