Director of Business Development – EMEA
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Job Description
Director of Business Development leading sales initiatives for TrustYou's AI hospitality platform in EMEA. Strategic role to grow major hotel group relationships with focus on customer excellence.
Responsibilities:
- End-to-End Sales Execution: Lead the entire sales process from identifying profiled target accounts to closing strategic opportunities within your EMEA region(s).
- Strategic Hunting: Identify (ICP), target, and close major revenue-producing hotel groups. You will map out the decision-making units of complex organizations and secure the "Yes."
- Contract Management: Own the contract process with prospective clients, managing negotiations to ensure mutually beneficial terms and successful closure.
- RFP Management: Facilitate the complex Request for Proposal (RFP) processes needed to drive successful sales outcomes with large enterprise groups.
- Pipeline Strategy & Marketing Alignment: Work closely with the TrustYou marketing team to formulate and execute Account-Based Marketing initiatives that support your specific business growth plans.
- Pipeline Building: Collaborate with Marketing to build a solid pipeline of sales-qualified leads, ensuring a continuous flow of opportunities within your territory.
- Operational Rigor: Act as the primary point of contact for targeted accounts, managing all pipeline activities, forecasting, and opportunity stages with precision using Salesforce CRM.
- Tech Advocacy & Internal Collaboration: Engage prospective customers by presenting the TrustYou solution suite, fostering a deep understanding of how our platform solves their specific pain points and what value (metrics) it will bring.
- Team Collaboration: Collaborate with the wider sales team to develop sales tactics and share winning formulas. At TrustYou, we win as a team.
Requirements:
- SaaS Sales Expert: Minimum of 5 years of B2B SaaS sales experience, with a proven track record of exceeding annual new business sales quotas.
- Hospitality Technology Experience: Deep domain experience in the hotel/travel industry ideally focused on the technology sector.
- Tech Stack Fluency: You possess experience and understanding of the hotel tech stack, including ORM, Distribution (CRS, IBE), Revenue Management Systems (RMS), and Customer Relationship Management (CRM).
- The Skillset: Strong presentation and negotiation skills. You can command a room (virtual or physical) and navigate complex commercial discussions with C-Level executives.
- Language: Fluency in English language skills in spoken and written - any other language is a benefit.
Benefits:
- Working in a global, diverse, and collaborative team
- Flexible working hours allowing you the freedom to shape your work-life
- Remote-friendly environment
- On-going career development, training, and coaching
- Six days for learning & development
- Celebrate in style at our team events (in-person and virtually)
- Social benefits and perks based on location
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