Global VP of Brand Partnerships & Enterprise Sales
RemoteUnited States or Canada
Job Summary
Wrap up active conversations with global and regional hotel brands, open new agreements, and drive pilots that convert into enterprise rollouts over a two-year horizon. Secure direct-sourced deals of $1M+ in booked SaaS ARR from enterprise independent hotel groups and portfolio operators. Manage a direct report, the Franchise Development Lead, while maintaining executive presence at industry events, advisory boards, and brand headquarters. Partner closely with the CGO, COO, Product, and Brand Partnerships teams to ensure sales align with delivery capabilities. This long-cycle role requires closing brand and franchise sales agreements in the 12–24 month range, leveraging existing C-suite relationships in hospitality. Based remotely in the US or Canada with up to 50% travel for brand HQs and industry events.
Required Qualifications
- 10+ years of enterprise SaaS sales leadership
- demonstrated track record of closing multi-year, multi-million-dollar platform deals
- understanding of how to orchestrate complex sales involving procurement, legal, IT, operations, and the franchisee community
- demonstrated patience and discipline in long sales cycles
- ability to build a pipeline that pays out in 18–24 months
- ability to keep a team — and yourself — motivated through long cycles
- Executive presence to hold your own in a boardroom with the CEO of a 1,000-property brand
- ability to coach a rep through their first six-figure deal the same afternoon
- C-suite rolodex in hospitality brands
- active, warm relationships with Chief Development Officers, CIOs, CTOs, and Commercial leaders at major global and regional hotel brands
- ability to answer the phone when called
- experience closing brand and franchise sales in hospitality
- experience with 12–24 months of trust-building, pilots, and C-suite alignment
- experience wrapping up active conversations in progress
- experience opening new conversations with brands not yet reached
- experience driving pilots with major global brands that convert into enterprise rollouts over a 2-year horizon
- experience with direct-sourced deals of $1M+ in booked SaaS ARR
- experience working with one direct report (Franchise Development Lead)
- ability to partner with the Franchise Development Lead on brand work
- ability to grow the team as the book grows
- ability to execute at industry events, advisory boards, and brand HQs
- ability to close partnership with the CGO, COO, Product, and Brand Partnerships teams
- Remote work capability
- ability to travel up to 40–50% for brand HQs, major industry events, and customer visits
- Location in the United States or Canada
Desired Qualifications
- Direct experience in franchise development
- Direct experience in brand licensing
- Direct experience in hotel technology hiring for hospitality technology or a vertical SaaS business
- Prior experience scaling a team from player-coach to 5+ reps
- Existing relationships with major hospitality M&A advisors
- Existing relationships with PE sponsors of hotel portfolios
- Existing relationships with franchise associations
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