Sales Manager (Player-Coach), Property Management Systems (PMS)

It's fun to work in a company where people truly BELIEVE in what they're doing! Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients. Job Summary: The Sales Manager, Property Management Systems (PMS) is a hands-on, quota-carrying sales leader responsible for driving new logo revenue while leading and coaching a team of Account Executives on our Signature team selling IQware/Megasys and Resort Data Processing solutions. This role blends individual sales execution with frontline leadership, owning personal bookings while ensuring team-wide pipeline health, forecast accuracy, and disciplined deal execution. Individual Contributor (Selling) Responsibilities Carry a personal new-logo quota focused on hospitality operators including hotels, resorts, municipalities, state/provincial park systems, and publicly managed lodging facilities across SMB, mid-market, and enterprise segments. Prospect and develop new opportunities through outbound activity, inbound leads, industry relationships, events, and strategic targeting of government and concession-managed lodging portfolios. Lead consultative discovery with GMs, ownership groups, IT leaders, revenue management, and operations teams to understand property workflows, pain points, and growth objectives. Present and demo PMS solutions (IQware/Megasys, RDP) tailored to operational complexity, integrations, and guest experience outcomes. Own complex, multi-stakeholder sales cycles including pricing, contract negotiation, legal review, and procurement processes. Manage RFP responses where applicable, partnering cross-functionally to deliver compelling and compliant submissions. Maintain a strong personal pipeline in Salesforce, leveraging dashboards to manage deal velocity, forecast accuracy, and activity prioritization. Stay current on hospitality technology trends, competitive PMS landscape, and evolving operator needs. Sales Management & Leadership Responsibilities: Lead, coach, and develop a team of PMS Account Executives and Account Managers selling into hospitality markets. Set clear expectations for pipeline coverage, activity levels, deal strategy, and forecast accuracy. Conduct regular 1:1s, deal strategy sessions, pipeline inspections, and win/loss reviews. Drive forecasting rigor and roll up accurate weekly and monthly forecasts to leadership. Coach reps on navigating long sales cycles, multi-property deals, executive alignment, and competitive displacement. Reinforce consistent sales processes, CRM hygiene, and standard operating procedures. Partner with marketing, product, implementation, and customer success to ensure strong handoffs and realistic deal commitments. Support onboarding and ramp of new hires, accelerating time to productivity. Provide input into go-to-market strategy, vertical focus, and territory planning for PMS products. Foster a performance-driven, accountable culture aligned with Fullsteam values. Skills and Competencies: Proven ability to sell and lead simultaneously in complex SaaS environments. Strong understanding of hospitality operations and PMS buying dynamics. Expertise in consultative, value-based selling with multiple decision-makers. Ability to coach deals strategically without taking ownership away from reps. Data-driven mindset with strong pipeline inspection and forecast management skills. Excellent communication skills across executive, technical, and operational audiences. Strong negotiation skills with experience closing enterprise and multi-property deals. Highly organized with the ability to balance personal quota, team leadership, and operational responsibilities. Proficiency with Salesforce and modern sales engagement tools. Experience and Education Requirements: Bachelor’s degree in Business, Hospitality, Technology, or related field preferred. 5+ years of B2B SaaS sales experience, preferably in hospitality technology or PMS. 2+ years of sales leadership, team lead, or player-coach experience preferred. Demonstrated success carrying and exceeding a personal quota in complex sales cycles. Experience selling enterprise software, multi-year SaaS agreements, or RFP-driven deals. Willingness to travel for customer meetings, site visits, and industry events. Success in This Role Looks Like: Consistent achievement of personal new logo quota. A PMS sales team with strong pipeline coverage, disciplined execution, and accurate forecasts. Improved close rates and deal quality across IQware/Megasys and RDP opportunities. Faster ramp and stronger performance from Account Executives through effective coaching. Predictable revenue outcomes aligned to hospitality market realities. On-Target Earnings (OTE): $108,000 – $180,000 Includes base salary plus commission. Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.