Director, Sales

Position summary:

Sojern is looking for an energetic and driven Hotel Sales Director to join our Americas Property Sales Team. Within this role, you will act as a dynamic player-coach by personally contributing to our monthly acquisition goals, while coaching, managing, and growing a team of passionate Sales Managers. You will play a key role in scaling Sojern’s independent property business segment through prospecting, pitching, nurturing, and closing new business along with implementing coaching and management practices with a team of sales professionals. You will be instrumental in scaling our outbound sales efforts, increasing pitch efficiency, and developing strong relationships with internal cross-departmental resource & support teams. Our mission is to continue to reiterate on building a sharp, focused, and dynamic team of outbound sales experts that will help take Sojern’s business to a new level!

What you will do:

• Demonstrated experience of leading and empowering a team of senior sales professionals, (up to and including Senior Sales Manager), in addition to leading and coaching entry level and intermediate level employees.
• Possess a strong understanding of Sojern’s solutions and value proposition by individually managing a small book of business to generate new business signed
• Conduct weekly 1:1 meetings with Sales Managers to provide hands-on coaching and development. Lead weekly team meetings and team training sessions
• Independently create and deliver compelling, data-backed sales presentations tailored to client needs.
• Assist in Sales hiring, training, and development, along with building, documenting, and updating all training materials and internal SOP’s
• Establish and enforce best practices in areas of lead qualification, pitch discovery questions, consultative selling, pipeline management, and sales funnel reporting
• Drive to achieve targeted outcomes: pitches made, business won, conversion rates; with the objective to increase and maintain Sales productivity
• Confident and experienced in reviewing and providing value add coaching in complex prospecting conversations with clients of diverse complexities.  Able to demonstrate success when coaching  in range of subjects (objection handling, customizing call flow, and leveraging influence).   
• Proficiently utilize Salesforce, with Sojern’s architecture and guidelines, with the ability to report on KPIs, including individual and team results 
• Leads on cross collaboration efforts with other managers from different teams
• Encourage internal relationships with all commercial leaders; working to ensure proper hand-off and growth of new business
• Identify and make recommendations for improvements around the Sales process, tools, and efficiency
• A role model for clear and impactful communication, facilitates and encourages team collaboration through active listening, coaches with awareness.
• Leads teams with impact, challenging  the 'status quo',  encourages ownership, effectiveness and a champion of continuous improvement.
• Responsible for full employee life cycle, including hiring, onboarding, goal alignment, work assignments, coaching / performance management and strategic planning relating to resource gaps
• Consistently achieve or exceed quarterly and annual sales targets through effective pipeline management and sales strategy.
• Advanced ability in conducting reviews of complex prospecting calls with clients of diverse complexities, demonstrating a strategic approach to coaching objection handling, customizing call flow, and leveraging influence

What you bring to the table: 

• Bachelor’s degree in Business, Marketing, Hospitality Management, or a related field
• 5+ years sales experience required (Inside Sales experience preferred), at least 1 of which in the hotels/hospitality industry
• Strong track record of managing senior sales teams
• Ability to effectively build and manage KPIs 
• Goal-oriented, passionate, high-energy professional with a solution-oriented mindset
• Self-motivated, willing to learn new technologies and able to work independently and cross-functionally 
• Must be comfortable and competent in communications with veteran sales managers and commercial leadership
• Excellent communication skills - written and spoken
• Proficient use of Salesforce CRM

What we have for you:

We take a whole-person approach to create a Sojernista Experience that allows our people to thrive, not just as employees, but as humans. As an employee of Sojern, you would benefit from this in the following ways:

• Rewards & Recognition: Competitive compensation packages, stock options offered to every employee, Bonusly program to reward and recognize team wins and performance, plus employees can take up to 40 hours of paid time per year to volunteer and give back to the community 
• Flexibility: Flexi-Friday benefit, hybrid or remote work options for most roles, time-zone friendly work hours with async collaboration
• Connection: Team offsites planned annually, six employee resources groups, regular virtual and in office team building events, monthly company All Hands & leadership Q&As
• Wellbeing: PTO allowance to recharge, comprehensive healthcare options, paid parental leave (16 weeks for birthing parents; 12 weeks for non-birthing parents), retirement contributions and investment options (for applicable locations), travel benefits (hotel stay benefit & IATA membership), plus mental health, wellness & financial health resources
• Growth: Learning & development stipend, mentorship program, career development programs, leadership training
• Productivity: Home office tech set up (laptop, monitor, keyboard, mouse), monthly internet and phone allowance, modern tools to communicate and collaborate (Slack, Google Suite)

Our Sojernista First workplace philosophy is designed to take a flexible approach, recognizing that the needs of our employees may differ depending on their role, team, or location. What does not differ is our focus on building genuine connections, increasing global collaboration, and providing programs, tools and resources centered around the needs and wellbeing of our employees, regardless if you are working in an office, hybrid, or fully remote.

About Sojern:

At Sojern, we believe in the power of travel as a way to bring the world together. It is that passion that drives Sojern to build smart digital solutions that help travel marketers reach travelers efficiently, and increase long-term growth, customer loyalty and profitability.

Our customers include hotels, attractions and tourism boards, and they use the power of machine learning, data science and real-time traveler data in Sojern’s products to build direct relationships with travelers across social, mobile and the web. Now, more than ever, our thousands of customers rely on Sojern to drive visits, bookings, and ticket sales by engaging with travelers as they plan their travel.

As a globally distributed company, we are headquartered in San Francisco with employees based in 14 countries and counting. Our team is passionate about travel and the core values that define our culture: Win as a Team, Embrace Inclusion, Be Genuine, Deliver Wow, and Center Around the Customer. Check out our Glassdoor reviews!

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Compensation Philosophy & Package

Sojern is committed to offering competitive cash compensation, equity, and a comprehensive benefits package. We embrace a pay-for-performance culture that rewards contributions aligned with our business strategy. Compensation for this role will be determined based on job-related factors including location, scope and complexity of the role, and the candidate’s experience and expertise, and may vary from the range provided. Information on the benefits offered is here.

Disclosure - Pre-Employment Requirements:

All candidates offered employment by Sojern may be subject to pre-employment requirements, including but not limited to a background check. Sojern is compliant with all federal and local laws with consideration to pre-employment requirements.

Our Commitment to Diversity Equity and Inclusion:

At Sojern, we work to create a brave space that seeks out, embraces, and promotes diverse thoughts, beliefs, and experiences of Sojernistas globally.

We are building a workforce that represents the customer base we are serving and the world we live in. A diversified workforce is an innovative workforce. Just as there is no one typical traveler, there is no one typical employee. We foster diversity and inclusion across the company, actively seeking to amplify underrepresented voices and apply diverse perspectives to ensure products, policies, and programs are relevant for our employees and clients alike.

Embracing our differences and celebrating them moves us towards our goal of making travel inclusive of all. Sojern’s S-Groups (employee resource groups) are a core aspect of our culture, fostering belonging and connection, inspiring learning, and creating opportunities for all Sojernistas across the globe.

• SoEmpowered: Supporting, developing, and empowering those who identify as women at Sojern
• SoProud: Celebrating Sojern’s LGBTQIA+ community while creating an inclusive and safe space for community members 
• SoWell: Advocating for balance in life and overall wellbeing and providing space and resources for Sojernistas with different needs
• SoConnected: Creating space, connection and resources for Sojern’s young and rising professionals
• Parents & Caregivers: Helping families thrive with our community of parents and caregivers
• Sojern Gives Back: Supporting underrepresented communities and social causes, striving to make a global and local impact

We also have employee-run Slack channels for those with specific interests, for example plant lovers, pets and more.

At Sojern, we value diversity and always treat all employees and job applicants based on merit, qualifications, competence, and talent. We do not discriminate on the basis of race, religion, color, national origin, gender, gender orientation, sexual orientation, age, marital status, veteran status, or disability status.

Sojern is committed to providing reasonable accommodation for individuals with disabilities. Please inform your TA Partner if you are requesting a reasonable accommodation.