Head of Sales

About Tiger TMS(An Aspire Software Company)

Tiger TMS is a leading provider of technology solutions for the hospitality industry, enabling hotels to enhance guest experience, optimize operations, and drive revenue. As part of Aspire Software (a Valsoft company), Tiger TMS combines deep industry expertise with the backing of a global software portfolio.

Role Summary

Tiger TMS is seeking a Director of Sales who will lead global sales execution and drive new business growth, while progressively expanding into a Managing Director role with full P&L ownership.

This role is designed for a commercially driven leader who can both execute and scale- initially focusing on pipeline generation, deal execution, and sales team leadership, and over time taking ownership of strategy, operations, and overall business performance.

The successful candidate will play a critical role in transforming Tiger TMS into a more predictable, scalable, and growth-oriented business.

Key Responsibilities Phase 1: Sales Leadership & Revenue Growth

Sales Execution & Pipeline Ownership

• Own new business revenue targets and drive consistent performance against quarterly and annual goals

• Build and manage a healthy pipeline with strong qualification, velocity, and conversion discipline

• Personally engage in key deals, strategic accounts, and complex negotiations

Sales Process & Forecasting Discipline

• Implement structured sales processes, forecasting cadence, and pipeline reviews

• Establish visibility into funnel metrics, conversion rates, and performance drivers

• Improve forecast accuracy and predictability of revenue

Go-to-Market Execution

• Translate commercial strategy into actionable sales plans across segments and regions

• Refine ICP, segmentation, and value proposition for Tiger TMS offerings

• Collaborate with Marketing and Product to strengthen positioning and demand generation

Team Leadership & Capability Building

• Recruit, coach, and develop a high performing sales team

• Establish performance standards, accountability, and sales operating rhythms

• Introduce playbooks, training, and enablement to improve win rates

Phase 2: Transition to Managing Director

As the business scales, the role will evolve into broader leadership responsibilities including:

Business Leadership & P&L Ownership

• Own overall business performance including revenue, profitability, and growth strategy

• Develop and execute annual operating plans aligned with Aspire's value creation framework

• Drive financial discipline across sales, pricing, and cost structure

Cross-Functional Leadership

• Lead and align Sales, Customer Success, Support, and Product functions

• Ensure a cohesive go to market and customer lifecycle strategy

• Build a high performance culture across the organization

Strategic Growth & Market Expansion

• Identify new market opportunities, partnerships, and expansion strategies

• Drive pricing, packaging, and monetization improvements

• Expand presence across regions, segments, or product lines

Operational Excellence

• Implement scalable systems, processes, and KPIs across the business

• Ensure CRM discipline, reporting accuracy, and data driven decision making

• Introduce AI enabled tools to improve productivity and commercial effectiveness

Required Experience

• 8+ years of experience in B2B software sales, preferably in hospitality or adjacent verticals

• Proven track record of consistently achieving or exceeding revenue targets

• Experience leading and scaling sales teams in a structured, metrics driven environment

• Strong understanding of sales processes, forecasting, and pipeline management

• Demonstrated ability to move from hands on sales execution to strategic leadership

• Experience in recurring revenue / SaaS environments preferred

Preferred Experience

• Hospitality technology or hotel operations background

• Experience in smaller or mid size business environments (scale up mindset)

• Exposure to pricing strategy, partnerships, or multi product selling

• Prior GM, Business Unit Head, or P&L ownership experience is a strong plus

What Success Looks Like

• Predictable and growing new business revenue

• Strong pipeline coverage and improved conversion rates

• High performing, accountable sales organization

• Clear transition into full business leadership within 12-24 months

What We Offer

• A clear pathway to Managing Director / General Manager role

• High ownership and autonomy within a global software portfolio

• Opportunity to transform and scale a recognized hospitality technology business

• A culture grounded in accountability, operational excellence, and entrepreneurial leadership