Sales Director

You own the number for the whole commercial organisation. Your raw material is no longer deals, it is decisions about structure, price and focus.

What you actually do

Pick a focus and hold it

The permanent temptation is to chase everything that moves. The hotel tech companies that grow are the ones that pick a segment and work it until they own it.
Price with intent

Price communicates. Charging per room, per property or per usage completely changes who you attract and how long they stay.
Build the system, not the heroics

If the number depends on two stars closing in December, you do not have a system, you have luck.
Speak the language of the board

Upstairs nobody talks about meetings. They talk about acquisition cost, retention and margin.

The jump to go to market

You stop owning sales alone and start owning how the whole company reaches the market, marketing and product included. It is the role where it shows most clearly whether you understand the customer or only your own team.

What to learn before you take it

Work with marketing without fighting over attribution
Bring market signals back to product in a usable shape
Think in years instead of quarters

See the Go to Market 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.

Join free

The whole path

SDR

Opens the doors and books the first meetings

See

Account Executive

Runs the full process through to signature

See

BDM

Opens new markets, channels and partnerships

See

FDE

Goes into the customer's house and builds the solution

See

Sales Manager

Makes the team sell instead of selling

See

Go to Market

Puts sales, marketing and product into one play

See

Founder sales

Selling when there is no sales team yet

See