Strategic/ Enterprise AE

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Quick Summary

Overview

About ROH ROH is the hospitality industry’s first payments and revenue management platform purpose built to help hotels increase profitability. ROH drives conversions, increases revenue and provides real-time data and insights for large hospitality groups, asset owners and their brands.

Technical Tools

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About ROH

ROH is the hospitality industry’s first payments and revenue management platform purpose built to help hotels increase profitability. ROH drives conversions, increases revenue and provides real-time data and insights for large hospitality groups, asset owners and their brands. ROH’s leading technology, automation and workflow tools unlock productivity for hotel operators by enabling them to effortlessly manage sales, payments and finances all in one place.

Developed by industry leaders, ROH has established relationships with leading hospitality brands collectively managing over $4T in Gross Payment Volume (GPV), including Loews Hotels & Co, Crescent Hotels & Resorts, Marriott International, Auberge Resorts Collection, Noble House Hotels & Resorts and Evolution Hospitality.

ROH is quickly becoming an indispensable partner to forward-thinking hospitality groups as they optimize sales and finance operations and is proudly backed by investors including Acrew Capital, 1Sharpe Ventures, Founders Fund, Moore Specialty Credit, Correlation Ventures, SilverCircle, Cleo Capital and GMO VenturePartners.

About the Role

The Strategic Account Executive is responsible for prospecting, qualifying and closing hospitality groups with a focus on contract-driven revenue. Under the direct supervision of the CRO and Sales Director, the Strategic Account Executive is responsible for qualifying and generating new sales leads sourced through multiple avenues, with the goal of managing a pipeline and closing new business. This team member has a positive, confident, and dynamic personality, with the ability to think strategically outside the box.

Proactively study and learn the intricacies of the business including hotel brand knowledge, competitive landscape, organizational structure and variability and overall trends

Respond to, qualify, and communicate with prospects via phone, email and Zoom – with the goal of setting demos, educating prospects, and securing new customers from both a top down and bottoms up approach within property/hospitality groups

Establish relationships with prospects at all levels from the front line to the decision makers to understand priorities and propose solutions based on uncovering customer’s present and future needs

Take ownership of the entire enterprise sales cycle from initial contact, demo, proposal, response, negotiation, to execution and handover to our client services team

Accurately record information and details of correspondence in Hubspot

Maintain active engagement with new and existing leads through creative follow-up communications designed to increase customer interest in ROH products

Achieve monthly and quarterly quotas for new venues closed

Work with management to improve velocity of sales funnel while helping to identify gaps within the process

Provide feedback loop to product team regarding enhancements requested from prospects and new clients

Demonstrates deep discovery skills – knowing how to ask the questions to get to what does this person want/need? What does org want/need?

Enjoys the challenge of building value for a first of its kind product

Able to drive impact and grow team culture

Data-hungry, with an eye for testing systems and improving sales processes

Adept at understanding new concepts quickly and explaining them with ease

Works independently and collaborates well across teams

Thinks long term; enjoys building a variety of relationships within an enterprise and steadily growing book of business

Self-starter — experience owning and delivering on a number

Intellectually curious and scrappy mentality

Ability to own and report on individual sales forecasts

5+ years of enterprise sales or business development

Bachelor’s Degree in Business, Marketing, Communications, or relevant field

Experience working in B2B SAAS environment

Impeccable track record of quota attainment

Demonstrable track record of success with $1M + quota and $100K+ deal size

Start-up sales experience or Start-Up attitude preferred

ROH is an equal opportunity employer and considers all applicants for employment without regard to race (including, without limitation, traits historically associated with race, such as natural hair, hair texture, and protective and treated or untreated hairstyles), color, creed, religion, sex, sexual orientation, marital or civil partnership/union status, national origin, age, disability, pregnancy, genetic predisposition, genetic information, reproductive health decision, sexual orientation, gender identity or expression, alienage or citizenship status, domestic violence victim status, military or veteran status, or any other characteristic protected by federal, state/province or local law. ROH complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it operates.