Director of Sales, Plate IQ
Hospitality
Accounts payable automation
Be an early applicant
Accounts payable automation
201-500 employees
Be an early applicant
201-500 employees
Company mission
Plate IQ's mission is to make life a little easier for anyone eager to spend less time on AP and more time growing their business.
Role
Who you are
- This role requires a strategic thinker with a strong sales background in a growth-stage SaaS company, exceptional leadership skills, a proven track record of success in SMB, mid-market, enterprise sales, and direct experience selling to software hospitality property management groups and/or hotels
- Bachelor's degree in Business, Marketing, or a related field is preferred
- Minimum of 5 years of progressive sales and leadership experience in a growth-stage SaaS company
- Proven track record as a high-performing Enterprise Account Executive or similar role
- Significant experience selling to software hospitality property management groups and/or hotels
- Strong leadership and team management skills are highly preferred
- Results-oriented with a passion for exceeding sales targets
- Excellent communication, negotiation, and interpersonal skills
- Strong problem-solving skills and a proactive approach to challenges
- Strategic thinker with the ability to execute tactically
- Proficient in CRM software (e.g., Salesforce, HubSpot), sales automation, and sales analytics tools
- Proven experience developing and implementing sales enablement strategies to improve sales performance
- Ability to analyze sales data and market trends to make informed decisions
- High level of integrity and professionalism
- Strong organizational skills with the ability to manage multiple priorities
- Deep understanding of the hospitality industry and its unique challenges and opportunities
- Ability to thrive in a fast-paced, dynamic growth-stage startup environment
What the job involves
- Ottimate is seeking a dynamic and results-driven Director of Sales - Hospitality to lead a team of 5-6 Account Executives focused on selling our SaaS solutions to the hospitality vertical
- Team Leadership: Lead, coach, and motivate a team of 5-6 Account Executives to achieve and exceed sales targets
- Sales Strategy and Pipeline Management: Develop and implement effective sales strategies to drive revenue growth within the hospitality vertical. Oversee and manage the sales pipeline, ensuring accurate forecasting and effective pipeline management
- Performance Management: Monitor team performance, provide regular feedback, and conduct performance reviews to ensure continuous improvement and development
- Training and Development: Identify training needs for the sales team and provide ongoing training and development opportunities. Develop and implement sales enablement strategies to equip the sales team with the tools, resources, and training they need to be successful
- Customer Engagement and Success: Foster strong relationships with key clients and prospects, understanding their needs and positioning our solutions to meet their business objectives. Partner with the customer success team to ensure smooth onboarding and ongoing satisfaction of new clients
- Collaboration: Work closely with the Director of Sales, marketing, and product teams to align sales strategies with overall company goals and product offerings
- Reporting: Prepare and present regular sales reports, insights, and recommendations to the Director of Sales and executive team
- Market Insights: Stay informed about industry trends, competitive landscape, and emerging opportunities within the hospitality sector
- Sales Process Improvement: Continuously evaluate and improve sales processes, methodologies, and tools to enhance efficiency and effectiveness
- Budget Management: Assist in the development and management of the sales budget, ensuring efficient allocation of resources
- Event Participation: Represent the company at industry events, conferences, and trade shows to promote our solutions and network with potential clients
Application process
- Stage 1: Applied
- Stage 2: Review
- Stage 3: HR Phone Screen
- Stage 4: Hiring Manager Review
- Stage 5: Interview with Hiring Manager
- Stage 6: Interview with Leadership Team
- Stage 7: Offer
- Stage 8: Hired
Our take
Accounts payable is a cumbersome side of financial management for the hospitality and restaurant sectors. High volume of deliveries of variable frequencies and size, along with the substantial chance of damage to perishable items, means that keeping track of short-term credit to various sellers is a tricky business. With belts having been drastically tightened across the hospitality sector in recent years, labor-intensive paper invoicing and back-office administration no longer cuts the mustard.
Plate IQ’s solution is to effect digital transformation across B2B payments and accounts payable in the hospitality sector. The company’s VendorPay allows customers to make payments directly to over 200,000 vendors straight from their AP platform, thereby streamlining and resolving the late payments issue that’s been growing steadily in the sector over recent years.
Margins in the sector are famously tight, so even the most modest of operational improvements can make substantial gains for hospitality businesses. Indeed, over 20,000 restaurants, hotels and grocery chains across the US are using Plate IQ’s platform, including leading brands such as Best Western, Holiday Inn and Foodtown.
Following a high degree of fundraising, the company has developed its product to suit verticals outside the hospitality and food sectors, and is now offering its services to accounting firms and other businesses. Building on past successes this area may grow to be the central plank of Plate IQ's offering going forward.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Nov 2021
$160m
SERIES B
Mar 2017
$4m
SERIES A
Total funding: $164.5m
Company benefits
- Health & Retirement - We offer comprehensive medical, dental, vision coverage as well as a 401(k)
- Paid Time Off - We offer plenty of vacation and personal time off to give you the time to step away, unwind, and recharge
Company HQ
Downtown, Oakland, CA
Articles
Leadership
Barrett Boston
(CEO, not founder)Was previously CRO & Executive Officer for TriNet. Before that was President, Americas with TravelClick and Vice President at IBM.
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