About this role
About Tiger TMS (An Aspire Software Company)
Tiger TMS is a leading provider of technology solutions for the hospitality industry, enabling hotels to enhance guest experience, optimize operations, and drive revenue. As part of Aspire Software (a Valsoft company), Tiger TMS combines deep industry expertise with the backing of a global software portfolio.
Role Summary
Tiger TMS is seeking a Director of Sales who will lead global sales execution and drive new business growth, while progressively expanding into a Managing Director role with full P&L ownership.
This role is designed for a commercially driven leader who can both execute and scale — initially focusing on pipeline generation, deal execution, and sales team leadership, and over time taking ownership of strategy, operations, and overall business performance.
The successful candidate will play a critical role in transforming Tiger TMS into a more predictable, scalable, and growth-oriented business.
Key Responsibilities
Phase 1: Sales Leadership & Revenue Growth
Sales Execution & Pipeline Ownership
Own new business revenue targets and drive consistent performance against quarterly and annual goals Build and manage a healthy pipeline with strong qualification, velocity, and conversion discipline Personally engage in key deals, strategic accounts, and complex negotiations Sales Process & Forecasting Discipline
Implement structured sales processes, forecasting cadence, and pipeline reviews Establish visibility into funnel metrics, conversion rates, and performance drivers Improve forecast accuracy and predictability of revenue Go-to-Market Execution
Translate commercial strategy into actionable sales plans across segments and regions Refine ICP, segmentation, and value proposition for Tiger TMS offerings Collaborate with Marketing and Product to strengthen positioning and demand generation Team Leadership & Capability Building
Recruit, coach, and develop a high-performing sales team Establish performance standards, accountability, and sales operating rhythms Introduce playbooks, training, and enablement to improve win rates
Phase 2: Transition to Managing Director
As the business scales, the role will evolve into broader leadership responsibilities including:
Business Leadership & P&L Ownership
Own overall business performance including revenue, profitability, and growth strategy Develop and execute annual operating plans aligned with Aspire’s value creation framework Drive financial discipline across sales, pricing, and cost structure Cross-Functional Leadership
Lead and align Sales, Customer Success, Support, and Product functions Ensure a cohesive go-to-market and customer lifecycle strategy Build a high-performance culture across the organization Strategic Growth & Market Expansion
Identify new market opportunities, partnerships, and expansion strategies Drive pricing, packaging, and monetization improvements Expand presence across regions, segments, or product lines Operational Excellence
Implement scalable systems, processes, and KPIs across the business Ensure CRM discipline, reporting accuracy, and data-driven decision making Introduce AI-enabled tools to improve productivity and commercial effectiveness
Required Experience
8+ years of experience in B2B software sales, preferably in hospitality or adjacent verticals Proven track record of consistently achieving or exceeding revenue targets Experience leading and scaling sales teams in a structured, metrics-driven environment Strong understanding of sales processes, forecasting, and pipeline management Demonstrated ability to move from hands-on sales execution to strategic leadership Experience in recurring revenue / SaaS environments preferred
Preferred Experience
Hospitality technology or hotel operations background Experience in smaller or mid-sized business environments (scale-up mindset) Exposure to pricing strategy, partnerships, or multi-product selling Prior GM, Business Unit Head, or P&L ownership experience is a strong plus
What Success Looks Like
Predictable and growing new business revenue Strong pipeline coverage and improved conversion rates High-performing, accountable sales organization Clear transition into full business leadership within 12–24 months
What We Offer
A clear pathway to Managing Director / General Manager role High ownership and autonomy within a global software portfolio Opportunity to transform and scale a recognized hospitality technology business A culture grounded in accountability, operational excellence, and entrepreneurial leadership #AspireSoftware #TigerTMS