Vice President, New Market Sales

Hotel Engine is a Denver-based travel tech company on a mission to radically simplify trip management for businesses. We’re not a cumbersome travel management company, nor an online price aggregator. We’re a powerful network that brings hotels and businesses together. Our members save time, money and effort in managing their lodging programs, and our partners get access to loyal, high-value business travelers. It’s a true win-win. Following a 2021 series B funding round at a $1.3 billion valuation, we achieved remarkable growth in 2022. We expect 2023 to be our best year yet. 

Across our organization, we’re powered by exceptional talent. From our large Engineering and Product teams to Sales, Supplier Relations, Member Support, Data, Marketing and Operations, our team is forward-thinking, data-driven and customer-obsessed. We’re also a lot of fun — one of the many reasons we were named a Best Place to Work by Built In Colorado for the past four consecutive years. 

We value our individuality, and we also understand that together, we thrive. Most importantly, we know we’re not for everyone! Complacency doesn’t live here. We’re focused on finding the right people who are energized by our culture and bring diverse experiences and backgrounds that will help us unlock our full potential. Click here to view our DNA, and if you like what you see, please read on!

Hotel Engine has experienced exponential growth, primarily by providing unparalleled lodging solutions to markets such as construction, business services and transportation. We seek to significantly extend our reach by entering new markets where we have had limited bandwidth to penetrate more fully. The Vice President of New Market Sales will lead this initiative from the ground up to understand our value, build a business plan and hire a team to execute.  They will play a critical role in accelerating the growth of the org by hiring, coaching, co-selling within the new markets segment.

Here's what you'll do:

· Extend Hotel Engine reach into new adjacent, high-potential markets beyond traditional core (Construction, Business Services, Transportation). Adjacent markets include, but not limited to: sports and recreation, transportation, consumer perks, group events, international and more.

· Create and implement organizational sales strategy to penetrate adjacent markets. Build comprehensive business plan to penetrate new markets to include TAM analysis, value proposition development, hiring needs and execution plan.

Key areas of focus:

• Hiring the best available candidates who are true hunter mentality
• Ongoing development of sales team to create a world class sales team.
• Increase rep and manager effectiveness through coaching
• Provide high value customers with a ‘leadership sponsor’ and subject matter expert
• Support Sales Enablement in development of effective onboarding, sales process, reporting and development of best practices
• Provide feedback to executive leadership on how we can continue to be differentiated in our market.

Specific Activities include:

• Hiring the highest quality sales talent
• Create culture of accountably with established metrics and performance coaching
• Build and execute new market penetration business plan
• Review new business pipelines to determine qualification and deal strategy
• Attend meetings in tandem with the AEs as dela sponsor and sales coach
• Align resources and teams internally, as necessary, to ensure product and process meets customer needs
• Coach AEs and partner with manager on overall deal strategy for “high value” opportunities
• Establish a communication cadence on postmortem deal evaluation that can improve product and market strategy over time
• Continuous deal reviews with AE/AM Leadership to evaluate and identify consistent trends and areas of opportunity
• Provide regular sales forecasts and performance updates to senior leadership
• Work with other leaders to establish and effective partnership with collaboration and feedback

Here's what we need:

• 9+ years management experience leading an outbound full cycle Account Executive team in a high growth environment
• Demonstrated ability leading a customer facing team — strong people management, performance management, coaching and development experience
• Experience building out new markets and vertical segments and creating business plans
• Experience owning and managing monthly and quarterly team metrics including quota and KPI attainment
• Passion for revenue growth and proven ability to bring ideas to help product usage and customer retention through data driven