Director of Strategic Accounts

Job Description

Job Description

At INSPIRE , we know the value of exceptional people. We pride ourselves on providing our employees with growth- and career-oriented succession planning. INSPIRE operates each day in a customer-focused, innovative, and team-based environment. Our people are the primary reason for our success.

We provide quality technology, qualified technicians, and a creative vision that enables our clients to effectively communicate at their conferences, meetings, and events-all while focusing on building trusting and lasting relationships through professional and personalized service.

We offer a competitive benefits package for full-time employees. Medical, Dental, and Vision Coverage, Life Insurance, Short-term and Long-term Disability, Paid Time Off / Holiday, 401(k), along with additional voluntary benefits are available to all full-time employees at INSPIRE .

The Director of Strategic Accounts is responsible for driving new business development and expanding INSPIRE's footprint across the hospitality and events industry, with a high emphasis on pipeline generation, close collaboration with the Hospitality Sales team, and relationship building with key industry stakeholders. This is a high-impact, revenue-generating role covering key markets across the United States, with a growing focus on Canada, the Caribbean, and Latin America as INSPIRE's regional presence expands.

The Director of Strategic Accounts grows the number of properties INSPIRE serves by building and closing relationships with hotel owners, management companies, brands, developers, asset managers, procurement organizations, and other decision-makers across hospitality and events. Drawing on an established network and a record of turning relationships into business, this leader partners closely with the Hospitality Sales team to open doors, make warm introductions, shape account strategies, and provide senior-level support through signed agreements. The role also develops strategic relationships and opportunities in Canada, the Caribbean, and Latin America as INSPIRE expands.

We are specifically looking for qualified candidates in the Las Vegas, NV market.

Key Responsibilities

Pipeline Generation & New Business Development

• Identify and pursue new business opportunities with above-property entities and decision-makers responsible for vendor partnerships for their respective hotels, resorts, convention centers, and event venues to expand INSPIRE's serviced account portfolio.
• Build and maintain a robust, measurable pipeline of prospective accounts, from initial outreach through contract execution.
• Manage the full sales cycle, including prospecting, qualification, presentations, proposal development, contract negotiation, and closing.
• Develop and execute strategic account plans and territory strategies aligned with INSPIRE's growth targets.
• Maintain accurate and up-to-date records of prospecting activity, pipeline status, and account intelligence in the CRM.
• Provide regular reporting and forecasting to the EVP, Strategic Accounts on pipeline health, closed business, and growth metrics.

Hospitality Sales Team Collaboration

• Partner closely with the Hospitality Sales team throughout the sales cycle, from initial prospecting through close, providing deal support, coaching, and executive presence in key meetings.
• Leverage existing industry relationships to accelerate access to key decision-makers and shorten sales cycles for the broader sales team.
• Act as a bridge between the Hospitality Sales organization and senior decision-makers at ownership groups, management companies, and brands, ensuring deals have the right level of engagement to close successfully.
• Share market intelligence, relationship insights, and account strategy with the Hospitality Sales team to strengthen the overall pipeline and improve win rates across the organization.
• Collaborate cross-functionally with marketing, operations, and account management teams to ensure smooth onboarding and long-term retention of new accounts.

Relationship Building & Industry Presence

• Cultivate and maintain deep, active relationships with hotel owners, management companies, hotel brands, developers, asset management firms, procurement companies, and other key hospitality and events industry stakeholders.
• Represent INSPIRE at industry conferences, trade shows, and networking events to build brand visibility, strengthen relationships, and generate leads.
• Serve as a senior-level point of contact for high-value clients and strategic business partners.
• Monitor industry trends, the competitive landscape, and market conditions to identify emerging opportunities.

International Expansion — Canada, Caribbean & Latin America

• Support the extension of strategic account relationships and pipeline development into Canada, the Caribbean, and Latin America as INSPIRE's regional footprint grows.
• Partner with regional and market leadership to identify and evaluate new business opportunities in these emerging markets.
• Serve as a connector between U.S. strategic account strategy and regional leadership to ensure consistent communication, alignment, and coordination as the international footprint expands.
• Support cross-border clients and opportunities involving business operations across multiple regions.
• Share market intelligence and relationship insights specific to Canada, the Caribbean, and Latin America with executive leadership to inform expansion strategy.

Commercial Strategy & Contract Negotiation

• Negotiate contract terms and pricing in partnership with leadership to close new business.
• Evaluate the financial viability and strategic value of prospective business opportunities.
• Ensure business opportunities align with INSPIRE's financial, operational, and service standards.

Supervisory Responsibilities

This position has no direct supervisory responsibilities but serves as a senior-level resource and mentor to members of the Hospitality Sales team throughout the sales process.

Qualifications

Education:

• Bachelor's degree in Business Administration, Sales, Marketing, Hospitality, Event Management, or related field preferred; equivalent professional experience will be considered.

Experience:

• Minimum 10 years of experience in sales, business development, or strategic accounts, with a strong preference for candidates with hospitality or event services industry experience.
• Existing, active relationships with hotel owners, management companies, hotel brands, developers, asset management companies, and/or procurement companies strongly preferred.
• Demonstrated track record of meeting or exceeding new business and revenue growth targets.
• Experience developing new markets and building executive-level relationships, ideally including exposure to Canada, the Caribbean, or Latin American markets.
• Professional fluency in Spanish is a plus, particularly to support relationship building in Latin America.

Knowledge, Skills, and Abilities:

• Strong understanding of the hospitality ownership, management, and procurement landscape.
• Excellent negotiation, presentation, and relationship-building skills.
• Self-motivated with the ability to manage a complex, multi-stakeholder sales cycle independently.
• Proficiency with CRM systems and sales pipeline management tools.
• Strong collaborator, comfortable working closely with a broader sales team to strategize and close deals together.
• Culturally aware and globally minded, with the ability to navigate business relationships across multiple regions and markets.
• Willingness and ability to travel domestically and internationally frequently.
• Multilingual (English/Spanish/French) would be a plus.

Core Competencies

Pipeline Development | Relationship Management | Sales Collaboration | Contract Negotiation | Executive Presence | Market Expansion | Cross-Regional Coordination | Strategic Account Planning | CRM & Forecasting | Industry Networking

Work Environment & Benefits

This position requires significant domestic travel (50%+) with growing international travel as INSPIRE's presence expands into Canada, the Caribbean, and Latin America. Travel may include client meetings, site visits, industry events, trade shows, and internal leadership meetings. Remote or hybrid work arrangements may be available based on location and business needs.

Compensation Structure

This role offers a competitive base salary combined with a performance-based commission and bonus structure tied directly to pipeline generation and deal close rate.

INSPIRE is an Equal Opportunity Employer. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, age, genetic information, or any other characteristic protected by law.