About the role
We are hiring a Sales Director to grow our Enterprise customer base in Latin America and the Caribbean. The role covers a defined territory and/or target list across the region. You will win new Enterprise customers
and expand our business in existing accounts. You will sell the full RTR and Stay portfolio of SaaS productsand services.
This is a hunter role with a quota. We want a self-starter who acts with commercial urgency and closes
business. You will have a record of exceeding targets in Hospitality SaaS sales. You will be comfortable in a fast-moving business.
You will sell face to face, on the phone and at industry events. You will run online product demonstrations.
You will use a consultative approach with hotels, brands, management companies, ownership groups, resort and all-inclusive operators and other accommodation providers across the region.
What you will do:
• Plan and build the territory
• Write and run a territory sales plan for RTR - Stay cloud software and services across Latin America and the
Caribbean.
• Study market data to find target hotels, brands, management companies and ownership groups.
• Build a large, balanced pipeline of new prospects through outbound calling and prospecting.
• Respond quickly to every inbound lead.
• Get the most value from every opportunity in the territory.
Win new Enterprise customers
• Lead with consultative selling. Ask good questions to find needs, remove barriers and handle
objections.
• Match RTR - Stay solutions to each prospect’s business needs.
• Confirm the decision process, timeline and key stakeholders on every deal. MEDDICC experience is a plus.
• Create and present strong proposals, presentations and online demonstrations.
• Negotiate and prepare customer contracts. Understand the legal effect of contract terms.
Expand existing accounts
• Find upsell, cross-sell and bundled product opportunities with current customers.
• Build long-term relationships with key stakeholders at prospects and customers.
• Follow RTR - Stay processes to support Project Management and Customer Success during customer onboarding.
Represent RTR - Stay in the market
• Promote the RTR - Stay brand at trade shows, hotel conferences, association events and other official occasions.
• Work with RTR - Stay Marketing to deliver the marketing plan in your territory.
• Track industry trends, new opportunities and competitor activity.
Deliver results with discipline
• Meet or exceed your sales quota every quarter of the year.
• Keep Salesforce up to date as the system of record. Follow SOPs for accounts, leads, opportunities,
contacts and activities.
• Follow up promptly and professionally with customers and internal teams.
• Learn RTR - Stay products, services, pricing, contract rules, policies and procedures in depth.
• Take part in regular sales and business training to improve your performance.
Who you will work with
You will work every day with customers, colleagues and key internal departments. Many of these contacts will be at mid-level and senior management.
What you bring
Experience
• A record of selling cloud-based software or SaaS solutions.
• Sales experience with suppliers to hotels, travel or hospitality.
• Experience selling in Latin American and Caribbean hospitality markets.
• Working knowledge of how hotel sales teams operate.
• A record of building, managing and closing a sales pipeline, and of exceeding targets.
• A bachelor’s degree, or equal business experience.
Skills and attributes
• Self-motivated, with experience of working independently.
• Strong selling, analysis, organization, communication and interpersonal skills, with a practical
approach.
• Fluent in English and Spanish, written and spoken.
• Comfortable working across many countries, currencies and business cultures.
• Able to manage many tasks at the same time in a fast-paced business.
• Quick to learn new technology, products and procedures.
• Able to solve problems, find new ways of working and apply best practice and sales methods.
• Good with Microsoft Office (Word, Excel, PowerPoint, Outlook). Able to learn other tools as needed.
• Able to travel often across Latin America and the Caribbean to support regional and company goals.
How we expect you to work
• Selling: You sell cloud software and SaaS with success in Hospitality.
• Customer focus: You listen, understand the customer’s world and deliver on their needs. You aim to exceed expectations.
• Relationships: You communicate positively. You influence others to reach company goals.
• Ownership: You are proactive and committed. You focus on results that help RTR succeed.
• Adaptability: You work well in a complex, changing business. Change gives you energy, and you keep your goals in focus.
• Planning: You set clear goals. You use good planning, analysis and decisions to reach them.
• Business management: You plan, budget, track and review the results of your business area.
• Work ethic: You have a professional attitude and you get things done.
• AI fluency: You use AI tools with skill to work more efficiently. You check what AI produces and apply your own judgment to every decision.