About this role.
SiteMinder is seeking a Strategic Business Development Manager to win new enterprise hospitality accounts and expand large hotel-group relationships. The role requires building an outbound pipeline from scratch, navigating lengthy multi-stakeholder sales cycles, and presenting value to VP- and C-level decision-makers. Success depends on deep enterprise SaaS sales capability and mandatory experience with hospitality technology and distribution ecosystems, including PMS, CRS, RMS, channel management, and booking or payment integrations. This is a remote position restricted to Arizona and involves close collaboration with internal and global cross-functional teams. The position emphasizes ownership, accurate Salesforce forecasting, consultative selling, and executive communication.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I start by defining the ideal customer profile, mapping target accounts and buying committees, and prioritizing prospects by strategic fit and trigger events. I use tailored multichannel outreach, partner intelligence, and relevant industry insights to create executive-level conversations, then maintain rigorous CRM activity and conversion tracking to improve the process.
I develop a mutual action plan that identifies decision-makers, champions, technical evaluators, procurement contacts, and success criteria. I validate business impact early, create stakeholder-specific value messages, document risks and next steps, and use regular deal reviews to preserve momentum through legal, security, and implementation stages.
I understand how channel managers, PMS, CRS, RMS, booking engines, OTAs, and payment platforms interact to support hotel operations and revenue generation. In a sales conversation, I translate integration capabilities into outcomes such as distribution efficiency, rate accuracy, operational simplification, and improved guest booking conversion.
I would first assess the group’s current architecture, operational pain points, commercial goals, and integration requirements. I would position SiteMinder around measurable value—such as simplified connectivity, scalable distribution, and stronger commercial performance—while aligning technical stakeholders on implementation feasibility and executives on strategic return.
I apply clear qualification criteria, verify customer commitments against evidence, and maintain close dates only when mutual actions and stakeholder alignment support them. I separate upside from commit opportunities, update risks promptly in Salesforce, and use conversion data and stage discipline to make forecasts reliable.
At SiteMinder we believe the individual contributions of our employees are what drive our success. That’s why we hire and encourage diverse teams that include and respect a variety of voices, identities, backgrounds, experiences and perspectives. Our diverse and inclusive culture enables our employees to bring their unique selves to work and be proud of doing so. It’s in our differences that we will keep revolutionising the way for our customers. We are better together!
What We Do…
We’re people who love technology but know that hoteliers just want things to be simple. So since 2006 we’ve been constantly innovating our world-leading hotel commerce platform to help accommodation owners find and book more guests online – quickly and simply.
We’ve helped everyone from boutique hotels to big chains, enabling travellers to book igloos, cabins, castles, holiday parks, campsites, pubs, resorts, Airbnbs, and everything in between.
And today, we’re the world’s leading open hotel commerce platform, supporting 50,000 hotels in 150+ countries – with over 130 million reservations processed by SiteMinder’s technology every year.
About the Strategic Business Development Manager
We are looking for a high-performing Strategic Business Development Manager with a strong focus on new business development across large hotel groups and enterprise hospitality brands. This role is focused on acquiring new customers, building pipeline from scratch, and expanding strategic accounts within complex, multi-stakeholder environments. You will work closely with cross-functional teams to deliver solutions that create value across the hotel technology ecosystem.
What you’ll do…
Prospect, source, and close new enterprise accounts within the hospitality space.
Build pipeline from scratch through outbound outreach, strategic account mapping, and multi-threaded engagement.
Manage long and complex sales cycles involving VP- and C-level stakeholders.
Support upsell and expansion opportunities within large hotel groups, management companies, and enterprise chains.
Develop strategic account plans and tailored engagement strategies.
Collaborate cross-functionally with internal teams to deliver solutions and close deals.
Maintain disciplined pipeline management and accurate forecasting within CRM (Salesforce preferred).
Deliver impactful presentations and communicate value at the executive level.
What you have…
Extensive enterprise SaaS sales experience with a proven track record of new business acquisition.
Strong experience prospecting, sourcing, and closing new enterprise accounts.
Ability to build pipeline from scratch using outbound strategies and multi-threaded engagement.
Solid understanding of hotel distribution (channel management, PMS/CRS connectivity, rate management, e-commerce).
Experience supporting upsell and expansion within enterprise organizations.
Proven ability to manage complex, long sales cycles and engage VP- and C-level stakeholders.
Strong pipeline management and forecasting skills using CRM tools (Salesforce preferred).
High ownership mindset with the ability to manage your priorities effectively while collaborating across teams in a fast-paced environment.
Exceptional communication and executive-level presentation skills
Direct experience in hospitality, travel tech, or hotel distribution (e.g., OTAs, PMS, channel managers, revenue management systems) – Mandatory
Background in value-based or consultative selling methodologies (preferred)
Experience working with global teams across time zones (preferred)
Understanding of integration ecosystems (PMS, CRS, RMS, booking engines, payments) – Mandatory
Existing network within hospitality partners is a strong advantage
Spanish language skills (a plus)
Our Perks & Benefits…
Remote role from Arizona state
– Equity packages for you to be a part of the SiteMinder journey
– Mental health and well-being initiatives
– Generous parental (including secondary) leave policy
– Paid birthday, study and volunteering leave every year
– Sponsored social clubs, team events, and celebrations
– Employee Resource Groups (ERG) to help you connect and get involved
– Investment in your personal growth offering training for your advancement
Does this job sound like you? If yes, we’d love for you to be part of our team! Please send a copy of your resume and our Talent Acquisition team will be in touch.
When you apply, please tell us the pronouns you use and any adjustments you may need during the interview process. We encourage people from underrepresented groups to apply.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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