VP, Sales - Global Accounts

Job Title

VP, Sales - Global Accounts

The VP, Sales - Global Accounts is accountable for driving sustainable growth, protecting long‑term revenue, and maximizing enterprise value from strategically critical global accounts. The role owns the end‑to‑end global commercial relationship for an assigned account or portfolio, acting as the single executive authority at headquarters level. By building deep, senior‑level customer relationships and providing thought leadership through consultative selling, the Global Account Director ensures that customer strategy, commercial execution, and governance are fully aligned with the unit’s business objectives.

Through this global ownership, the role directly contributes to revenue growth, retention, strategic customer positioning, and predictable business outcomes for the unit.

• Strategic Account Ownership & Commercial Leadership
  :
  Hold overall executive accountability for the performance, growth, and long‑term value of multiple global accounts within the assigned portfolio. Act as the primary headquarters‑level point of contact, with full responsibility for commercial governance, including approvals, dispute resolution, and executive‑level quarterly business reviews. Lead and influence senior internal and external stakeholders, ensuring alignment between customer priorities and the unit’s strategic objectives.
  
  Establish trusted‑advisor relationships with C‑level and senior customer decision‑makers, strengthening long‑term partnerships and strategic influence.
• Growth, Value Creation & Customer Strategy
  :
  Drive revenue growth and account expansion through tailored, account‑specific strategies that increase total global account value. Align company goals with customer business objectives by deeply understanding account strategy, corporate buying cycles, and key influencers and decision‑makers. Position the organization as a strategic partner rather than a transactional supplier, supporting long‑term retention and value creation. Align internal teams and leadership around a single, coherent global customer strategy, ensuring consistency across regions and functions.
• Commercial Execution & Deal Accountability
  :
  Lead negotiations on proposals, statements of work, and service agreements, exercising strong commercial judgement and deal‑making capability. Remain accountable (with support from the Global Account Manager and specialist roles) for proposal quality, solution positioning, and commercial outcomes, adapting involvement based on region and customer profile.
• Sales Planning
  :
  Define and own the client‑specific global account plan, ensuring it drives business growth, prioritization, and execution in line with unit objectives.
• Governance, Scale & Cross‑Regional Execution
  :
  Work with regional teams to execute the global sales strategy, cascading opportunities from global contracts to Regional Coordinators for Global Accounts. Ensure effective handover to Operations for delivery of products and services committed under global contracts. Coordinate with Customer Success Management to support adoption, retention, and value realization at local level. Support and enable local teams to accelerate strategic initiatives, retain long‑term value, and ensure alignment between global strategy and regional execution.
• Team management & talent development
  :
  Lead and develop a high‑performing team that delivers the unit’s vision and strategy, drives sustainable growth and long‑term plan objectives, ensures strong performance management and talent retention, evolves organizational capabilities, and represents the Hospitality unit externally.

• University Degree. MBA would be an asset.
• Experience across field sales, inside sales, sales support and strategic accounts. Having sold or marketed to hospitality industry a plus.
• Previous experience as a senior B2B Sales, General Management and/or operations executive, and shown significant growth with the businesses they’ve led.

• Strong sense of sales and ability to understand that this business can be scaled through an aggressive and organized sales culture.
• Able to…