Sales Executive

Los Angeles, CA, United States

Opportunity Overview

Hornblower Group is seeking an experienced Sales Executive

The current software offerings for the travel industry are fragmented and lacking. They often limit sales, negatively impact the guest experience, and prohibit the seamless operation of an enterprise business. From booking, to arrival, to experience and departure – operators are forced to use dozens of disparate platforms and services.

Given the size of the travel industry - $8.8 Trillion worldwide and $130 Billion just for travel activities, which includes segments such as overnight cruises ($46B), ferries ($2.5B), and cruises & events ($1.5B) - it’s hard to believe that no one has cracked the code on a unified operations and guest experience platform, until Anchor.

Furthermore, with the support from Hornblower, a global conglomerate of renowned brands across the experiences and transportation industries, Anchor is incredibly well-positioned to disrupt this legacy and disjointed industry.

Joining Anchor at this stage presents the ideal opportunity to help steer a high-growth business within an industry that is ripe for disruption.

Position Overview

Position reports to VP of Sales @ Anchor Operating Systems.

As a Sales Executive, you will be partnering with the VP of Sales to reach out to sales channels with the goal of 10x-ing revenue to $40M in the next 3 years.

As an early member of the Anchor team, you will have the ability to grow into a larger sales role and ultimately help them meet their ambitious vision to become a category-defining company in the ticketing space. This includes acquiring new logos across ferries, attractions, parks & zoos, tours & activities, cruises, and museums, as well as overseeing the RFP process for both municipal and federal contracts.

This individual must be entrepreneurial and a creative problem solver who knows how to experiment, test, learn, and iterate. It is paramount that the Sales Executive be resourceful and capable of achieving aggressive goals with ingenuity and within budget.

Core Responsibilities

Drive Revenue: Inherit the 2023 revenue plan, which includes deepening relationships with Anchor’s existing 40+ enterprise customers while simultaneously landing new logos for the business. Consistently meet and exceed revenue objectives while building a reputation for innovative sales strategies and techniques. Continuously identify and establish new areas of growth and additional revenue opportunities.

New Logos: The main core focus will be on new logo acquisition of customers within the ferries, attractions, parks & zoos, tours & activities, cruises, and museums industries. The goal will be to educate the stakeholders (often CEOs and Operations leaders) on how Anchor’s platform can benefit their business and convert new customers.

Understand the Customer: Develop and understand the different types of customers that will benefit from Anchor’s solution and use it to your advantage throughout the sales process. Whether you are speaking to the CEO at a local zoo or the Head of Operations at a world-renowned tourist attraction, knowing the customer’s pain points, common objections, needs, and desires will be critical to the success of this role.

Cross Collaboration: Collaborate with all departments– mostly at Anchor but sometimes within Hornblower – to execute any necessary goals. Work with the Engineering Operations team and Onboarding department to ensure customer feedback is being shared and product roadmaps are reflecting customer demands.

Dashboards & Analytics: Utilize pipeline tools and tracking systems that enable your increase of daily/monthly/annual revenue targets while also allowing for effective forecasting. This also includes reports for key initiatives, category and industry progress, field productivity, and customer analysis. We are looking for predictive, problem-solving sales experts that can translate numbers to action.

Project Management: Manage heavy workloads and multiple projects at once (often with many moving pieces) while also providing visibility into the workflow. Work cross-functionally, communicate clearly, and collaborate often in order to meet deadlines.

Requirements & Qualifications

No prior sales experience is necessary but nice to have.

Net New Revenue: Pipeline generation is the most important priority for this role. Someone who is not afraid to make cold calls when necessary. We are looking for a “hunter” who can add new logos.

Strategy, Forecasting. You must be able to create long-term strategies while remaining present in the moment. Strong strategic planning skills, with the ability to quickly and effectively take complex company objectives and translate them into a plan of action for a team.

Project Management. Ability to meet deadlines and manage heavy workload, providing visibility into the workflow.

We are open to remote candidates based in the US.

There will be travel expectations for this person to be in front of their team and customer when needed of 25-50%

Bachelor’s degree is required, advanced degree preferred. At the end of the day, we’re looking for a lifelong learner who is always getting smarter.

PERSONAL ATTRIBUTES

You are incredibly smart and curious by nature. You have a deep willingness to learn, realize that no one knows everything, you are comfortable with that and willing to put the work in to acquire new skills as needed.

High integrity. You have infallible values and integrity. You know right from wrong, and you are fully invested in doing the right thing at all times. You keep your word, follow through, and do what you say you will do. You don’t cut corners ethically, and always do what is right as opposed to what is convenient.

You are both self-motivated and great at motivating others. You don’t wait to be told what to do and if you see something that needs to be done you act.

Team Player. You are a collaborative, hardworking, problem-solver who leads by example. You are respectful and patient with at all times. You could never ask anyone to do something you are not willing to do yourself.

You are tolerant of ambiguity in a startup environment. You adapt as situations evolve; and are comfortable with constant change.

You have a high capacity for work and are motivated by customer success and equity value creation.

Data-Driven. You are dedicated to driving business decisions through data and market feedback, and you are willing to pivot decisions based on data.

You can feel the heartbeat of the org and have a direct impact on it. Others trust you and share with you.

You are way above average, and only want to work at a place that is poised for hyper-growth.

Respect Our Planet Responsibilities

Understand and follow all RESPECT procedures that relate to your job duties

Work with a “safety-first” attitude and ensure you and your team adhere to all safety rules and standards.

Ensure all facility, guest and crew accidents, incidents, safety hazards and violations including those that create harm, litigation, or insurance are promptly reported and required forms completed.

Communicate with Senior Management any issues affecting the health, welfare and safety of guests, crew, assets and facilities.

Seek ways to minimize impact on the environment at all times.

Demonstrate RESPECT values and QUEST Hospitality Behaviors with internal and external guests.

EEO

Hornblower has been the leading yacht and public dining cruise company in the United States for more than 38 years. Companies within the Hornblower family include Hornblower Classic Cable Cars, Hornblower Cruises and Events, Walks and Venture Ashore, American Queen Steamboat Company, Victory Cruises, Boston Harbor Cruises, HMS Global Maritime, Statue Cruises, Alcatraz Cruises, Niagara Cruises and NYC Ferry, operated by Hornblower.

Hornblower is proud to be an Equal Employment Opportunity and Affirmative Action employer. We prohibit discrimination and or/harassment of any type, including but not limited to discrimination and or harassment based upon race, religion, religious creed, color, national origin, ancestry, citizenship, sex, sexual orientation, gender, gender identity, gender expression, age, pregnancy or relation medical conditions, childbirth, breastfeeding, parental status, veteran and/or military statue, disability (physical or mental) medical condition, genetic information or characteristics, political affiliation, domestic violence survivor status, marital status, or other characteristics prohibited by federal, state, or local law. Additionally, Hornblower participates in the E-Verify program in certain locations.

Pursuant to the San Francisco Fair Chance Ordinance and other applicable laws, we will consider for employment qualified applicants with arrest and conviction records.

Hornblower is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [email protected], or you may call us at 415-635-2285.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

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