Fractional CRO (Chief Revenue Officer) — Hospitality

This hands-on leadership role focuses on building revenue architecture for B2B SaaS sales to the hospitality sector. You'll develop go-to-market strategies specifically for hotel properties, including independent hotels, regional chains, and large hotel groups. The position involves creating repeatable sales processes and managing complex buying dynamics across hotel ownership groups, management companies, and franchise ecosystems.

You'll be responsible for establishing land-and-expand approaches, building strategic partnerships within the hospitality technology ecosystem, and implementing revenue operations that drive predictable growth. The role requires deep understanding of hotel stakeholder structures and proven experience selling technical solutions to hotel operators.

• Define go-to-market strategy for hotel segment including ICP development, positioning, and revenue planning
• Lead complex B2B sales cycles into hotels including pilots, stakeholder alignment, and procurement processes
• Develop strategic partnerships with hospitality integrators, resellers, and technology partners
• Build revenue operations including pipeline reviews, forecasting, and performance dashboards
• Align sales and customer success teams to improve retention and expansion across multi-property deployments
• Coach sales teams on hotel selling motions across GM, owner, revenue manager, and operations stakeholders

• Former or current CRO, VP Sales, or Head of Revenue with senior GTM leadership experience
• Proven track record selling SaaS or technical applications to hotels in B2B environment
• Strong understanding of hotel buying dynamics including ownership groups, management companies, and stakeholder mapping
• Demonstrated ability to build go-to-market from scratch or scale existing revenue motions
• Experience with messaging, pipeline development, sales processes, and RevOps implementation
• Familiarity with hotel technology ecosystems and multi-property rollout experience preferred

CXOwork specialises in executive-level fractional leadership placements, connecting senior executives with organisations across various industries. The company operates within the professional services sector and supports growth-stage and established businesses seeking experienced leadership.