Account Manager

Hi, we’re Actabl.

We’re providing better solutions for hotel companies as the world around us evolves and changes related to using technology, finding labor, and maximizing profits.
Our mission is to empower the people that power hospitality. We give hoteliers actionable insights to know what to do, the tools to do it, and the visibility to know it worked. We bring together powerful hospitality tech solutions to maximize profits for more than 10,000 properties in hospitality markets around the world.

• Start with People
  • Being:
    We are responsible for building relationships, earning trust, and having fun. These things are fundamental to hospitality.
  • Doing:
    We will succeed if we start with great people working as one team. Empower others, speak the truth with care, and go together.
• Demand Integrity:
  Be trustworthy, be ethical, and be consistent whether someone is watching or not. Demand integrity of yourself and others to build the fabric of a high-integrity organization.
• Delight the Customer:
  We aim to delight our customers in the same way our customers aim to delight their guests. The question is not if a process is completed or a metric is hit, the question is whether or not the customer is delighted.
• Champion Innovation:
  We compete in the game of change and win through innovation. Think big and then think bigger when it comes to the innovation required to tackle the problems our customers face daily.
• Make it Happen:
  We show up prepared, care about the details, and follow through. Don’t get distracted. Don’t stop ’t make excuses. Find a way and drive until it is done.

The Strategic Account Manager is a growth-focused sales professional responsible for driving revenue expansion within an existing hospitality client base. While maintaining strong relationships is foundational, this role is primarily measured on the ability to cross-sell, up-sell, and navigate complex deal cycles. You will leverage AI-driven workflows to manage high-volume portfolios efficiently, employing MEDDPICC and multithreading strategies to penetrate accounts and secure long-term contract value in a fast-paced software environment.

• Strategic Expansion & Cross-Selling (60%):
  Proactively identify and close growth opportunities. Use MEDDPICC to qualify expansion deals and ensure a predictable pipeline. Navigate complex hospitality organizations to introduce new software modules and services.
• Strategic Negotiation & Retention (40%):
  Lead complex contract renewals and negotiations. Address "at‑risk" accounts by reinforcing ROI and aligning our software solutions with the client’s strategic business goals.
• Multithreading & Deal Navigation:
  Move beyond a single point of contact. Map out and build influence with key stakeholders, from property-level managers to corporate-level C‑suite executives, to insulate accounts and drive larger contract wins.
• AI-Enhanced Efficiency:
  Utilize AI tools for automated outreach, meeting summarization, sentiment analysis, and data-driven prospecting to effectively manage a high volume of hospitality customers without sacrificing quality.
• Performance Reporting & Forecasting:
  Provide high-fidelity sales forecasts and regular updates on account health and expansion progress to leadership using CRM data.

• Education:
  
  Bachelor’s degree in Business, Marketing, or a related field.
• Experience:
  
  3+ years of experience in B2B SaaS account management or sales, ideally within the hospitality tech sector.
• Methodology:
  Proven proficiency in MEDDPICC, Challenger Sale, or similar value-based selling frameworks.
• Technical Savvy:
  Hands‑on experience using AI tools (e.g., ChatGPT, Gong, Copilot) to increase sales velocity and rep efficiency.
• Sales Acumen:
  Demonstrated track record of meeting or exceeding expansion quotas and managing high-volume portfolios.

• Strategic Selling:
  Deep understanding of how to move a deal through a complex funnel and close "up‑market" accounts.
• Advanced Negotiation:
  Ability to navigate procurement processes and "win‑win" contract structures.
• AI Literacy:
  Ability to integrate artificial intelligence into…