Enterprise/ Strategic Account Executive

About the role

You will own the full sales cycle for strategic enterprise opportunities within the global hospitality sector, driving expansion across existing accounts and new verticals. This position requires you to architect tailored solution proposals that align advanced AI capabilities with specific property management and operational requirements for large portfolios. You will guide high value deals from initial contact through closure and expansion, ensuring seamless coordination with internal specialists to design effective implementations. A core part of this role involves translating complex technological capabilities into clear business outcomes that resonate with executive decision makers at the highest levels. You will champion product value during executive briefings to frame return on investment and long term strategic advantage for ownership stakeholders. Building and maintaining pipeline visibility through accurate records of stakeholder concerns, decision criteria, and timelines is essential for managing complex sales cycles. You will partner closely with customer success teams to identify reference sites and case study candidates among current clients to strengthen future proposals.

Key facts

What you'll do

• Investigate strategic hotel groups to uncover expansion paths within existing relationships and unexplored verticals using data driven insights.
• Architect tailored solution proposals that align Canary Technologies AI capabilities with specific property management requirements and operational constraints.
• Champion product value during executive briefings to frame return on investment for ownership stakeholders and influence strategic decision making.
• Coordinate cross functional support to ensure implementation teams understand contractual nuances, operational constraints, and customer expectations.
• Guide procurement discussions to address discount structures, licensing terms, and multi year commitments while protecting margin and long term value.
• Translate technical documentation into accessible formats for nontechnical leaders during selection committee reviews to clarify benefits and reduce complexity.
• Build pipeline visibility through accurate records of stakeholder concerns, decision criteria, timelines, and perceived risk factors within the sales system.
• Partner with customer success teams to identify reference sites and case study candidates among current clients to build compelling proof points.
• Navigate procurement and legal discussions to ensure alignment with corporate standards, compliance requirements, and regional regulations.
• Conduct discovery sessions with C level stakeholders to uncover strategic priorities, pain points, and growth initiatives within large hospitality portfolios.
• Develop multi year roadmap proposals that illustrate phased adoption, scalability, and evolving value across diverse geographic markets.
• Leverage competitive intelligence to position Canary Technologies effectively against alternative property management platforms and emerging solutions.
• Facilitate internal alignment sessions to ensure commercial, technical, and operational teams are prepared for complex enterprise deployments.
• Monitor key performance indicators related to adoption, satisfaction, and expansion to inform ongoing account management strategies.
• Drive the creation of executive level business cases that quantify efficiency gains, revenue uplift, and operational optimization for global portfolios.

Requirements

You must bring at least three years of experience selling complex software to enterprise clients in the hospitality sector. A demonstrated history of selling property management systems with values around two hundred million dollars to major hotel brands is essential for this role. You must be fluent with solutions from Oracle, Mews, Cloudbeds, and other property management platforms to effectively address diverse customer environments. An understanding of distribution channels, including global sales agencies and management company structures, is required to navigate complex buying committees. You should hold a proven ability to manage negotiations involving budgets exceeding one million dollars across multiple stakeholders and conflicting priorities. Proficiency with Salesforce, Gong, and Outreach is required, along with disciplined data hygiene practices to maintain accurate pipeline records. You must be capable of working full time from the New York, New York location as specified for this position. Strong communication skills are necessary to articulate sophisticated product narratives to executive audiences in a concise and compelling manner. A results oriented mindset and the discipline to manage multiple concurrent deals at various stages of the sales cycle are mandatory for success.

Nice to have

Experience serving multinational hotel portfolios with operations in multiple regions and time zones is a plus for this role.