Sales Director - Hospitality
IBS Software is a fast‑growing general software company with over 5,000 employees and a 28‑year track record of innovation for the world’s leading travel brands. The hospitality software division provides distribution and connectivity to over 36,000 properties, including four of the five largest hotel brands. IBS is committed to precision, commitment, passion, integrity and respect for the individual.
Working at IBS Software offers a chance to join an exciting team culture and a record of success. We are highly selective and seek individuals with demonstrated excellence and top achievement.
Background
In the coming year, the hospitality business has exciting plans for European expansion beyond distribution systems into hotel IT, initially with reservation systems and later with revenue management and property management platforms. This role will create a new business line in the region, disrupting incumbents and creating a valuable new revenue stream. The position requires intrapreneurship and leadership.
Position Description
As a Sales Director, you will work with IBS Regional Sales to promote our expanding product portfolio within the region. This includes upstream prospecting to identify and qualify logos and creating a healthy target account list. You will meet with prospects, attend conferences, and use your communication skills to present and demonstrate our products.
You will also develop a strategic sales plan for your territory or region based on the target account list to achieve sales goals, create professional proposals and presentations, and build comprehensive RFP responses to secure new business. Key responsibilities include:
- Pursue targets and develop strategic relationships with key contacts and prospects.
- Represent the company at trade shows and industry events to maintain a national and regional presence and generate valuable leads.
- Network with prospective customers to persuade them to bring their business to the company.
- Devise new and innovative ways to market products and services.
- Assist in designing marketing and promotional materials both in print and online.
- Utilize insights and market intelligence to identify new selling opportunities and conduct independent research into the target consumer base.
- Showcase the system in a way that translates the functional and technical capabilities of the software into business benefits for the specific prospect, whether through demos or other formats.
Required Knowledge, Skills and Abilities
- Fluent English and at least one other European language.
- Cultural sensitivity and the ability to adapt communication style to prospects.
- Strong understanding of the hospitality software landscape.
- Experience with B2B value‑based and consultative selling.
- Excellent written and verbal communication skills and the ability to present compelling messages to executive leadership.
- Capability to identify and evaluate key strategic trends, opportunities and risks.
- Self‑motivated, self‑aware and capable of driving collaborative success in a high‑autonomy role.
- Results‑oriented mindset with an appetite for driving business impact.
- Team player who fosters an inclusive environment and brings diverse perspectives.
- Sales coaching ability, engaging and teaching while demonstrating accountability for results.
- Experience building a thoughtful target account list and executing account plans.
- Proven technology sales track record.
- Excellent negotiation skills and the ability to negotiate effectively with senior executives.
Required Education and Experience
- Bachelor’s degree or MBA in Business Administration, Hospitality, Sales & Marketing or a related field.
- Online Travel knowledge is a plus.
- Minimum five years selling enterprise hospitality software solutions.
- Minimum five years of sales and sales management experience.
- Experience developing and executing sales account plans.
- Ability to communicate the value proposition through proposals and presentations.
- Proven experience carrying a sales target.
Work Authorization
Ideal candidates hold an EU or UK passport to facilitate travel across Europe.
Travel
This position requires frequent travel, up to 50%. Most travel is outside the local area and includes overnight stays.
Benefits
- Operate with the brightest minds in the hotel software industry.
- Global exposure.
- Continuous learning programs.
- Performance‑based career growth.
- Competitive compensation including fixed salary, variable pay tied to sales goals, and company‑paid employee benefits.
