SMB Account Executive

About the role

You will own the entire sales cycle for designated hotel accounts, from initial discovery through contract signing and onboarding. You will partner closely with hospitality-specific AI experts to demonstrate how Canary's platform solves real operational challenges for hotels. You will leverage data and insights to uncover new revenue opportunities and expand usage across existing customer portfolios. You will act as the primary point of contact for strategic initiatives, aligning product feedback and roadmap priorities. You will build and maintain executive-level relationships that influence purchasing decisions and long-term vision. You will consistently communicate market positioning and competitive advantages to differentiate Canary in a crowded marketplace. You will forecast pipeline metrics and manage territories to ensure predictable revenue growth quarter over quarter. You will mentor junior team members on best practices for engaging with hotel decision makers and closing complex deals.

Key facts

What you'll do

Conduct in-depth discovery sessions with hotel executives, owners, and general managers to clarify strategic priorities.

Architect tailored value propositions that link Canary's AI capabilities to specific operational and financial outcomes for each property.

Develop multi-threaded relationship maps that identify economic buyers, influencers, and champions within target organizations.

Deliver compelling virtual and in-person product demonstrations that highlight workflow automation, guest experience enhancements, and revenue impact.

Collaborate with implementation and success teams to ensure smooth handoffs and realistic expectation setting during the sales process.

Negotiate contract terms, service level agreements, and pricing structures to align with customer needs and company objectives.

Maintain accurate and timely records in the CRM, including pipeline stages, objections, and next steps for each account.

Coordinate cross-functional input from product, marketing, and support to refine messaging and address competitive threats.

Analyze win and loss patterns to adjust selling techniques and improve conversion rates across similar hotel segments.

Own weekly pipeline reviews, forecast accuracy, and territory coverage to ensure consistent progress toward revenue goals.

Champion customer success stories and referenceable deployments to accelerate new sales cycles and reduce churn.

Educate internal stakeholders on hotel industry trends and use cases that drive adoption of AI-powered hospitality solutions.

Qualify inbound leads from marketing campaigns and assess fit based on organizational readiness and decision-making capacity.

Present quarterly business reviews and executive updates that reinforce the strategic value of ongoing platform usage.

Requirements

Must possess a Bachelor's degree or equivalent practical experience in hospitality, business, marketing, or a related field.

Must have a proven track record of selling SaaS solutions to hotel companies, with at least two closed deals in the past 24 months.

Must demonstrate fluency in hotel distribution systems, revenue management concepts, and key performance metrics such as RevPAR and ADR.

Must be comfortable working with C-level stakeholders and navigating complex enterprise sales processes in a B2B environment.

Must have strong written and verbal communication skills, with the ability to tailor messaging for different audiences within a hotel organization.

Must exhibit resilience and discipline in managing a pipeline that includes multiple stages and long sales cycles.

Must be proficient in using CRM tools to document interactions, track activities, and report on pipeline health accurately.

Must be authorized to work in the United States and not require sponsorship for employment at this time.

Nice to have

Experience selling AI-driven technology solutions to hospitality or related verticals.

Knowledge of hotel property management systems, channel managers, and central reservation platforms.

Familiarity with sales methodologies such as MEDDICC or Challenger Sale in enterprise contexts.

Background in business development for brands with multiple owned, managed, and franchised locations.

Practical notes

This is a full-time position based in Dallas, TX, with standard office hours aligned with the business needs of a growing team.

Candidates must be eligible to work in the United States without requiring sponsorship.

Travel may be required to meet customers, attend industry events, and participate in training sessions as needed.

Applications will be reviewed on a rolling basis until the role is filled, so early candidates are encouraged to apply promptly.