Account Executive
At a glance
Mid-level Account Executive role at Lance. San Francisco · full-time · $100,000–$160,000 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- Own each deal from lead qualification through negotiation and signed contract
- Convert waitlist interest while building outbound campaigns for priority hotel accounts
- Run discovery conversations and product presentations for hotel executives
- Set go-to-market direction, pricing, and messaging with the CEO
- Create repeatable sales processes, tools, and reporting with Solution Engineering support
What you bring
- A record of surpassing quota in full-cycle B2B SaaS or enterprise software sales
- Experience closing mid-market or enterprise customers; hospitality technology is a plus
- A willingness to create sales processes from scratch and own the whole function
- Strong presentation and communication skills for executive-level relationships
- Urgency, resilience, and focus while handling competing priorities in an unclear environment
Who this fits
You’ll suit a self-directed, entrepreneurial seller who wants to establish the sales function rather than inherit a finished playbook. The role works closely with the CEO, founders, and Solution Engineering team. It is full-time and onsite in San Francisco.
From the employer
About Lance
Lance (YC W26) builds autonomous AI agents that run hotel operations end-to-end, from answering guest calls to managing workflows across systems. We work with leading hotel groups across brands like Marriott, Hilton, and Hyatt, and are already deployed across 50+ properties in the U.S.
Our agents don’t just assist, they execute. They integrate directly into existing hotel systems, make real-time decisions, and handle complex, multi-step operations.
Role Overview
We’re hiring our Founding Account Executive to build and own our sales function from the ground up. You will be responsible for driving our early revenue growth, closing deals with leading hotel groups, and creating the playbook that will define our sales motion for years to come.
This is a high-intensity, execution-driven role for a hungry, entrepreneurial sales professional who wants to build a revenue machine, not just run a territory.
What You’ll Do
Manage the full sales cycle from initial lead qualification to contract negotiation and close.
Engage with a high volume of warm inbound leads from our waitlist while developing and executing outbound strategies to target key accounts.
Conduct discovery calls and product demos to articulate the value of Lance’s platform to hotel executives, from GMs to corporate leadership.
Partner closely with the CEO on go-to-market strategy, pricing, and messaging.
Collaborate with the Solution Engineering team to ensure a seamless pre-sales and technical evaluation process.
Refine our sales process, tools, and reporting to build a scalable and predictable revenue engine.
What We’re Looking For
Proven track record of exceeding quota in a full-cycle B2B SaaS or enterprise software sales role.
Experience selling to mid-market or enterprise clients; experience in hospitality tech is a significant plus.
An entrepreneurial mindset with a desire to build processes from scratch and take ownership of the entire sales function.
Exceptional communication and presentation skills, with the ability to build relationships with executive stakeholders.
A strong sense of urgency and the ability to manage multiple priorities in a fast-paced, ambiguous environment.
High ownership, grit, and a relentless focus on closing deals and driving revenue.
Why This Role
Build the sales organization and culture from the ground up.
Uncapped earning potential through direct, measurable impact on company revenue.
Work directly with the founders to shape the go-to-market strategy.
Define the sales playbook, not just execute a pre-written one.
Total Compensation
$100,000 - $160,000 Cash, Equity, Bonus
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