Sales Director – Mid Market

Job Title: Sales Director – Mid-Market & Brand Accounts

Location: Europe [London, Paris, Warsaw, Milan, Madrid, Dortmund, Vienna]
 Department: Sales
 Reports to: SVP Sales
 Type: Full-Time, Quota-Carrying

About Us:

We are a fast-growing hotel software provider transforming the way hospitality businesses operate and connect with guests. With cutting-edge technology, deep hospitality roots, and a client-first mindset, we empower hotels across Europe to thrive in an increasingly dynamic market.

Position Overview:

We are seeking an experienced and driven Sales Director to lead our sales efforts across mid-market hotel groups and brand accounts in Europe. This is a quota-carrying role requiring a high-performing individual with a deep understanding of Property Management Systems (PMS), strong hospitality industry experience, and a proven ability to win business in complex sales environments.
The ideal candidate is a strong negotiator, commercially creative, and thrives in high-pressure, fast-paced settings. You will play a pivotal role in expanding our footprint across Europe, owning the full sales cycle from pipeline creation to contract signature, and contributing to our go-to-market and product strategy.

Key Responsibilities:

• Own and exceed a new business sales quota focused on mid-market hotel groups and branded properties across Europe.
• Build and manage a robust sales pipeline through proactive outreach, lead generation, partnerships, and event engagement.
• Lead complex RFP processes, delivering tailored proposals that speak to client needs and differentiate our offering.
• Close deals by understanding client pain points, effectively presenting value propositions, and navigating multi-stakeholder decision cycles.
• Collaborate with product, marketing, and leadership teams to refine our value proposition, messaging, and market positioning.
• Represent the company at industry events, conferences, and client meetings to strengthen brand presence and generate leads.
• Develop and maintain deep industry knowledge, particularly regarding PMS trends, competitive landscape, and customer challenges.
• Act as a trusted advisor to clients, building long-term relationships and contributing to ongoing account growth.
• Work cross-functionally to feedback market insights and support continuous product and process improvement.

Requirements:

• 10+ years of sales experience, with at least 5+ years in enterprise or mid-market software sales.
• Proven track record of exceeding quota in a SaaS or hotel tech environment.
• Deep understanding of hotel operations and Property Management Systems (PMS).
• Strong hospitality industry background, with existing networks a plus.
• Exceptional negotiation, presentation, and closing skills.
• Highly commercial, with the ability to design creative deal structures and ROI-driven proposals.
• Self-starter who is comfortable working independently and managing complex sales cycles across multiple countries.
• Experience selling across European markets, with cultural and linguistic adaptability.
• Ability to travel regularly for client meetings, events, and internal workshops.
• Fluent in English; additional European languages a plus.