Associate Director, Sales

The Role

About the Team

Strategic Impact

• Design and execute a corporate and group sales strategy that delivers against Kasa’s ambitious growth targets.
• Build, develop, and lead a high-performing sales team with clear roles, expectations, and coaching pathways.
• Implement scalable processes, reporting cadences, and performance management systems that drive accountability and results.
• Align sales targets with Kasa’s overall commercial goals, ensuring transparency, predictability, and accurate forecasting.

Day in the Life

• Lead pipeline, forecasting, and account review sessions with your team, operations and Kasa Leadership.
• Build and refine standardized processes for account targeting, prospecting, contracting, and handoff.
• Engage directly with senior travel managers, TMC leaders, project-based travel buyers, and national corporate partners.
• Track performance metrics, evaluate productivity, and refine strategies to unlock incremental revenue.
• Collaborate cross-functionally to ensure Sales is aligned with market strategy, inventory expectations, and demand opportunities.

Key Responsibilities

Sales Leadership & Team Development

• Build, lead, and retain a high-performing regional sales team, including hiring for key roles.
• Establish clear KPIs, accountability systems, and performance management routines.
• Provide individual coaching, mentorship, and development plans that elevate team capability and results.
• Foster a team culture rooted in accountability, transparency, motivation, and continuous improvement.

Corporate & Group Revenue Growth

• Develop and execute a national corporate and group sales strategy aligned with Kasa’s revenue and profitability goals.
• Ensure consistent achievement of quarterly and annual sales targets tied to Kasa’s annual budget.

Cross-Functional Leadership

• Serve as a strategic partner to Revenue Management, Operations, Distribution, and Marketing.
• Provide market insights and customer feedback to influence pricing, product, distribution channels, and new market expansion.
• Represent Kasa at conferences, industry events, and customer-facing engagements.

Required Experience

• 10+ years in B2B sales with deep corporate account experience. Industry background is flexible.
• Proven track record of building and leading high-performing sales teams.
• Demonstrated success in acquiring and growing national corporate accounts.
• Experience establishing disciplined sales processes, forecasting routines, and reporting cadences.
• Strong operational rigor and comfort with data-driven performance management.
• Exceptional relationship-building, negotiation, and communication skills.
• Experience thriving in high-growth, fast-moving, tech-enabled environments.

Plus If You Have

• Hospitality, travel, or alternative accommodations experience.
• Group sales experience.
• Background in multi-market national or enterprise sales.
• Understanding of revenue management principles and collaboration models.

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Benefits

• Remote Work: With flexibility as a core value, and over three-quarters of the team working remotely, Kasa employees can work from anywhere, including our Kasa’s across the country!
• Kasa Travel Credit: We love to travel! Kasa employees get an allowance of free stays with us in any of our locations, plus a discount on any night for friends and family.
• The Pay: The starting base pay range for this role is between $140,000 and $164,000 and is set based on multiple considerations, including business needs, market demands, talent availability, experience, and unique skills and attributes. The base pay range is subject to change and may be modified. This role may also be eligible for equity, bonus, perks, benefits, and Kasa Travel Credits.
• Generous Stock Option Plan: At Kasa, our compensation philosophy is to offer a total compensation package that over-indexes on equity to encourage our team to think like owners (by being owners) and benefit from the value growth that our collective hard work creates.
• Flexible PTO: Full-time exempt Kasa employees are encouraged to take time off as they need and see fit, ensuring that it’s not disruptive to their work.
• 401(k) Plan: As you invest in yourself and your future, Kasa invests in you too.
• Health Coverage: We’ve invested in comprehensive health insurance options to help when you need it most.
• Other Perks: Qualifying full-time roles are eligible for a wi-fi stipend, cell-phone reimbursement, home office stipend, and more!