Phunware is accelerating its growth within the hospitality industry, with a strategic focus on spatially complex resorts, luxury resorts, destination properties, casino resorts, and large independent hospitality groups. As demand for our AI-powered Guest Intelligence Platform continues to grow, we are expanding our enterprise sales team with a dedicated Sales Director, Resorts.
This role is a true enterprise hunter responsible for identifying, developing, and closing new business opportunities within the resort segment. The Sales Director will own a defined territory and work closely with Marketing, Business Development, Customer Success, and Executive Leadership to expand Phunware's presence across North America.
Success in this role will come from building executive relationships, maintaining a disciplined sales process, and consistently generating new logo revenue. This position requires frequent travel, strong hospitality industry knowledge, and a passion for helping leading resort brands transform the guest experience through mobile engagement, AI Concierge, digital wayfinding, and personalized guest experiences.
Core Responsibilities
- Own new business development within an assigned portfolio of resort and hospitality accounts.
- Develop and execute a strategic territory plan focused on acquiring new resort customers.
- Prospect, qualify, and close complex enterprise SaaS opportunities with resort ownership groups, operators, and executive leadership.
- Build executive relationships across Operations, IT, Marketing, Digital, Revenue Management, Guest Experience, and Ownership groups.
- Conduct in-person property visits, executive meetings, and regional travel to strengthen customer relationships and accelerate opportunities.
- Maintain accurate pipeline management, forecasting, and opportunity progression within HubSpot CRM.
- Execute a disciplined sales methodology (MEDDPICC) while maintaining accurate forecasting and sales activity metrics.
- Collaborate closely with Marketing and Business Development to convert inbound and outbound campaigns into qualified opportunities.
- Partner with Product, Customer Success, and Implementation teams to ensure a seamless customer experience throughout the sales process.
- Represent Phunware at industry conferences, trade shows, customer events, and hospitality association meetings.
- Continuously develop expertise in hospitality technology trends and competitive positioning.
- Achieve or exceed quarterly and annual revenue objectives.
Background & Experience
- 10+ years of hospitality sales experience with a consistent history of quota attainment.
- Demonstrated success selling complex enterprise software with multi-stakeholder buying committees.
- Experience selling into resort organizations, hotel management companies, or enterprise hospitality groups preferred.
- Proven ability to generate pipeline through outbound prospecting, networking, referrals, and industry relationships.
- Experience managing long enterprise sales cycles from discovery through contract execution.
- Strong understanding of CRM best practices, pipeline management, and forecasting.
Preferred Industry Experience
Preference given to candidates with experience selling solutions such as:
- Hospitality Technology
- Guest Experience Platforms
- Mobile Applications
- PMS
- CRS
- Revenue Management
- Digital Guest Engagement
- AI Platforms
- Hotel Operations Technology
- Enterprise SaaS
Skills & Capabilities
- Enterprise hunter mentality with a passion for new logo acquisition.
- Executive presence with the ability to communicate effectively with C-level hospitality leaders.
- Strong discovery, qualification, and consultative selling skills.
- Excellent territory planning and account management abilities.
- Highly organized with exceptional CRM discipline.
- Ability to manage multiple complex opportunities simultaneously.
- Comfortable operating in a fast-paced, entrepreneurial environment.
- Strong written and verbal communication skills.
- Collaborative team player who works effectively across Sales, Marketing, Product, and Customer Success.
- Self-motivated with a high level of accountability and ownership.
Travel Expectations
This is a field-based enterprise sales role requiring regular travel throughout North America.
Expected travel includes:
- Up to 50% travel throughout assigned territory
- 1-2 customer trips per month
- Regular on-site meetings with resort executives and property leadership
- Attendance at approximately 4-6 hospitality conferences and industry events annually
- Executive dinners, networking events, and customer relationship activities
Travel is considered a critical component of building trusted customer relationships and accelerating enterprise sales opportunities.
Success in the First 12 Months
Success in this role will be measured by the ability to build a high-quality sales pipeline and consistently deliver new revenue within the resort market.
Key indicators include:
- Achievement of annual revenue quota
- Growth of qualified resort pipeline
- Consistent new logo acquisition
- Strong forecasting accuracy and CRM discipline
- High levels of customer engagement through in-person meetings and executive relationships
- Increased market awareness of Phunware within the resort segment
- Effective collaboration across Marketing, Partnerships, Product, and Customer Success
