SU, a brand of STAAH—Part of The Access Group
📍Location:Ideally London / Birmingham / Nottingham area - Hybrid (Remote + Office)
✈️Travel:Regular travel required — industry events, client visits, US market presence
📋Reports to:Head of SU, Access Hospitality
🤝Works with:Product, Partner Success, Partner Support, SU Global Sales
ABOUT SU
SU is redefining hospitality connectivity as the distribution technology arm of STAAH — a global leader trusted by 30,000+ accommodation properties. Our mission is to empower Property Management Systems (PMS), Vacation Rental platforms, and Central Reservation Systems (CRS) with best-in-class white-label API connectivity, enabling seamless integration with the world's leading OTAs including Airbnb, Booking.com, and Expedia.
Since launch, SU has doubled its partner base year-over-year for five consecutive years. In December 2024, SU became part of The Access Group — one of the UK's leading business software companies — unlocking substantial resources to accelerate our next phase of growth in the US and UK markets.
THE OPPORTUNITY
This is a rare senior commercial mandate: own and build SU's revenue engine across the US and UK. As VP Sales, you will define the go-to-market strategy, forge enterprise-level partnerships, and build the sales capability that will establish SU as the connectivity layer of choice for hospitality technology platforms in two of the world's most competitive markets.
You will operate with a high degree of autonomy, reporting directly to the Head of SU within Access Accommodation. This is a player-coach role — you will close strategic deals personally while collaborating with the SU Sales team. The full weight of The Access Hospitality infrastructure, brand, and cross-sell ecosystem is at your disposal.
KEY RESPONSIBILITIES
Own and deliver the US and UK revenue targets, with full accountability for pipeline health, forecasting, and quota attainment
Define and execute territory strategies across enterprise, mid-market, and regional segments
Build, manage, and maintain a structured opportunity pipeline in Salesforce CRM, providing accurate monthly forecasting (pre-existing DB loaded)
Establish commercial terms and deal structures in close coordination with the Head of SU
Strategic Partnership Development
Identify, engage, and close high-value technology partnerships with PMS providers, VRMSs, CRS platforms, and enterprise hotel tech companies
Lead consultative discovery with C-suite, CTOs, and VPs of Product to articulate integration value and quantified ROI
Navigate complex, multi-stakeholder sales cycles with rigor — applying structured frameworks (MEDDPICC, Challenger, or equivalent)
Represent SU at key industry trade shows and networking events (HITEC, WTM, ITB, regional hospitality forums) — regular US travel expected
Cross-manage junior team members, establishing standards for pipeline discipline, qualification rigor, and professional excellence
Build and maintain a sales playbook, outreach sequences, and onboarding materials aligned to SU's ICP and value proposition
Drive continuous improvement through win/loss analysis, data-driven optimization, and structured A/B testing of outreach strategies
Cross-Functional Collaboration
Collaborate with Partner Success and Technical Integration teams to ensure seamless partner onboarding and long-term account success
Feed structured market intelligence back to Product and Marketing to influence roadmap priorities and competitive positioning
Collaborate with Access Accommodation's Guestline and SHR commercial teams to surface cross-sell and co-sell opportunities
REQUIREMENTS
7+ years of B2B SaaS sales experience, with at least 3 years in a senior commercial leadership role owning a revenue number
Demonstrated track record of closing complex, high-value technology partnerships or enterprise software deals
Background in hospitality technology, travel tech, proptech, or a closely adjacent vertical SaaS market
Confident engaging and influencing C-level and technical executives — CTO, VP Product, COO, CFO
Solid understanding of channel distribution, OTA connectivity, PMS ecosystems, or API-based B2B integration platforms
Proven ability to build and scale a sales function — from playbook to pipeline to people
Comfortable operating with autonomy in a fast-growth, international environment
Proficient in Salesforce CRM and modern sales engagement tooling (LinkedIn Sales Navigator, Lusha, Outreach, or equivalent)
Willingness and availability to travel regularly across the US, and key European industry events
Preferred
Direct experience selling white-label APIs, connectivity solutions, or integration platform products
Established network within the PMS, OTA, channel management, or wider hospitality technology ecosystem
Experience operating within a PE-backed or group software business — comfort navigating a multi-brand environment
Familiarity with vacation rental and short-term rental platforms (Airbnb, Vrbo, Booking.com)
Bachelor's or Master's degree in Business, Hospitality Management, Computer Science, or a related field
WHAT WE OFFER
Compensation
Highly competitive base salary benchmarked to VP-level market rates
Uncapped, performance-based commission structure with accelerators above target
Scope & Impact
A genuine market-building mandate — define and own part of SU's international commercial strategy
Access to The Access Hospitality UK commercial infrastructure, customer base, and brand credibility
Rare opportunity to shape how a fast-scaling hospitality tech platform enters and wins two global markets
Hybrid role — flexibility to work remotely with office presence near London / Loughborough
Collaborative, international team spanning the Europe, Oceania, India, SEA and the US
Direct impact on the success of 30,000+ accommodation businesses worldwide
Backed by the stability and resources of The Access Group, with the culture and energy of a high-growth scale-up
SU is an equal opportunity employer. We are committed to building a diverse, inclusive team that reflects the global hospitality industry we serve. We welcome applications from candidates of all backgrounds and experience levels.
Ready to build something significant? We'd love to hear from you.
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