Su API
Senior Business Development Rep (BDR) - Hospitech
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SU is revolutionizing hospitality technology as a brand of STAAH Company, a global leader in booking engines and channel management solutions serving 32,000+ properties worldwide.
Our Mission: We empower Property Management Systems (PMS), Vacation Rental platforms (VRMS), and Central Reservation Systems (CRS) with best-in-class white-label connectivity solutions, enabling seamless integration with major OTAs like Airbnb, Booking.com, and Expedia.
Our Growth: Since launching six years ago, SU has consistently doubled its partner base year-over-year, backed by 15+ years of STAAH's proven hospitality expertise and a team of 280+ professionals globally. In December 2024, we joined Access Hospitality, a leading business software company, accelerating our expansion and innovation capacity.
The Role
As a Senior Business Development Representative at SU, you'll drive strategic partner acquisition by targeting high-value prospects in the hospitality technology ecosystem. You'll leverage your proven sales expertise to identify, engage, and qualify complex partnership opportunities with PMS providers, vacation rental platforms, and enterprise hotel tech companies across multiple international markets.
This role demands a seasoned professional who can navigate sophisticated sales cycles, understand technical integration challenges, and build strategic relationships that drive significant business impact. You'll work with considerable autonomy while teaming up with an SDR who will assist in lead generation and qualification. Some travel is involved in this role (show attendance).
Key Responsibilities
Strategic Prospecting & Market Development
- Identify and pursue high-value partnership opportunities in target markets
- Develop and execute sophisticated account-based prospecting strategies for enterprise and mid-market targets
- Build territory plans and prioritize accounts based on strategic fit and revenue potential
- Represent SU at industry conferences and networking events to generate qualified leads
Complex Qualification & Consultative Discovery
- Lead in-depth discovery conversations with C-level executives, CTOs, and product leaders to uncover business challenges and technical requirements
- Assess technical compatibility, integration complexity, and strategic alignment with SU's solutions
- Develop business cases that articulate ROI and competitive advantages tailored to each prospect's unique situation
- Navigate multi-stakeholder buying processes and identify key decision-makers and influencers
- Qualify opportunities using advanced sales methodologies (MEDDIC)
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Technical & Industry Expertise
- Demonstrate deep understanding of SU's white-label API architecture, channel management technology, and integration capabilities
- Articulate complex technical concepts to both technical and non-technical stakeholders
- Stay current on hospitality technology trends, OTA platform updates, API standards, and competitive landscape
- Understand the unique operational challenges across different property segments and regional markets
- Provide product feedback and market insights to influence product roadmap and positioning
Pipeline Management & Forecasting
- Own and manage a robust pipeline of opportunities with accurate forecasting in Salesforce CRM
- Maintain disciplined pipeline hygiene with detailed opportunity tracking and stage progression
- Analyze pipeline metrics to identify trends, optimize conversion rates, and refine strategies
Leadership & Collaboration
- Mentor junior SDR, sharing best practices and providing guidance
- Collaborate with Customer Success and Technical teams to ensure smooth prospect-to-customer transitions
- Contribute to sales process optimization and playbook development (in partnership with dept manager)
Performance Excellence
- Consistently deliver quarterly quotas for pipeline generation, qualified opportunities, and revenue contribution
- Drive continuous improvement through data analysis, A/B testing, and strategy refinement
- Demonstrate ownership of territory and account outcomes
Requirements
Essential
- 3+ years of successful BDR or inside sales experience in B2B SaaS, preferably in hospitality tech, proptech, or enterprise software
- Proven track record of delivering quotas and driving pipeline generation in complex sales environments
- Exceptional English communication skills with ability to engage C-level stakeholders and articulate technical value propositions. At least 1 additional language managed (Spanish, Italian, German, other)
- Strong business acumen and consultative selling approach
- Experience with advanced sales methodologies (MEDDIC or similar frameworks)
- Deep proficiency with Salesforce CRM and sales engagement tools (LinkedIn Sales Navigator)
- Self-starter with ability to work independently and manage complex, multi-threaded sales cycles
- Analytical mindset with data-driven approach to pipeline management and optimization
- Cultural sensitivity and experience working across international markets
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Preferred
- Experience in hospitality technology, property management systems, or channel management solutions
- Bachelor's degree in Business, Hospitality Management, Computer Science, or related field
- Understanding of API integrations, SaaS architectures, and technical partnership models
- Experience selling to technical buyers (CTOs, VPs of Engineering, Product Managers)
- Previous quota-carrying or closing experience
What We Offer
Compensation
- Highly competitive base salary commensurate with experience
- Uncapped commission structure
Growth & Development
- Strategic role with direct impact on company results
- Opportunity to shape go-to-market strategies and influence company growth
- Access to advanced sales training and professional development programs
- Exposure to diverse international markets and complex partnership ecosystems
Culture & Environment
- Join a high-growth company backed by The Access Group's resources and stability
- Work with a global team across multiple continents and time zones
- Direct impact on the success of thousands of hospitality businesses worldwide
- Hybrid position (remote/office) depending on location
- Collaborative culture that values innovation, ownership, and results
SU is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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