Tripleseat is the leading web-based event management and sales platform designed for restaurants, hotels, and unique venues. Our mission is to simplify and streamline the event planning process, allowing our clients to focus on delivering exceptional customer experiences. We pride ourselves on fostering a collaborative, innovative work environment that encourages growth and development.

The Vice President, Sales – SMB Restaurants & Unique Venues (UV) is responsible for developing and executing a "Hospitality First" sales strategy that drives revenue growth within the Small to Mid-Sized Business (SMB) Restaurants and Unique Venues (UV) segments. Reporting to the Chief Growth Officer, this senior leader will oversee a team of Directors of Sales and Account Executives, focusing on customer acquisition, retention, revenue growth, and market expansion.

The ideal candidate will be a proven sales leader with deep hospitality industry knowledge. This leader will understand the unique needs and challenges of businesses in this space and leverage a customer-centric, hospitality-focused approach to ensure the sales team can provide value-driven solutions that enhance profitability, operational efficiency, and customer experience for hospitality-based clients.

Location: This position is open to remote candidates eligible to work in the United States.

Travel Expectations: Initial onboarding will be scheduled at our Concord, MA office. This role requires approximately 50% travel to US and Canada-based markets to support the sales team.

Core Responsibilities:

• Champion a "Hospitality First" sales strategy, ensuring sales teams understand and address the unique needs of hospitality-driven businesses.

• Achieve revenue and profitability targets set by the Chief Growth Officer.

• Lead, mentor, and manage a team of Directors of Sales and Account Executives, ensuring strong leadership and sales performance.

• Develop and execute an SMB - Restaurants  & UV sales strategy that prioritizes value creation, guest experience enhancement, and operational efficiency for hospitality-based clients.

• Define and implement a scalable territory coverage model that enhances efficiency and maximizes growth potential.

• Collaborate with marketing leadership on demand generation and lead nurturing initiatives that align with the hospitality market.

• Oversee sales forecasting, pipeline management, and performance tracking, ensuring accuracy and data-driven decision-making.

• Ensure seamless integration of sales operations and CRM utilization, optimizing analytics for strategic insights.

• Manage the P&L for the SMB - Restaurants & UV sales function, optimizing cost structures and improving sales efficiency.

• Partner with finance and product management teams to develop competitive pricing and discounting strategies tailored for hospitality businesses.

• Develop sales compensation plans that align incentives with revenue, profitability, and customer success.

• Foster executive-level relationships with key customers to drive retention, expansion, and strategic partnerships within the hospitality sector.

• Represent the organization at hospitality industry events, conferences, and customer engagements to enhance market presence and thought leadership.

• Drive cross-functional collaboration with sales enablement, customer success, and channel partners to create a seamless buying experience.

• Other related duties as assigned.

Success Metrics:

• Revenue Growth & Attainment

• Profitability & Sales Efficiency

• Customer Retention & Expansion

• Forecast Accuracy & Pipeline Health

• Quota Attainment Across Sales Teams

• Sales Cycle Acceleration & Lead Conversion Rates

• Territory Market Penetration & Growth

• Cost of Sales & Customer Acquisition Cost (CAC)

• Customer Satisfaction & Net Promoter Score (NPS)

Knowledge, Skills, and Abilities Required:

• Proven leadership experience in managing high-performing sales teams and scaling revenue growth.

• Deep understanding of the hospitality industry, with the ability to translate hospitality business needs into high-value sales solutions.

• Strong strategic thinking and problem-solving skills to drive sales planning and execution.

• Expertise in sales methodologies (e.g., Challenger Sales, SPIN Selling, MEDDIC).

• Strong financial acumen, with experience in P&L management and sales forecasting.

• Ability to develop and implement scalable sales processes that drive efficiency and productivity.

• Proficiency in CRM tools and sales analytics to optimize data-driven decision-making.

• Strong negotiation and contract structuring skills to close complex B2B deals.

• A customer-first mindset, with the ability to build strong relationships and drive customer success.

• Hospitality-Centric Leadership – A passion for enhancing guest experiences and driving profitability for hospitality clients.

• Visionary & Strategic Thinker – Ability to set and drive long-term sales growth strategies.

• Executive Leadership Presence – Confident in managing teams and engaging senior stakeholders.

• Mentor & People Developer – Dedicated to coaching and empowering sales managers for career growth.

• Competitive & Goal-Oriented – Strives for continuous revenue and efficiency improvement.

• Data-Driven Decision-Maker – Uses analytics to guide strategic sales planning.

• Resilient & Agile – Adapts to changing market dynamics and business challenges.

• Cross-Functional Collaborator – Works effectively with internal and external stakeholders.

Preferred Experience:

• 10+ years of sales leadership experience, with a track record of leading sales directors to scale sales organizations and drive revenue growth.

• 7+ years managing field sales teams in the SMB segment.

• Experience selling to hospitality businesses or working within the hospitality industry (e.g., hotels, event venues, restaurants, entertainment).

• Ability to understand hospitality-driven operational needs and create sales strategies that drive profitability, efficiency, and guest experience improvements.

• Experience leading high-performing sales managers and Account Executives.

• Strong experience in SaaS, technology, or B2B sales within SMB markets.

• Experience working cross-functionally with marketing, finance, and operations teams to drive go-to-market success.

• Strong negotiation, closing, and customer relationship management skills.

• Bachelor’s degree required (Business, Sales, Marketing, Hospitality Management, or related field).

• Master’s degree/MBA preferred.

Tripleseat truly values its employees and places a high emphasis on their well-being and happiness. We understand that our people are the driving force behind its success and strive to create a positive and supportive work environment. We love what we do and who we get to do it with! Here are some of the awesome benefits that Tripleseat offers to its employees:

• Competitive Medical, Dental, and Vision Insurance: Tripleseat provides its employees with comprehensive medical, dental, and vision insurance coverage, ensuring that their health and well-being are taken care of.

• Company Paid Life Insurance, Short- and Long-Term Disability Plans: Tripleseat takes care of its employees by providing them with life insurance coverage, as well as short and long-term disability plans to protect them in case of unforeseen circumstances.

• 401(k) with Company Match: Tripleseat offers a 401(k) retirement plan to its employees, and also provides a company match, helping employees save for their future and plan for retirement.

• Parental Leave: Tripleseat understands the importance of work-life balance and offers parental leave to employees who become parents through birth, adoption, or foster care, allowing them to bond with their new family members without worrying about their job security.

• Flexible Paid Time Off: Tripleseat believes in the importance of work-life harmony and offers flexible paid time off to its employees, giving them the flexibility to take time off when needed and maintain a healthy work-life balance.

• Pet Insurance: Tripleseat recognizes the importance of pets in employees' lives and offers pet insurance to help them take care of their furry friends and ensure their well-being.

At Tripleseat, we place a high value on our employees' well-being and happiness, recognizing that they are the driving force behind our success. We are committed to fostering a positive and supportive work environment. We take pride in our work and the collaborative spirit of our team We are proud to be an equal-opportunity employer, not discriminating based on race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, or genetic information. We are dedicated to fostering a culture of inclusion, diversity, and equity. Tripleseat empowers all team members to realize their full potential. Everyone Valued – Everyone Included.