Regional Director of Sales, Sonder
Europe
Serviced apartment provider
Be an early applicant
Serviced apartment provider
1001+ employees
Be an early applicant
1001+ employees
Company mission
To redefine hospitality by bringing exceptional stays everywhere.
Role
Who you are
- This is a high-impact, leadership role requiring strategic thinking, strong financial acumen, operational collaboration, and an ability to build high-performing, customer-centric teams
- 10+ years of progressive sales and commercial leadership experience in hospitality, travel, or service-based industries
- Bachelor’s degree in Business, Hospitality, or a related field; or equivalent combination of education, training, and experience
- Local or regional expertise in the corporate housing/relocation segment is preferred
- Proven success in driving revenue growth, managing financial targets, and leading high-performing teams in a fast-paced environment
- Deep understanding of hospitality sales processes, revenue management principles, pricing strategies, and distribution channels
- Strong background in building account strategies, negotiating contracts, and maintaining high-value client relationships
- Ability to collaborate across multiple functions (Sales, Revenue Management, Operations, Marketing, Finance)
- Experience managing teams using KPI-driven performance management practices
- Highly organized, strategic, data-driven, and adaptable to dynamic business needs
- Fluent in English; fluency in another European language (French, Italian, or Spanish) advantageous
- Passionate about building something new and leaving a lasting mark in a growing, global organization
What the job involves
- The Regional Director of Sales is responsible for overseeing all sales and commercial efforts for Europe
- This includes developing and executing sales strategies, leading regional commercial teams, driving financial performance, strengthening key client relationships, and collaborating cross-functionally with Revenue Management, Marketing, Operations, and Finance
- This experienced leader will report directly to the Regional Vice President Europe, partner closely with the Sonder Key Account Team to drive incremental revenue from strategic Marriott Global Accounts and will ensure alignment with Sonder by Marriott Bonvoy’s broader revenue and profitability targets
- The Regional Director will represent Sonder externally at industry events, trade shows, and within key business communities
- Oversee all commercial and sales efforts for the assigned region(s) to drive overall revenue growth, maximize market share, and support Sonder’s global business objectives
- Lead, coach, develop, recruit, and retain top commercial talent, managing team performance and evaluating success against defined KPIs
- Deliver budgeted revenues across all revenue streams (Rooms, Group, Corporate, Relocation, etc.) while actively managing costs, routes to market, channel shifts, and marketing/eCommerce opportunities
- Collaborate with GM (General Managers), Finance, and Operations Manager to maximize profitability in line with GOP and EBITDA targets
- Develop and execute comprehensive local sales strategies and action plans based on market intelligence, emerging trends, and company goals
- Partner with the Sonder Key Account Team to drive incremental production from strategic Marriott Global Accounts within the region
- Work closely with the Regional Revenue Director and the market Revenue Managers to establish optimal market mix, validate forecasts, develop demand strategies, and approve both retail and group pricing decisions
- Ensure Business Review Guidelines, Pricing Strategies, and Rate Quotation Strategies are implemented and maintained to optimize revenue and achieve positive group market share growth
- Support marketing coordination for the region by collaborating on sales, marketing, and public relations initiatives; liaise with company marketing and brand teams to ensure maximum property and brand exposure
- Build and maintain strong relationships with key stakeholders, property ownership groups, hotel teams, and corporate support teams to maximize commercial performance
- Negotiate contract terms with accounts and partners to create mutually beneficial, long-term agreements
- Represent Sonder by Marriott Bonvoy externally by participating in industry organizations, trade shows, events, and client activities
- Analyze account production, regional sales trends, and booking patterns; translate findings into proactive sales strategies and recommendations
- Liaise with Revenue and Sales senior leadership and/or HoDs (head of department) the VP of Revenue and Director of Global Sales Operations to present strategic initiatives, performance updates, and market recommendations to key stakeholders
- Serve as an internal advocate for customer and partner needs across all teams, ensuring a collaborative approach to account management and guest satisfaction
- Champion Sonder by Marriott Bonvoy’s brand standards and value proposition in all customer and partner interactions
Our take
Sonder is revolutionizing the hospitality industry through tech-powered services and thoughtfully designed accommodations to provide customers with a seamlessly managed experience. The company manages over 9,000 live & contracted units, from spacious rooms to fully equipped suites and apartments, across 40+ cities in 10 countries.
Whereas hotels simply rent rooms, and Airbnb connects hosts and guests, Sonder partners with real estate owners and landlords to manage and operate entire multi-unit buildings. This allows the company to create consistently good experiences. Its apartments feature luxury hotel perks like modern design, professional cleaning, fresh towels, boutique toiletries, and an innovative app-based concierge.
While its main competition has come from hotels, Sonder has expanded into the hotel business as well, adding a substantial number of units to its management portfolio. The company’s continued global expansion and innovative technological guest experiences have the company well set to see continued success.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-2% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jun 2020
$170m
SERIES E
Jul 2019
$225m
SERIES D
Total funding: $530.4m
Company benefits
- Stock option plan: Our success is your success. Exempt employees are part of our generous equity plan
- Vacation: Exempt team members have paid time off. Non-exempt team members accrue paid time off
- Health and wellbeing: All employees have access to our medical, dental, vision, life, and disability insurance plans
- Travel perks: All employees receive annual credits towards Sonder bookings, as well as stay discounts for friends and family
- Snacks & drinks: Our offices are stocked with a great selection of snacks, coffee, tea, and more
Company HQ
Design District, San Francisco, CA
Leadership
Francis Davidson
(Co-Founder & CEO)After having studied Philosophy and Economics at McGill University, they co-founded Sonder. In 2017 they were included in the Forbes 30 under 30 for Consumer Technology.
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