M3 (www.m3as.com) is a leading provider of hospitality-specific software solutions, delivering cloud-based tools for hotel accounting, financial reporting, labor management, payroll, and business intelligence. Built by hoteliers for hoteliers, M3 empowers hotel owners, operators, and management companies to streamline back-office operations, reduce costs, gain real-time insights, and drive portfolio performance across thousands of properties in North America and beyond.

Description Summary

The Sales Executive, Growth is a full-cycle sales role responsible for self-generating, developing, and closing new business within the Growth segment of M3's ideal customer base, promoting all M3 product platforms as well as M3's outsourced accounting services. This position reports to the Vice President, Sales, and plays a vital role in achieving sales goals by collaborating with the Vice President, Sales, Chief Sales & Marketing Officer, Vice President, Revenue Operations, and Marketing Team to develop effective business plans and pipeline-generation strategies.

The Sales Executive, Growth owns the entire sales cycle, from prospecting and outreach through discovery, solution presentation, negotiation, and close, and is expected to build their own pipeline rather than rely on inbound or handed-off leads. The Sales Executive, Growth will engage with prospective customers in the hospitality industry and recommend appropriate M3 products and services based on the prospect's specific business requirements. This role requires effective use of M3-approved Customer Relationship Management (CRM) tools (Salesforce) and sales engagement tools (Gong amongst others) to maintain accurate prospect and customer data, sales opportunity details, and information that assists in a successful and efficient product and/or service implementation. Some travel to customer meetings and industry events is required.

Essential Duties

The duties listed below are the essential functions of this position, and they may change as the needs of the company demand. All associates are expected to do what is necessary to get the work done and to cooperate fully with their supervisor’s requests for additional or altered duties.

Self-Generated Pipeline: Own the creation of new sales opportunities within the Growth segment from start to finish. Research and identify target accounts, then source and qualify opportunities through outbound calling, email, social selling, networking, referrals, and industry events.
Develop and Implement Business Plan: Create an annual business plan, including a target account list and prospecting strategy, to achieve the Annual Recurring Revenue (ARR) sales goals assigned to the Growth segment, conforming to pre-established Key Performance Indicators (KPIs) for the job description, including activity, pipeline creation, conversion, and closed-won targets.
Outbound Prospecting: Execute consistent, high-volume, multi-channel outreach using Salesforce, Gong, and other M3-approved tools to engage decision-makers at hotel owner, operator, and management companies and book qualified discovery meetings.
Marketing Alignment: Work with sales management and the M3 marketing team to leverage campaigns, content, webinars, and events that support Growth segment prospecting. Marketing-sourced leads supplement, but do not replace, self-sourced pipeline.
Discovery Consultation Call: Uncover business needs of hotel owners, operators, and management companies that position the Sales Executive, Growth to recommend suitable M3 products and services that best meet the prospect's business requirements.
Advantages and Benefits Consultation: Consult with potential customers regarding the advantages and benefits of implementing M3 software solutions based on the information gathered during discovery consultations, including product demonstrations and business-case presentations.
Negotiate and Close: Lead proposals, pricing discussions, and contract negotiations, and drive opportunities to signed agreements. Work with the Vice President, Sales, and the M3 Sales Enablement/Training team to apply strategies that advance opportunities toward closure.