Full-Cycle Sales Representative

About the role

You will own the entire sales cycle from initial prospect discovery to contract signing and post-sale onboarding, acting as the primary point of contact for hotel customers. You will partner closely with internal stakeholders to understand complex hotel operations and tailor Canary solutions that align with specific revenue and guest experience goals. This role requires you to build trusted relationships with high-level decision makers across hotel brands, guiding them through the value of AI-powered hospitality technology. You will leverage data and market insights to forecast demand, identify expansion opportunities, and develop strategic account plans that position Canary as a long term partner. You are responsible for documenting every interaction meticulously to ensure seamless handoffs between sales, implementation, and success teams. This position demands resilience, adaptability, and a growth mindset as you navigate competitive landscapes and negotiate terms that reflect Canary's value. You will continuously refine your pitch and discovery techniques based on feedback from prospects and colleagues to improve conversion rates. Ultimately, you will drive new customer acquisition and revenue growth while embodying the Canary mission to modernize hotels through innovative software powered by hospitality-specific AI.

Key facts

What you'll do

Conduct in depth discovery sessions with hotel executives and operational leaders to uncover pain points, objectives, and key performance indicators.

Create tailored demonstrations of the Canary platform that highlight relevant features for property size, brand standards, and guest demographics.

Collaborate with technical and success teams to design implementation roadmaps that address integration requirements and timeline constraints.

Develop and maintain a comprehensive understanding of competitor offerings, pricing models, and market positioning within the hospitality technology space.

Utilize CRM tools to track pipeline stages, forecast revenue, and ensure accurate reporting of activities and outcomes to leadership.

Establish and manage a robust sales pipeline that balances top of funnel activity with mid funnel nurturing and bottom funnel closing efforts.

Present ROI analyses and business case documentation that clearly illustrate cost savings, revenue uplift, and guest satisfaction improvements for hotel customers.

Coordinate cross functional workshops to align sales, product, and customer success teams on strategic initiatives and feature enhancements.

Build and maintain strong relationships with key stakeholders including general managers, revenue managers, and IT decision makers within each account.

Adapt messaging and solution recommendations to reflect evolving industry trends, such as dynamic pricing, contactless guest interactions, and automation opportunities.

Negotiate contract terms, service level agreements, and pricing structures to secure mutually beneficial agreements while protecting company interests.

Leverage customer success stories, case studies, and reference calls to build credibility and reduce perceived risk during the sales process.

Monitor market feedback and channel insights to inform product messaging, positioning, and go to market strategies on an ongoing basis.

Participate in sales enablement initiatives by contributing insights, best practices, and competitive intelligence to improve team performance.

Achieve and exceed assigned quotas for new customer acquisition, pipeline generation, and closed won business within designated territories.

Requirements

Candidates must have a proven track record of selling complex technology solutions to enterprise level clients in the hospitality or adjacent sectors.

You must demonstrate the ability to manage multiple priorities in a fast moving environment while maintaining attention to detail and accuracy.

Strong written and verbal communication skills in English are required to engage with executives, technical teams, and stakeholders at all levels.

A minimum of five years of full cycle sales experience is mandatory, with at least two years focused on software as a service or technology driven offerings.

You should be comfortable working remotely or hybrid arrangements while traveling domestically and internationally to meet customers and partners.

Proficiency with CRM platforms, sales automation tools, and data analysis is essential for tracking activities and forecasting performance.

Candidates must be authorized to work in the country where the position is based without requiring sponsorship, and relocation is not offered for this role.

A results driven mindset with the discipline to manage a pipeline, adhere to quotas, and consistently close new business is expected.

Nice to have

Experience working with hotel brands, franchise organizations, or hospitality management companies is preferred.

Familiarity with property management systems, channel managers, and revenue management tools is advantageous.

Understanding of AI concepts and how emerging technology can transform guest experiences is a plus.

Background in consultative selling or solution selling methodologies is beneficial.

Knowledge of startup environments, Y Combinator backed companies, or fast growth scale up experiences is valued.

Practical notes

This is a full time position based primarily in Barcelona, with flexibility for remote work.

Travel requirements may include domestic and international visits to customer sites and industry events.

Candidates must be authorized to work in Spain without requiring visa sponsorship for this role.

No relocation assistance is provided for this position.