Head of Sale - Hospitality Platform

An AI-powered performance platform is seeking a Head of Sales to take ownership of its enterprise pipeline and build the foundation for scalable, repeatable sales success. You will inherit live deals with major hospitality clients, work closely with the CEO, and have the autonomy to shape both strategy and execution. If you are passionate about transforming frontline teams and ready to transition from top performer to foundational builder this is your chance to make a lasting mark.

What you'll do:

As Head of Sales – Hospitality Platform, you will immerse yourself in live enterprise deals from day one, inheriting a warm market filled with opportunities among some of the world’s most recognised hotel groups. Your primary focus will be hands-on: driving complex negotiations to successful outcomes while simultaneously laying the groundwork for a scalable sales engine. You will work side-by-side with the CEO on strategic accounts but retain full ownership over communication flow and deal progression. Your remit extends beyond closing; you will design operational processes that remove friction from every stage of the pipeline. By leveraging AI-first tools already embedded in the workflow, you will enhance efficiency across all touchpoints. As you demonstrate consistent success in closing new logos and converting pilots into long-term contracts, you’ll earn the mandate to grow your own team—hiring and mentoring new talent based on proven playbooks you’ve developed. This role is ideal if you thrive on direct impact, value collaboration at every level of the organisation, and are motivated by seeing your contributions translate into tangible business growth.

• Own the end-to-end enterprise sales pipeline, managing all aspects from initial outreach through contract negotiation and deal closure with leading hospitality brands.
• Collaborate closely with the CEO on strategic pursuits, ensuring seamless communication, timely follow-ups, and effective deal execution that leverages executive involvement at critical moments.
• Independently manage inbound and referral opportunities, taking full responsibility for progressing prospects from first contact to signed agreement.
• Lead high-stakes negotiations with senior operations and commercial leaders who control P&L and frontline performance within client organisations.
• Develop repeatable sales playbooks by analysing wins and losses, turning each deal into actionable strategies for future outbound and inbound motions.
• Engineer robust CRM workflows, maintain rigorous pipeline hygiene, and instil disciplined deal-stage processes that ensure reliability beyond individual heroics.
• Extend and optimise AI-driven sales systems already in place, using advanced tools for meeting preparation, account research, proposal drafting, and follow-up activities.
• Systematise founder-led sales initiatives by creating structures that enable scalability while maintaining personal accountability for targets.
• Deliver accurate forecasting through meticulous pipeline tracking, providing leadership with reliable data for business planning.
• From approximately six months onward—subject to achieving business goals—recruit, train, and manage direct sales reports as you transition into a player-coach role.

What you bring:

To excel as Head of Sales – Hospitality Platform, your background should reflect substantial hands-on experience in closing large-scale B2B SaaS deals where you were directly responsible for navigating complex stakeholder environments. Your interpersonal skills will allow you to connect authentically with senior decision-makers while maintaining credibility throughout lengthy negotiation cycles. You bring a collaborative spirit that thrives when working alongside executive leadership yet are dependable enough to drive initiatives independently without waiting for direction. Your approach is methodical—you understand how disciplined processes underpin sustainable growth—and you are comfortable implementing technology solutions that streamline every aspect of your workflow. Experience building systems from scratch is essential; whether at an early-stage startup or as an ascending top-performer ready for greater responsibility. Familiarity with hospitality or frontline workforce platforms is advantageous but not required; what matters most is your ability to deliver results through empathy-driven engagement and thoughtful process design. As someone who values knowledge sharing and supportive leadership, you are eager not only to achieve personal quotas but also to lay foundations others can build upon.

• Demonstrated recent experience personally closing complex B2B SaaS enterprise deals involving multiple stakeholders and long sales cycles within the last two years.
• Proven ability to build sales systems and operational processes from scratch in environments lacking pre-existing infrastructure or handed pipelines.
• Deep understanding of selling to senior operations or commercial leaders responsible for P&L and frontline performance rather than procurement or L&D functions.
• Hands-on expertise in using AI-driven tools for workflow management—including meeting preparation, account research, proposal generation, and follow-up communications.
• Track record of developing repeatable playbooks based on real-world wins and losses that inform both outbound prospecting and inbound conversion strategies.
• Experience engineering CRM workflows that ensure pipeline discipline, forecast accuracy, and seamless onboarding for future hires.
• Comfort operating without an SDR team or marketing engine—taking full responsibility for sourcing, nurturing, and closing opportunities independently.
• Ability to collaborate effectively with C-suite executives while retaining accountability for personal targets and outcomes.
• Strong organisational skills enabling you to juggle multiple high-value deals simultaneously without sacrificing attention to detail or process integrity.
• Desire to transition into a player-coach role after proving success—recruiting, training, and managing direct reports as part of scaling efforts.

What sets this company apart:

This organisation stands out as a forward-thinking leader in AI-powered performance solutions tailored specifically for service-first industries such as hospitality. With a compact team of around 30 professionals driving meaningful change across global hotel groups—including established relationships with industry giants—you will find yourself surrounded by knowledgeable colleagues committed to shared success. The company’s culture emphasises flexibility: offering hybrid roles based in Bangkok or fully remote positions (with regular visits), plus comprehensive relocation assistance for those moving internationally. Here you are empowered not just to execute but also to shape strategy at every level; your voice matters as much as your actions. The absence of rigid hierarchies means ideas flow freely between all members—from founders through new hires—fostering an environment where collaboration fuels innovation. By joining this team at a pivotal moment in its growth journey, you gain unparalleled access to influential networks within hospitality while enjoying generous support structures designed around your professional development needs.

What's next:

If you are ready to transform enterprise sales within a thriving AI-powered platform—and want your next move to have genuine impact—this is your invitation to apply now!

Apply today by clicking on the link provided; take the next step towards shaping the future of hospitality technology.

Due to the high volume of applications, our team will only be in touch if your application is shortlisted.

Robert Walters Recruitment (Thailand) Limited
Recruitment License No.: น. 1188 / 2551