Fractional CRO (Chief Revenue Officer) — Hospitality
About the Role
CXOwork clients are seeking a Fractional Chief Revenue Officer (CRO) with deep hospitality industry experience —specifically someone who has successfully sold B2B SaaS or technical applications to hotels (independent properties, regional chains, and/or large hotel groups). This is a hands-on, execution-oriented leadership role . You will build or accelerate the company’s go-to-market engine, create repeatable pipeline, and drive revenue outcomes—while navigating the unique buying dynamics of hotel ownership groups, management companies, and brand/franchise ecosystems. What You’ll Do (Key Responsibilities)
- Go-To-Market Strategy & Revenue Architecture
- Define/refresh the GTM strategy for the hotel segment: ICP, personas, positioning, packaging, and pricing
- Build a revenue plan that connects marketing → sales → implementation → retention with clear targets (ARR, pipeline coverage, win rate, sales cycle)
- Establish a repeatable “land-and-expand” approach across multi-property groups and management companies
- Hotel-Specific Enterprise & Mid-Market Sales Execution
- Lead complex B2B sales cycles into hotels, including pilots/POCs, stakeholder alignment, procurement, and security review
- Coach/enable sellers on hotel selling motions (GM/Owner/Revenue Manager/Operations/IT/Finance)
- Build account plans for strategic targets (hotel groups, management companies, brands, clusters)
- Partnerships & Distribution Levers (Hospitality Ecosystem)
- Develop partnerships that matter in hotels (integrators, resellers, tech partners, industry associations)
- Create a partner motion that drives qualified pipeline (co-selling, referrals, joint marketing)
- Identify integration-led channels that accelerate adoption (e.g., alliances around the hotel tech stack)
- Revenue Operations, Forecasting & KPI Discipline
- Build the operating cadence: weekly pipeline reviews, forecast calls, deal inspection, and performance dashboards
- Define qualification and stage exit criteria; improve conversion rates and sales predictability
- Tighten revenue process across lead handling, discovery, proposals, negotiation, and close
- Customer Growth, Retention & Expansion
- Align sales + customer success to improve retention and expansion in multi-property deployments
- Build expansion playbooks: cross-sell/upsell within ownership groups and brands
- Instrument feedback loops to reduce churn drivers and improve implementation-to-value
Ideal Profile (Must-Have)
- Former/current
CRO, VP Sales, Head of Revenue, or senior GTM leader
- Proven track record selling
SaaS or technical applications to hotels (B2B)
- (Examples: operations tech, guest experience, revenue management, payments, workflow automation, analytics, facilities, procurement, etc.)
- Strong understanding of hotel buying dynamics and stakeholder map:
- Ownership groups, management companies, GMs, revenue leaders, IT/security, finance, operations
- Demonstrated ability to build GTM from scratch or scale an existing motion:
- Messaging, pipeline, sales process, pricing, RevOps, hiring/enablement
Strongly Preferred (Nice-to-Have)
- Familiarity with common hotel technology ecosystems and integration realities
- (e.g., property systems, booking channels, revenue/ops platforms—plus typical integration partners)
- Experience selling into multi-property rollouts and navigating brand/franchise constraints
- Experience with security/compliance reviews, procurement, and enterprise contract negotiation
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