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

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Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

Job Summary:

The Sales Manager, Property Management Systems (PMS) is a hands-on, quota-carrying sales leader responsible for driving new logo revenue while leading and coaching a team of Account Executives on our Signature team selling IQware/Megasys and Resort Data Processing solutions. This role blends individual sales execution with frontline leadership, owning personal bookings while ensuring team-wide pipeline health, forecast accuracy, and disciplined deal execution.

Individual Contributor (Selling) 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.

Sales Management & Leadership Responsibilities:

• 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.

Skills and Competencies:

• 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.

Experience and Education Requirements:

• Bachelor’s degree in Business, Hospitality, Technology, or related field preferred.
• 5+ years of B2B SaaS sales experience, preferably in hospitality technology or PMS.
• 2+ years of sales leadership, team lead, or player-coach experience preferred.
• 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.

Success in This Role Looks Like:

• Consistent achievement of personal new logo quota.
• A PMS sales team with strong pipeline coverage, disciplined execution, and accurate forecasts.
• Improved close rates and deal quality across IQware/Megasys and RDP opportunities.
• Faster ramp and stronger performance from Account Executives through effective coaching.
• Predictable revenue outcomes aligned to hospitality market realities.

On-Target Earnings (OTE): $108,000 – $180,000

Includes base salary plus commission.

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.