Outbound Strategic Account Lead

About the role

HostGPO is hiring an Outbound Strategic Account Lead to drive top-of-funnel growth for our Strategic Accounts team.

This is a true hunter role. You will own outbound prospecting across phone, email, LinkedIn, and live events, with a focus on identifying and engaging high-potential hospitality and short-term rental operators. Your job is to find the right prospects, qualify the opportunity, create momentum, and route strong-fit accounts into the right Strategic Account sales motion.

You will not be waiting for inbound interest. You will be building pipeline from the ground up.

The right person for this role is energized by cold outreach, confident on the phone, curious about the industry, and motivated by the early work it takes to create new business. You should be comfortable starting conversations with operators who may not know HostGPO yet, helping them understand the value quickly, and knowing when an account is ready for a deeper consultative sales conversation.

This role is also ideal for someone who wants to become deeply embedded in the hospitality and short-term rental space. Our members are sophisticated operators, and the best sales conversations come from understanding their world: furnishing cycles, procurement friction, linen programs, amenities, opening timelines, vendor complexity, and the constant pressure to control costs without compromising guest experience.

You do not need to know all of that on day one. You do need to want to learn it quickly.

What you'll do

• Build New Pipeline
• • Own outbound prospecting for the Strategic Accounts team across cold calls, cold emails, LinkedIn, and event-based outreach.You will target high-value account types including short-term rental operators, boutique hotels, corporate housing providers, glamping and outdoor hospitality brands, developers, multifamily operators, and other businesses with meaningful hospitality procurement needs.
• Qualify Strategic Opportunities
• • Assess prospect fit, understand business needs, surface pain points, confirm decision-making structure, and determine whether an account belongs in the Strategic Accounts sales motion.
  • When an opportunity is ready for the next step, you will complete a warm handoff to the appropriate Strategic Account Representative or Strategic Account Manager with clear context and next steps.
• Represent HostGPO At Industry Events
• • Attend industry conferences, hospitality expos, STR events, and other relevant gatherings throughout the year.
  • You will help HostGPO build presence in the market by working the room, starting conversations, capturing leads, strengthening relationships, and following up with prospects after the event.
  • This is an important part of the role. The best person for this seat enjoys being in the industry, not just selling from the outside.
• Support Follow-Up And Reactivation
• • Help keep strong prospects from going quiet after consultations by sending thoughtful follow-up and re-engagement touchpoints.
  • You will also support outreach to dormant, stalled, or non-ordering accounts where there may be renewed opportunity. Some prospects and members need the right message at the right time. You will help restart those conversations and route re-engaged accounts back to the right owner.

• Keep The Team Aligned
• • Maintain clean, accurate records in HubSpot so the team can work from shared context. Calls, emails, LinkedIn touches, meetings, notes, and handoffs should be logged clearly and consistently.
  • You will also participate in Strategic Accounts team meetings and share what you are learning from the field: which messages are resonating, which objections are coming up, which account types are responding, and where we may need to adjust.

Qualifications

• Outbound Sales Experience
• • You have 3-5+ years of B2B outbound sales experience and a demonstrated ability to create pipeline from scratch.
  • You are comfortable with cold calls, cold emails, LinkedIn prospecting, conference follow-up, and the steady discipline that outbound requires. You understand that good outbound is both numbers and judgment: enough activity to create momentum, enough personalization to earn attention.

• Strong Phone And Event Presence
• • You are confident picking up the phone and starting a conversation with someone who was not expecting your call.
  • You are also comfortable representing a company in person: walking a conference floor, working a booth, introducing yourself to strangers, and building real relationships in the market.
• Industry Curiosity Or Relevant Experience
• • Experience in short-term rentals, hospitality, travel, procurement, furniture/FF&E, real estate, corporate housing, multifamily, or another adjacent space is strongly preferred.
  • If you do not come from the industry directly, you should bring a clear desire to learn it. Our members can tell when someone understands their operating reality. Curiosity, preparation, and specificity matter here.
• Qualification Judgment
• • You can quickly determine whether a prospect is a good fit, what problem they are trying to solve, who needs to be involved, and what should happen next.
  • You know how to create momentum without pushing the wrong accounts into the wrong process.

• Self-Starting Mentality
• • You are comfortable working in a small, fast-growing company where not everything is perfectly scripted.
  • You can take direction, but you do not need constant direction. You bring ideas, test messaging, learn from what is working, and help improve the playbook as you go.

• Clear Communication
• • You write like a person. Your emails are concise, specific, and relevant. You know how to follow up without sounding generic, over-automated, or oddly intense.
  • You can communicate clearly with prospects, teammates, and leadership.

• CRM Discipline
• • You have experience with HubSpot or a similar CRM and understand why clean records matter. Good handoffs depend on good context.

• Comfort With Modern Sales Tools
• • You are comfortable using Slack, HubSpot, LinkedIn, and AI tools to support research, prospecting, and message refinement.

Bonus Points

You may be especially strong for this role if you have experience in any of the following areas:

• Short-term rental, hospitality, boutique hotel, corporate housing, multifamily, or outdoor hospitality sales
• Procurement, FF&E, interior design, furniture, linens, amenities, or hospitality operations
• Membership-based sales, group purchasing, marketplace, or procurement platform sales
• High-growth startup or early-stage company environments
• Event-based lead generation or conference-heavy sales motions
• Consultative sales where the value proposition requires more than a simple product pitch

The primary focus of this role is pipeline generation and qualified handoff, but closing ability is a meaningful plus. If you know how to recognize the right opportunity and move it across the finish line, that will serve you well here.

Compensation And Benefits

• Base salary of $75,000-$85,000
• OTE of $130,000-$150,000+ with uncapped commission and performance incentives
• Stock options in a rapidly growing company
• Health insurance
• 401(k)
• Flexible PTO
• Learning and development reimbursement
• Free HostGPO membership
• Covered conference and event travel

Why This Role Matters

HostGPO is a community built for hosts, by hosts. We care about the operators we serve, and we are building something practical, valuable, and needed in a fragmented industry.

This role is important because new relationships drive the next stage of our growth. You will be one of the first people many strategic prospects meet from HostGPO. The way you open the door, understand their business, and create trust will shape the opportunities that follow.

For the right person — someone who likes outbound, wants ownership, enjoys the hospitality world, and is excited by the chance to build a market presence from the ground up — this role has real upside.

HostGPO is proud to be an equal opportunity employer and celebrates diversity across our team.