Acquire and expand regional hotel brands and ownership groups across North America by building executive relationships, leading complex multi-stakeholder sales cycles, creating predictable pipeline through outbound prospecting and events, and collaborating with Marketing, Product, Customer Success, and Enterprise teams to drive new logo ARR and account expansion.
About DuettoDuetto is transforming how the world’s leading hotels grow revenue and profit.Our Revenue & Profit Operating System combines Revenue Management, Profit Benchmarking, AI powered insights and commercial intelligence into one unified platform that helps hotels make smarter decisions every day.As we continue to expand our Enterprise and strategic account business, we are investing in a dedicated Key Accounts organization focused on winning high value regional hotel brands and ownership groups across North America.Role SummaryThe Director, Key Accounts is responsible for acquiring and expanding strategically important regional hotel brands, management companies and ownership groups across North America.This is not a traditional territory sales role.Success comes from building executive relationships, developing long term account strategies, creating pipeline through proactive engagement, and leading complex, multi stakeholder buying journeys.Working closely with the VP of Sales, Americas, Marketing, Customer Success, Product and the Enterprise organization, this role helps expand Duetto’s footprint across North America’s most influential hospitality organizations while complementing our dedicated Enterprise motion.Although the primary focus is new logo acquisition, the role also owns selective expansion opportunities within existing strategic accounts where appropriate.
What You’ll DoDrive strategic account growth
Success Looks LikeSuccess in this role is measured by more than bookings.You will be expected to build a predictable, scalable business by consistently improving leading commercial indicators while delivering revenue growth.Key performance indicators include:
What We’re Looking ForRequired
What You’ll DoDrive strategic account growth
- Own a defined portfolio of named regional hotel brands, management companies and ownership groups.
- Develop multi year account strategies focused on long term commercial growth.
- Build executive relationships across C Suite, Operations, Commercial, Finance and Revenue leaders.
- Create demand through proactive outreach, industry relationships, executive networking and hospitality events.
- Lead complex, multi stakeholder sales cycles from initial engagement through contract execution.
- Navigate large buying committees across multiple functions and properties.
- Position Duetto’s Revenue & Profit Operating System as a strategic business platform rather than a point solution.
- Partner with executive sponsors to build business cases and executive alignment.
- Generate a consistent pipeline through outbound prospecting, executive introductions, partnerships and industry influence.
- Maintain disciplined opportunity management and forecasting.
- Leverage AI driven insights, Salesforce and Duetto’s Sales Engine to improve execution and forecast quality.
- Partner closely with the Enterprise Sales team to ensure aligned account strategies and seamless customer ownership.
- Work with Marketing on account based campaigns and executive engagement.
- Collaborate with Product and Customer Success to bring customer insights into roadmap discussions.
- Support strategic customer meetings, executive briefings and industry events.
- Become a trusted advisor to senior hospitality executives.
- Build Duetto’s presence within regional hospitality ecosystems.
- Continuously expand executive relationships across brands, ownership groups and industry associations.
Success Looks LikeSuccess in this role is measured by more than bookings.You will be expected to build a predictable, scalable business by consistently improving leading commercial indicators while delivering revenue growth.Key performance indicators include:
- New Logo ARR
- Sales sourced pipeline creation
- Qualified pipeline coverage
- Executive relationships established
- Strategic account penetration
- Forecast accuracy
- Win rate
- Expansion ARR within assigned accounts
What We’re Looking ForRequired
- 8+ years of enterprise SaaS sales experience.
- Demonstrated success selling complex software into executive buyers.
- Strong existing relationships across hospitality brands, ownership groups or management companies.
- Proven ability to independently source and close large, complex new logo opportunities.
- Experience leading enterprise style sales cycles involving multiple stakeholders.
- Highly disciplined approach to pipeline management and forecasting.
- Strong executive communication and presentation skills.
- Experience with Salesforce and modern sales technology.
- Hospitality technology experience.
- Revenue Management, Commercial Strategy or Hotel Operations knowledge.
- Experience selling platform solutions rather than point products.
- Familiarity with AI enabled sales execution and account planning.
- Existing network across North American hotel brands and ownership groups.
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