SDR

You are the first voice a hotel hears. Your job is not to close, it is to get someone with a full calendar to give you thirty minutes.

Sales Development Representative

What you actually do

Prospect with judgement

In hotel tech the list is almost everything. A 40 room independent is nothing like a chain with its own revenue manager. Segmenting by property type, the PMS they run and the season saves you hundreds of pointless emails.
Write like a person

A hotel director gets dozens of identical emails every week. What opens a conversation is one concrete observation about their property, not a paragraph about your product.
Call when nobody is checking in

The phone still works in this industry, but the hour matters. Mid morning on a weekday, never during check in or check out.
Qualify for real

Handing a bad meeting to your AE hurts you more than handing over none. Learn to say no in time.

The jump to Account Executive

The change is not selling more, it is using a different muscle. You go from opening conversations to holding them for months, handling several people inside the hotel and defending a price. Most SDRs get stuck here because nobody teaches them how to run a long process.

What to learn before you take it

Run a demo that adapts to who is in front of you instead of a feature tour
Read a hotel P&L so you can talk about return instead of price
Keep a pipeline with real dates instead of optimism

See the Account Executive 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

Account Executive

Runs the full process through to signature

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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

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