M3 (www.m3as.com) is a leading provider of hospitality-specific software solutions, delivering cloud-based tools for hotel accounting, financial reporting, labor management, payroll, and business intelligence. Built by hoteliers for hoteliers, M3 empowers hotel owners, operators, and management companies to streamline back-office operations, reduce costs, gain real-time insights, and drive portfolio performance across thousands of properties in North America and beyond.
Description Summary:
The Sales Executive, Growth is a full-cycle sales role responsible for self-generating, developing, and closing new business within the Growth segment of M3's ideal customer base, promoting all M3 product platforms as well as M3's outsourced accounting services. This position reports to the Vice President, Sales, and plays a vital role in achieving sales goals by collaborating with the Vice President, Sales, Chief Sales & Marketing Officer, Vice President, Revenue Operations, and Marketing Team to develop effective business plans and pipeline-generation strategies.
The Sales Executive, Growth owns the entire sales cycle, from prospecting and outreach through discovery, solution presentation, negotiation, and close, and is expected to build their own pipeline rather than rely on inbound or handed-off leads. The Sales Executive, Growth will engage with prospective customers in the hospitality industry and recommend appropriate M3 products and services based on the prospect's specific business requirements. This role requires effective use of M3-approved Customer Relationship Management (CRM) tools (Salesforce) and sales engagement tools (Gong amongst others) to maintain accurate prospect and customer data, sales opportunity details, and information that assists in a successful and efficient product and/or service implementation. Some travel to customer meetings and industry events is required.
Essential Duties:
The duties listed below are the essential functions of this position, and they may change as the needs of the company demand. All associates are expected to do what is necessary to get the work done and to cooperate fully with their supervisor’s requests for additional or altered duties.
- Self-Generated Pipeline: Own the creation of new sales opportunities within the Growth segment from start to finish. Research and identify target accounts, then source and qualify opportunities through outbound calling, email, social selling, networking, referrals, and industry events.
- Develop and Implement Business Plan: Create an annual business plan, including a target account list and prospecting strategy, to achieve the Annual Recurring Revenue (ARR) sales goals assigned to the Growth segment, conforming to pre-established Key Performance Indicators (KPIs) for the job description, including activity, pipeline creation, conversion, and closed-won targets.
- Outbound Prospecting: Execute consistent, high-volume, multi-channel outreach using Salesforce, Gong, and other M3-approved tools to engage decision-makers at hotel owner, operator, and management companies and book qualified discovery meetings.
- Marketing Alignment: Work with sales management and the M3 marketing team to leverage campaigns, content, webinars, and events that support Growth segment prospecting. Marketing-sourced leads supplement, but do not replace, self-sourced pipeline.
- Discovery Consultation Call: Uncover business needs of hotel owners, operators, and management companies that position the Sales Executive, Growth to recommend suitable M3 products and services that best meet the prospect's business requirements.
- Advantages and Benefits Consultation: Consult with potential customers regarding the advantages and benefits of implementing M3 software solutions based on the information gathered during discovery consultations, including product demonstrations and business-case presentations.
- Negotiate and Close: Lead proposals, pricing discussions, and contract negotiations, and drive opportunities to signed agreements. Work with the Vice President, Sales, and the M3 Sales Enablement/Training team to apply strategies that advance opportunities toward closure.
- Customer Handoff: Partner with implementation and onboarding teams to ensure a smooth transition from closed sale to go-live, and share the information gathered during the sales cycle.
- Pipeline Management and Forecasting: Continuously evaluate the status of all opportunities and maintain accurate stages, close dates, and forecasts in Salesforce. Progress to monthly, quarterly, and annual sales quotas will be reviewed with the Vice President, Sales on a regular basis, shared with the collective sales team on the Weekly Forecast Call, and updated as requested. Sales quotas are established and updated annually, based on overall company objectives.
- Database Management: Create and update a database of prospective sales opportunities using Salesforce. Outside or unapproved databases or data storage methods are not to be used without sales management review and authorization. M3 retains the exclusive right to all prospects or customer contact and activity data. This data is not to be communicated outside of M3 or retained for personal use or any use other than to perform M3 duties.
- Industry Engagement and Travel: Represent M3 at industry conferences, networking events, and customer or prospect meetings, as required to meet M3 sales goals.
- Relationship Building: Develop and maintain internal and external relationships to facilitate new customer sales and generate referrals, using methods that include but may not be limited to telemarketing, industry research, networking, and social media marketing to build a steady and consistent pipeline.
- Sales Commission Reporting: M3 pays sales commissions quarterly based on the Percentage of Attainment toward individual goals. The M3 VP, RevOps, performs all calculations. These calculations will be communicated following the close of each quarter. The Sales Executive, Growth will be responsible for reviewing the documentation and indicating that the calculations are correct, or providing data to make any necessary corrections. This review and audit are required within 5 days of receiving the reports from the VP, RevOps. Periodic sales incentives may be offered and would follow the same policy.
- Expense Reporting: Submit expense reports to the Vice President, Sales, weekly. Failure to submit expense reports by the required timelines may result in declined reimbursements.
- Other duties as assigned.
Education/Training/Experience:
- A minimum of 2 or more years of experience in a directly related, full-cycle sales position is Required
- Completion of a Bachelor's Degree is Required. Strong preference for the completion of a major in Sales, Marketing or Business; or an equivalent combination of education and experience.
- Proven track record of self-sourcing pipeline and closing new business, with experience in software or technology sales preferred.
- Comfortable with high-volume outbound prospecting, including cold calling, email, and social selling.
- Strong understanding of the hospitality industry and its accounting practices preferred.
- Excellent communication, presentation, and negotiation skills
- Must have strong written and verbal skills in English and ability to communicate effectively.
- Must be able to build and maintain positive business relationships with co-workers and other business contacts.
- Must demonstrate problem solving, critical thinking, self-motivation, and initiative skills.
- Must have knowledge of a variety of computer software applications especially in MS Office.
- Proficiency in using CRM tools, preferably Salesforce, for database management and sales reporting is required.
- Proficiency with Sales Enablement tools like Gong or SalesLoft is required.
