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