Remote Director of GTM Excellence (m/f/d)

About RoomPriceGenie ✨🧞‍♂️

Founded in 2017, RoomPriceGenie is dedicated to helping hoteliers around the globe achieve optimal pricing. 🌍 We understand that many small hotels face challenges with digitalization, making their operations increasingly complex and often resulting in lost revenue. This is where we come in!

We have developed a powerful solution that enables hotels to set the right prices in just seconds. ⏱️ Our state-of-the-art algorithm analyzes both internal hotel data and market trends to recommend pricing strategies that enhance revenue and improve booking rates.

With customers spanning the globe—from the USA and Canada to Iceland, South Africa, China, Slovenia, Italy, and the UK—RoomPriceGenie has made a meaningful impact in the hospitality industry, and our clients love the results. ❤️

Now, we are excited to expand our customer base and spread the word about how we can support hoteliers in optimizing their pricing strategies. We invite you to join us on this journey! We actively encourage applications from candidates with diverse backgrounds to enrich our team and drive innovation.

About the Role

RoomPriceGenie is scaling two distinct sales motions across three regions — SMB and Enterprise — with a growing commercial team spanning EU, NA, and APAC. The Director of GTM Excellence designs, operationalises, and continuously improves the commercial operating system of RoomPriceGenie. They make sure every person in the commercial organisation, from Lead Generator to Commercial Director (CDs), knows exactly what to do, when to do it, and how to do it well.

This is a senior individual contributor role that sits at the intersection of process design, productivity, AI-enablement and systems, and commercial performance. This role reports directly to the CCO and operates as a strategic partner to Commercial Directors and local leadership worldwide. This role will work closely with a dedicated GTM AI Engineer to support the building and maintenance of AI agents across the commercial department.

Why This Role Exists

As RoomPriceGenie grows across regions with two fundamentally different sales motions, consistency and clarity of execution become critical competitive advantages. The Director of GTM Excellence takes ownership of the commercial engine — not by managing people, but by designing the system that those people operate within and monitoring that it is followed with discipline.

The Two Sales Motions

SMB Motion

Every deal entering the SMB pipeline should be handled identically — with human touchpoints where they matter, augmented processes where convenient, no ambiguity about ownership at each stage, no deals falling through cracks, no rep improvising where there should be a clear path. This role defines the end-to-end SMB process, documents it, and uses AI agents and automation to standardise and improve it. They support local leadership to enforce this motion so that everyone operates from the same playbook.

Enterprise Motion

The existing Enterprise motion is partially rolled out and needs to be completed, hardened, and fully operationalised. Both inbound and outbound flows must be fully defined, with Account Planning and Forecasting as non-negotiable pillars. Local leadership owns day-to-day interaction with the teams and enforcement of this motion; this role designs the system, and local leadership enforces and ensures it is followed. Deal-stage discipline, multi-stakeholder management, and forecast accuracy are the measures of success.

Core Responsibilities of this Role

Commercial Operating System Design

• Design and document the perfect sales flow for both SMB and Enterprise —  unambiguous, with clear ownership at every step
• Ensure every person in the commercial org (Lead Generators, salespeople, CDs) knows exactly what is expected of them within each motion
• Deploy AI agents together with the GTM AI Engineer and set up automations with RevOps to help team members focus on the human touchpoints and maximise their value, reinforce process adherence, reduce manual effort, and close execution gaps
• Partner with local leaders and CDs to ensure active enforcement of defined processes in their markets — you create the process & system, local leadership enforces it
• Complete and operationalise the Enterprise motion, including Account Planning templates, forecasting standards, and inbound/outbound flows

Commercial Performance Strategy and Infrastructure

• Define and prioritise AI and automation opportunities within the commercial organisation. Partner with the GTM AI Engineer to build, deploy and maintain solutions that increase productivity, improve data quality and reinforce process adherence.
• Act as a strategic thinking partner to the CCO, with enough context and credibility to serve as a commercial leadership backup when needed
• Key point-of-contact for the commercial department to RevOps & Data team to improve processes and realise automation potential
• Contribute to compensation plan design, ensuring incentive structures drive behaviours aligned with SMB and Enterprise GTM goals

Onboarding and Enablement systems ownership

• Own the enablement infrastructure required for the successful execution of the defined sales motions.
• Participate in hiring decisions for commercial roles, bringing a perspective on whether candidates can execute the defined motions
• Design and facilitate onboarding strategy and logic for all new commercial hires, supported by agents and automation to make it scalable and consistent; day-to-day onboarding is run by local leadership
• Build and maintain living playbooks for both SMB and Enterprise motions — these documents feed AI agents and must be kept accurate and current

Forecasting & Pipeline Governance

• Define forecasting methodology and standards globally
• Establish inspection cadences and forecast review mechanisms
• Drive forecast accuracy improvements
• Own account planning framework for Enterprise
• Partner with CDs to improve pipeline quality and deal progression

Commercial Operating Cadence

• Define standards for QBRs, pipeline reviews, forecast reviews and account reviews
• Establish a consistent commercial operating rhythm across regions
• Establish a structured feedback loop where top performers regularly share what is working so that knowledge is systematised and distributed globally
• Ensure leadership teams inspect the metrics and behaviours required for successful execution
• Continuously improve operating cadences based on business performance and feedback

Your Profile

Must-haves

• 7+ years of experience in B2B SaaS sales, sales leadership, or commercial leadership roles, including direct responsibility for revenue targets and forecasting
• First-hand experience operating within both SMB and Enterprise sales motions — not just supporting them from Enablement, RevOps, or consulting functions
• Has personally carried a quota and/or led quota-carrying teams, with a strong understanding of the realities, pressures, and trade-offs of frontline selling
• Experience building, implementing, and scaling commercial processes across growing SaaS organisations (ARR $20m -to ARR $100m), translating complexity into clear and repeatable operating models
• Experience in identifying and deploying AI, automation, or workflow improvements within commercial organisations
• High credibility with sales leaders and frontline salespeople, able to challenge, influence, and gain adoption without relying on formal authority
• Highly autonomous operator who can identify opportunities, create structure from ambiguity, and drive initiatives through to completion

Nice-to-haves

• Multi-regional commercial experience — understanding that EU, NA, and APAC dynamics differ meaningfully
• Familiarity with compensation plan design and how incentives shape sales behaviour
• Background in SaaS-for-SMB or hospitality technology

What We Offer at RoomPriceGenie 💪

At RoomPriceGenie, we don’t just offer jobs; we offer an adventure! 🚀 Join us in an exciting startup atmosphere where you can grow your career while changing the world for tens of thousands of independent hoteliers. 🌍 Our global and diverse team is fueled by passion and a shared mission. We thrive in a culture that’s all about transparency, respect, and making a real impact together.

Here’s what you can expect when you become part of our Genie family:

• Remote-First Model:You can work flexibly from anywhere. 🌍🧑‍💻At the same time, wesupport co-workingand you’re of course welcome to work from ouroffices in Mannheim, Berlin, or Sydneywhenever you like. 🏢
• One Team, One Vision, One Goal:We’re in this together! 🤝 Our Genies are laser-focused on our mission, collaborating to make magic happen. ✨ It’s no wonder we score a stellar 9.3 from our team members! 🌟
• Epic Team Gatherings:Every year, we bring our global crew together 🌎 for a week of networking, brainstorming, and fun. 🎉 Plus, enjoy regular hangouts in our offices to keep the camaraderie alive.
• Growth and Development:We’re all about lifelong learning! 📚 Level up your skills with personal and professional development opportunities. You’ll even snag up to three extra days off each year to focus on your growth. 📈
• 5 Years? 5 Weeks!Stick with us, and we’ll reward your loyalty. After five years, you’ll earn an incredible five weeks of bonus vacation time 🏖️ to recharge and explore the world. 🌍
• Birthday Celebrations:It’s your day, so take it off! 🎂 Celebrate your birthday the way you want, guilt-free.
• Flexible Hours:We get it—life happens! ⏰ We offer flexible working hours to help you balance your work and personal life seamlessly.
• Wellbeing Matters:Your mental health is a top priority. 🧘 Every Genie gets access to Headspace, the leading meditation app, to help you cultivate a happier, healthier, and more zen life. 🌿
• BetterHelp Support:We also offerBetterHelp, a professional online therapy and counseling platform, giving you additional support whenever you need it.💛🧠

We kindly ask that recruitment agencies refrain from reaching out regarding this vacancy. Thank you for your understanding.