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Fullsteam · 1 day ago

Sales Manager (Player-Coach), Property Management Systems (PMS)

United States

Full-time

Remote

Mid, Senior Level

$108K/yr - $180K/yr

5+ years exp

Fullsteam is seeking a Sales Manager (Player-Coach) for their Property Management Systems (PMS) team. This role involves driving new revenue while leading and coaching a team of Account Executives, focusing on the hospitality sector.

PaymentsSoftware

Growth Opportunities

Hiring Manager

Megan Huffman

Responsibilities

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

Qualification

SaaS sales experienceHospitality operations knowledgeSalesforce proficiencyConsultative sellingNegotiation skillsData-driven mindsetTeam leadershipCommunication skillsOrganizational skills

Required

Proven ability to sell and lead simultaneously in complex SaaS environments

Strong understanding of hospitality operations and PMS buying dynamics

Expertise in consultative, value-based selling with multiple decision-makers

Ability to coach deals strategically without taking ownership away from reps

Data-driven mindset with strong pipeline inspection and forecast management skills

Excellent communication skills across executive, technical, and operational audiences

Strong negotiation skills with experience closing enterprise and multi-property deals

Highly organized with the ability to balance personal quota, team leadership, and operational responsibilities

Proficiency with Salesforce and modern sales engagement tools

Bachelor's degree in Business, Hospitality, Technology, or related field preferred

5+ years of B2B SaaS sales experience, preferably in hospitality technology or PMS

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

Preferred

2+ years of sales leadership, team lead, or player-coach experience preferred

Company

Fullsteam

Backed by Aquiline Capital Partners and ADIA, Fullsteam is a dynamic and growing team of 1,700 employees committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries.

Founded in 2018

Auburn, Alabama, USA

1001-5000 employees