Account Executive

You take the meeting and turn it into a contract. In hotels that means long cycles, several people deciding and a committee that shows up when you least expect it.

What you actually do

Discover before you show

The temptation is to open the demo in minute two. The AEs who close spend the first meeting understanding how that property works today and what the problem costs them per month.
Map who actually decides

In an independent hotel the owner decides. In a chain you get operations, systems, revenue and sometimes finance. Selling only to the person who took your call is the number one reason deals die quietly.
Defend price with numbers

This industry negotiates hard and is used to doing it. If you cannot translate your product into euros of revenue or cost saved, you end up discounting.
Close with a plan, not with urgency

Agreeing the steps to signature in writing avoids the classic three weeks of silence in high season.

The jump to leading a team

You stop selling so that other people sell, and that is a different job. The best AE is often the worst manager in year one, because the instinct is to jump into the deal and close it yourself. Learning to stay out is hard.

What to learn before you take it

Give feedback on a call without solving it yourself
Build a monthly forecast that is not a wish list
Decide who you hire and who you let go

See the Sales Manager role

You do not learn this by reading

Everything above is notes. The jump happens by talking to people who already made it, and that is what the community is for. It is free and we meet in person.

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The whole path

SDR

Opens the doors and books the first meetings

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BDM

Opens new markets, channels and partnerships

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FDE

Goes into the customer's house and builds the solution

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Sales Manager

Makes the team sell instead of selling

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Sales Director

Designs the commercial system and owns the number

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Go to Market

Puts sales, marketing and product into one play

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Founder sales

Selling when there is no sales team yet

See