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