Senior Business Development Representative

Business Development Representative

Independent Contractor | Hospitality AI SaaS

About First Wave AI

First Wave AI is an AI-native communications platform purpose-built for hospitality. We help independent hotels and hotel management companies automate guest communications across phone, SMS, chat, and email while improving operational efficiency, service consistency, and revenue performance.

Our platform is already in use across premium hospitality brands, and we are now scaling distribution to independent hotels and multi-property management groups.

Role Overview

We are seeking a Business Development Representative to own outbound and early inbound GTM efforts focused on:

- Independent hotels (50+ rooms)
- Boutique and lifestyle properties
- Hotel management companies and operators
- Tourism / Activity / Event Operators
- Mexico Regional Territory

This is a hands-on revenue role responsible for sourcing, qualifying, pitching, and closing subscription agreements in the $10k/year range. The ideal candidate has established relationships with property management companies.

This role is designed for someone who can start closing quickly, operate independently, and speak credibly with hotel General Managers and senior operators.

Target Buyers

You will sell directly to:

- General Managers (independent hotels)
- Directors of Revenue, Sales, Marketing, or Operations
- Ownership groups and management company leadership

Core Responsibilities

Pipeline & Prospecting

- Source and qualify outbound leads across independent hotels and management companies
- Build a consistent pipeline of qualified decision-makers
- Use structured CRM hygiene to track outreach, objections, deal stage, and close probability

Sales Execution

- Run discovery and product demos independently
- Position First Wave AI as an all-in-one communications platform, not point solutions
- Close monthly and annual contracts $10k/year range
- Handle pricing, contract review, and signature with minimal oversight

Revenue Ownership

- Own deals end-to-end from first contact to signed agreement
- Prioritize speed-to-close over long enterprise cycles
- Focus on volume and repeatability across properties

Market Feedback

- Surface objections, pricing friction, feature requests, and competitive intelligence
- Provide structured feedback to product and leadership weekly

Operational Discipline

- Maintain accurate CRM records
- Report weekly on pipeline, closed ARR, and forecast
- Coordinate clean handoff to onboarding once contracts are signed

Success Metrics (First 90–180 Days)

- First signed customers within 30–45 days
- Consistent close rate on $10k/year deals
- Predictable outbound motion to hotel GMs and operators
- Growing monthly recurring revenue from net-new properties

Ideal Candidate Profile

Experience

- 2-5+ years in B2B SaaS sales, hospitality tech, or vertical SaaS
- Prior experience selling to hotels, real estate, property management, or services-driven SMBs strongly preferred
- Demonstrated success closing $10k/year deals without heavy sales engineering support

Skill Set

- Comfortable speaking with senior operators and GMs
- Strong discovery and objection handling
- Able to run tight, efficient demos
- Self-directed and execution-oriented
- Comfortable working as an independent contractor in an early-stage environment

Mindset

- Builder mentality. You are creating the playbook, not inheriting one
- Comfortable with ambiguity and iteration
- Revenue-first orientation. You care about signed contracts, not vanity metrics

Compensation & Structure

- Independent contractor engagement
- Commission structure aligned with closed agreements
- Commission paid on ARR actually collected, prorated, and collected
- No cap on commissions
- Opportunity to expand scope and earnings as volume scales

Why This Role Matters

This role is critical to proving that First Wave AI can scale repeatable, property-level revenue outside of large enterprise pilots. You will be the tip of the spear in building a predictable GTM engine into independent hospitality.