Director of Strategic Accounts - AMERS

At SiteMinder we believe the individual contributions of our employees are what drive our success. That’s why we hire and encourage diverse teams that include and respect a variety of voices, identities, backgrounds, experiences and perspectives. Our diverse and inclusive culture enables our employees to bring their unique selves to work and be proud of doing so. It’s in our differences that we will keep revolutionising the way for our customers. We are better together!

What We Do…

We’re people who love technology but know that hoteliers just want things to be simple. So since 2006 we’ve been constantly innovating our world-leading hotel commerce platform to help accommodation owners find and book more guests online - quickly and simply.

We’ve helped everyone from boutique hotels to big chains, enabling travellers to book igloos, cabins, castles, holiday parks, campsites, pubs, resorts, Airbnbs, and everything in between.

And today, we’re the world’s leading open hotel commerce platform, supporting 50,000 hotels in 150+ countries - with over 130 million reservations processed by SiteMinder’s technology every year.

About the Director of Strategic Accounts - AMERS role...

Location” Dallas TX

As the Director of Account Management for the Americas, you'll be the strategic commercial leader responsible for scaling our team and our revenue engine. Your core mission is to aggressively drive Monthly Recurring Revenue (MRR) growth by balancing two critical paths: hunting new logos from a defined target list and maximising expansion within our existing portfolio.

What you'll do...

Key Responsibilities

• Lead and Coach the Team: Recruit, onboard, coach, and mentor a high-performing team of Account Managers, fostering a culture of ownership, strategic thinking, and client advocacy.

• Drive MRR Expansion: Own and be accountable for the team's financial performance, with a focus on maximising Net New MRR. This is achieved by leading efforts across all revenue sources:

  1. New Account Acquisition MRR: Directly oversee and drive the team's success in closing new business from a defined list of named accounts.

  2. Expansion MRR: Maximise revenue from the existing base through either the sale of new products/add-ons, and through hotel property expansion.

  3. Contract Renewal MRR: Strategically negotiate price increases and favourable terms during all contract renewals.

• Retention Management: Maintain oversight of customer attrition (Churn MRR), ensuring the portfolio remains below the established target

• Performance Accountability: Conduct regular 1:1s, performance reviews, and pipeline forecasting, ensuring the team consistently meets or exceeds their growth and retention quotas.

Strategic Account & Commercial Leadership

• Named Account Strategy: Design and implement a highly focused strategy for pursuing and acquiring business from the list of named accounts, collaborating cross functionally to penetrate these strategic targets.

• Develop Account Strategy: Design and oversee the execution of the SiteMinder account planning framework ensuring Account Managers create integrated plans that maximise revenue potential across both expansion and new account pursuits.

• Executive Client Engagement: Act as an executive point of escalation for priority clients and serve as the senior deal sponsor for critical named account acquisitions, intervening in complex negotiations to secure high-value contracts.

• Quarterly Business Review (QBR) Leadership: Define the strategy, content, and executive participation for the QBR process, ensuring these sessions clearly demonstrate ROI, justify pricing, and drive MRR Expansion discussions.

• Negotiation Excellence: Act as the final escalation point for all high-value contract renewals, leveraging a deep understanding of value delivered to successfully negotiate price changes and contract term extensions that contribute to overall MRR.

Cross-Functional Collaboration & Client Advocacy

• Internal Alignment: Serve as the primary liaison between the Account Management team and key internal stakeholders, to ensure alignment on go-to-market strategies.

• Product Feedback Loop: Establish a structured process for aggregating and prioritising client feedback on product features and roadmap gaps to inform the Product Development Manager, ensuring SiteMinder's evolution creates new features essential for Expansion MRR in the US hospitality market.

• Market Expertise: Ensure the team maintains a deep understanding of the US hospitality tech landscape, client business models, and IT strategies, translating this knowledge into compelling value propositions that drive both named account acquisition and MRR expansion.

What you have...

Experience and Expertise

• Extensive progressive experience in B2B SaaS Sales, Account Management, and Revenue Leadership, at a Director-level or equivalent leadership role.

• Proven track record of consistently achieving and exceeding multi-million dollar revenue quotas (ARR/MRR) across both new logo acquisition and expansion revenue.

• Deep expertise in the Hotel Technology (Hotel Tech), Travel Tech, or closely related SaaS industry, with established professional networks in the US hospitality market.

• Demonstrable experience in designing and executing sophisticated Named Account/Target Account selling strategies.

• Expert-level command of negotiation, commercial contracting, and pricing strategy, specifically within a recurring revenue (MRR/ARR) model.

• Significant experience managing a highly complex sales cycle that involves C-suite engagement and multiple stakeholders.

Leadership and Management

• Exceptional ability to recruit, onboard, coach, and mentor a geographically dispersed, high-performing Account Management or Sales team.

• Proficiency in pipeline management, sales forecasting, and revenue operations tools to drive data-driven performance insights.

• Strong orientation toward process, accountability, and metric-based performance management (KPIs: Net Retention Rate, Expansion MRR, New Logo Acquisition).

• Demonstrated ability to function as a strategic cross-functional leader, capable of building alignment with Marketing, Product, and Finance teams.

Core Competencies

• Executive Presence: Superior verbal and written communication skills with the ability to present complex commercial strategies and lead discussions with C-level clients and internal stakeholders.

• Strategic Agility: Ability to translate corporate goals into actionable sales strategies and rapidly adapt to competitive changes in the US hospitality market.

• Commercial Acumen: A natural ability to identify and articulate value, structure complex deals, and drive favourable contract terms that accelerate revenue growth.

• Ownership Mentality: A strong sense of accountability and commitment to team and company performance outcomes.

Our Perks & Benefits…

- Equity packages for you to share in SiteMinder's growth and successes

- Hybrid working model (3 days per week in the office)

- Private health insurance

- Mental health and well-being initiatives

- Referral bonus for bringing in new talent

- Paid birthday, study and volunteering days off every year

- Employee Resource Groups (ERG) to help you connect and get involved

Does this job sound like you? If yes, we'd love for you to be part of our team! Please send a copy of your resume and our Talent Acquisition team will be in touch.

When you apply, please tell us the pronouns you use and any adjustments you may need during the interview process. We encourage people from underrepresented groups to apply.