Fullsteam

Sales Manager, Property Management Systems (PMS)

Fullsteam

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $108,000 - $180,000 per year

About the role

  • 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.

Requirements

  • Bachelor’s degree in Business, Hospitality, Technology, or related field preferred.
  • 5+ years of B2B SaaS sales experience, preferably in hospitality technology or PMS.
  • 2+ years of sales leadership, team lead, or player-coach experience preferred.
  • Demonstrated success carrying and exceeding a personal quota in complex sales cycles.
  • Experience selling enterprise software, multi-year SaaS agreements, or RFP-driven deals.
  • Willingness to travel for customer meetings, site visits, and industry events.
Benefits
  • Health insurance
  • 401(k) matching
  • Paid time off
  • Professional development opportunities

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B SaaS salessales leadershipconsultative discoverycontract negotiationRFP managementforecastingCRM hygienePMS solutionspipeline managementsales processes
Soft skills
coachingteam developmentcommunicationstrategic targetingrelationship buildingperformance-driven cultureaccountabilityproblem-solvingnegotiationcollaboration