Vice President Sales, SMB

Tripleseat•Boston, MA

5d•$200,000 - $225,000•Onsite

About The Position

Tripleseat is the leading web-based event management and sales platform designed for restaurants, hotels, and unique venues. Our mission is to simplify and streamline the event planning process, allowing our clients to focus on delivering exceptional customer experiences. We pride ourselves on fostering a collaborative, innovative work environment that encourages growth and development. The Vice President, Sales – SMB Restaurants & Unique Venues (UV) is responsible for developing and executing a "Hospitality First" sales strategy that drives revenue growth within the Small to Mid-Sized Business (SMB) Restaurants and Unique Venues (UV) segments. Reporting to the Chief Growth Officer, this senior leader will oversee a team of Directors of Sales and Account Executives, focusing on customer acquisition, retention, revenue growth, and market expansion. The ideal candidate will be a proven sales leader with deep hospitality industry knowledge. This leader will understand the unique needs and challenges of businesses in this space and leverage a customer-centric, hospitality-focused approach to ensure the sales team can provide value-driven solutions that enhance profitability, operational efficiency, and customer experience for hospitality-based clients.

Requirements

Proven leadership experience in managing high-performing sales teams and scaling revenue growth.
Deep understanding of the hospitality industry, with the ability to translate hospitality business needs into high-value sales solutions.
Strong strategic thinking and problem-solving skills to drive sales planning and execution.
Expertise in sales methodologies (e.g., Challenger Sales, SPIN Selling, MEDDIC).
Strong financial acumen, with experience in P&L management and sales forecasting.
Ability to develop and implement scalable sales processes that drive efficiency and productivity.
Proficiency in CRM tools and sales analytics to optimize data-driven decision-making.
Strong negotiation and contract structuring skills to close complex B2B deals.
A customer-first mindset, with the ability to build strong relationships and drive customer success.
Hospitality-Centric Leadership – A passion for enhancing guest experiences and driving profitability for hospitality clients.
Visionary & Strategic Thinker – Ability to set and drive long-term sales growth strategies.
Executive Leadership Presence – Confident in managing teams and engaging senior stakeholders.
Mentor & People Developer – Dedicated to coaching and empowering sales managers for career growth.
Competitive & Goal-Oriented – Strives for continuous revenue and efficiency improvement.
Data-Driven Decision-Maker – Uses analytics to guide strategic sales planning.
Resilient & Agile – Adapts to changing market dynamics and business challenges.
Cross-Functional Collaborator – Works effectively with internal and external stakeholders.
10+ YEARS OF SALES LEADERSHIP EXPERIENCE, WITH A TRACK RECORD OF LEADING SALES DIRECTORS TO SCALE SALES ORGANIZATIONS AND DRIVE REVENUE GROWTH.
7+ years managing field sales teams in the SMB segment.
Experience selling to hospitality businesses or working within the hospitality industry (e.g., hotels, event venues, restaurants, entertainment).
Ability to understand hospitality-driven operational needs and create sales strategies that drive profitability, efficiency, and guest experience improvements.
Experience leading high-performing sales managers and Account Executives.
Strong experience in SaaS, technology, or B2B sales within SMB markets.
Experience working cross-functionally with marketing, finance, and operations teams to drive go-to-market success.
Strong negotiation, closing, and customer relationship management skills.
Bachelor’s degree required (Business, Sales, Marketing, Hospitality Management, or related field).

Responsibilities

Champion a "Hospitality First" sales strategy, ensuring sales teams understand and address the unique needs of hospitality-driven businesses.
Achieve revenue and profitability targets set by the Chief Growth Officer.
Lead, mentor, and manage a team of Directors of Sales and Account Executives, ensuring strong leadership and sales performance.
Develop and execute an SMB - Restaurants & UV sales strategy that prioritizes value creation, guest experience enhancement, and operational efficiency for hospitality-based clients.
Define and implement a scalable territory coverage model that enhances efficiency and maximizes growth potential.
Collaborate with marketing leadership on demand generation and lead nurturing initiatives that align with the hospitality market.
Oversee sales forecasting, pipeline management, and performance tracking, ensuring accuracy and data-driven decision-making.
Ensure seamless integration of sales operations and CRM utilization, optimizing analytics for strategic insights.
Manage the P&L for the SMB - Restaurants & UV sales function, optimizing cost structures and improving sales efficiency.
Partner with finance and product management teams to develop competitive pricing and discounting strategies tailored for hospitality businesses.
Develop sales compensation plans that align incentives with revenue, profitability, and customer success.
Foster executive-level relationships with key customers to drive retention, expansion, and strategic partnerships within the hospitality sector.
Represent the organization at hospitality industry events, conferences, and customer engagements to enhance market presence and thought leadership.
Drive cross-functional collaboration with sales enablement, customer success, and channel partners to create a seamless buying experience.
Other related duties as assigned.

Benefits

Competitive Medical, Dental, and Vision Insurance: Comprehensive coverage to support health and well-being.
Company Paid Life Insurance, Short- and Long-Term Disability Plans: Protection and peace of mind in unforeseen circumstances.
Supplemental Insurance Options: Optional critical illness, accident, and hospital plans.
Commuter Benefits: Transit and parking benefits, where applicable.
401(k) with Company Match: Helping employees save and plan for retirement.
Parental Leave: Support for new parents through birth, adoption, or foster care.
Flexible Paid Time Off: Encouraging work-life harmony and balance.
LinkedIn Learning Access: On-demand professional development courses.
Pet Insurance: Supporting the well-being of furry family members.
Employee Discount Programs: Exclusive savings through employee perk platforms.