Enterprise Account Executive - Hotels & Resorts (PMS)

Agilysys; Boston (MA); On-site; USD 200,000 - 230,000; Full time

Job summary

Agilysys, a leading hospitality technology provider, seeks an Enterprise Account Executive to drive revenue growth across casino, integrated resort, and tribal gaming operators. You will demonstrate PMS and POS solutions, design customer-centric deployments, and manage complex sales cycles from prospecting through closing.

The role emphasizes hunting new business, building executive relationships, and delivering measurable ROI through technology-enabled hospitality operations.

Qualifications

• 5+ years of proven experience in SaaS or enterprise software sales, ideally within hospitality technology.
• Proven track record of exceeding quota, particularly in new business acquisition.
• Experience selling into enterprise accounts and complex decision-maker environments.

Responsibilities

• Own a defined sales territory or account portfolio and consistently achieve revenue targets.
• Identify, prospect, and develop relationships with casino operators, integrated resorts, tribal gaming organizations, and commercial gaming enterprises.
• Qualify inbound and outbound opportunities and develop account strategies to advance deals through the sales cycle.
• Deliver compelling product demonstrations tailored to Hotel/Resort operations, showcasing PMS, POS, and related technology solutions.
• Translate customer requirements into effective solution recommendations and manage the full sales cycle from discovery to close.
• Drive new business acquisition and account expansion across gaming and hospitality accounts.

Skills

SaaS Sales

Enterprise Software

Hunter Mentality

CRM (Salesforce)

Presentation Skills

Negotiation

Stakeholder Management

Education

Bachelor's degree or equivalent

Tools

Sales enablement tools

CRM systems

Job description

Agilysys delivers state-of-the-art software and services built exclusively for hospitality, helping organizations go beyond traditional property management (PMS), point-of-sale (POS), and food and beverage inventory and procurement systems. Its best-in-class solutions operate independently or as a unified ecosystem that connects data and workflows across an operation, property or enterprise. Powered by intelligent guest profiles, data-driven capabilities, and embedded artificial intelligence (AI), Agilysys is architected on a unified data model with a single set of APIs that create shared operational memory across all systems, enabling guest-specific insights to be acted on in real time at any touchpoint. Agilysys delivers advantage through pace and integration, transforming hospitality technology from a system of record into a system of action that accelerates innovation and the rapid delivery of new capabilities. Agilysys serves a 100% hospitality customer base, including hotels and resorts, casinos, cruise lines, corporate and campus dining, healthcare, senior living, and entertainment venues worldwide. www.agilysys.com

Position Summary

We are seeking a high-performing Enterprise Account Executive to drive revenue growth for our Hospitality technology solutions, including PMS, POS, and related operational platforms. This quota-carrying role is responsible for identifying, engaging, and closing new customers across casinos, integrated resorts, and tribal gaming organizations. The ideal candidate combines consultative selling skills with technical aptitude and can confidently demonstrate products, design solutions, address technical objections, and manage complex sales cycles from prospecting through close while consistently achieving quota

Why This Role Matters

This role is critical to expanding our presence within the gaming and hospitality market by acquiring new customers and driving adoption of our PMS, POS, and related technology solutions. By combining strong hunting capabilities with solution-selling expertise, the Enterprise Account Executive directly impacts revenue growth, market expansion, and competitive differentiation while helping customers improve operations, enhance guest experiences, and achieve measurable business outcomes

Key Responsibilities

• Own a defined sales territory or account portfolio and consistently achieve monthly, quarterly, and annual revenue targets.
• Identify, prospect, and develop relationships with casino operators, integrated resorts, tribal gaming organizations, and commercial gaming enterprises.
• Qualify inbound and outbound opportunities and develop account strategies to advance deals through the sales cycle.
• Deliver compelling product demonstrations tailored to Hotel/Resort operations, showcasing PMS, POS, and related technology solutions.
• Translate customer business and technical requirements into effective solution recommendations, including property management, gaming operations, food & beverage, retail, and enterprise integrations.
• Manage the full sales cycle, including prospecting, discovery, demonstrations, proposal development, negotiation, and closing.
• Drive both new business acquisition and account expansion opportunities across existing gaming and hospitality accounts.
• Build business cases and ROI analyses to demonstrate operational efficiencies, revenue growth opportunities, and guest experience improvements.
• Respond to RFPs/RFIs and provide accurate technical and commercial information.
• Partner cross-functionally with Product, Professional Services, Customer Success, Marketing, and Leadership teams to support customer needs and successful deployments.
• Manage contract negotiations and collaborate with legal and internal stakeholders throughout the deal process.
• Maintain accurate CRM records, pipeline forecasts, and sales activity reporting.
• Conduct competitive analysis and effectively position product differentiators against competing hospitality and gaming technology providers.
• Establish and maintain executive-level relationships with key stakeholders, including CIOs, IT leaders, Gaming Operations, Hotel Operations, Finance, Operation leaders and Tribal Councils where applicable.
• Travel 50% or more throughout North America to meet with customers, prospects, and industry events

Qualifications

• 5+ years of proven experience in SaaS or enterprise software sales, ideally within hospitality technology, PMS and POS experience is a big plus.
• Proven track record of exceeding quota, particularly in new business acquisition and hunter-focused roles.
• Experience selling into enterprise accounts, integrated resorts, hospitality groups, or related industries.
• Experience managing complex sales cycles involving multiple stakeholders and executive decision-makers.
• Demonstrated ability to deliver product demonstrations, design solutions, and confidently address technical objections.
• Strong understanding of hospitality technology ecosystems, including PMS, POS, loyalty platforms, payment solutions, and third-party integrations.
• Bachelor's degree or equivalent professional experience.

Required Skills & Competencies

• Strong hunter mentality with proven ability to generate and close net-new business.
• Advanced consultative selling, negotiation, and closing skills.
• Exceptional presentation and communication abilities for both technical and executive business audiences.
• Ability to confidently demonstrate PMS, POS, and hospitality technology solutions while aligning capabilities to customer business outcomes.
• Deep understanding of hotel food & beverage, and guest service operations.
• Experience selling into large hotels or management companies navigating complex stakeholder environments is highly preferred.
• Proficiency with CRM platforms (e.g., Salesforce), sales enablement tools, and collaboration software.
• Disciplined pipeline management, forecasting, and deal execution.
• Ability to translate technical features into measurable business value, operational efficiencies, and ROI.
• Strong understanding of enterprise software integrations, data flows, security requirements, and implementation considerations

Personal Attributes

• Results-driven with strong ownership and accountability for achieving and exceeding targets.
• Highly proactive, self-motivated, and comfortable operating in a hunter-focused, quota-driven environment.
• Customer-focused with a passion for solving complex operational and technology challenges.
• Strong relationship builder who can establish credibility with executive stakeholders across gaming, hospitality, and tribal organizations.
• Collaborative team player who thrives in cross-functional environments.
• Resilient and adaptable in a fast-paced, high-growth technology organization.
• Excellent organizational and time management skills, particularly in a travel-intensive role.
• Comfortable operating in environments with long sales cycles, multiple decision-makers, and complex procurement processes

We are committed to equitable pay practices. Compensation within the pay range listed below will be decided based on factors including, but not limited to, job related skills, knowledge and experience and internal alignment. Base salary is localized according to employee work location.

Must be willing to complete all license applications, background checks, security checks and/or any other documentation and provide copies of any identification documents required by any State, Federal or Tribal governmental agency in order to maintain compliance with their laws and to successfully perform in the role.

The information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job. Conditions may require the Company to modify this job description and the Company reserves the right to exercise its discretion to make such changes.

Agilysys is an equal opportunity employer. In compliance with Federal and State EEO laws, qualified applicants are considered for all positions without regards to race, color, gender, religion, national origin, ancestry, place of birth, age, marital status, sexual orientation, disability, or veteran status.

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OTE Range

$200,000 - $230,000 USD