Business Development Partnerships Lead Resorts Hotel Groups 10 Years

## About the Role BlockQuote.ai (by Desta Labs) is an AI-assisted, policy-controlled "instant group quoting rail" for resorts—replacing email ping-pong with structured requests, instant quotes + timed holds, approvals, and an auditable workflow. We're starting with resort groups in Mexico/Caribbean and expanding from there. We have a pilot customer and a clear wedge through destination weddings and repeat-booking agencies. We need a senior hospitality BD operator who can land additional pilots and expand them into multi-property rollouts. ## Responsibilities - Own partner acquisition for resort/hotel operators (Mexico/Caribbean first) - Build and manage a target list of "manual group quoting" properties and groups - Run the full enterprise pilot motion: discovery → qualification → champion building → stakeholder mapping → NDA → pilot agreement → data-owner alignment → kickoff scheduling - Coordinate onboarding requirements (rate sheets/policies/owners) and drive go-live cadence (weekly check-ins) - Position the product clearly: "resort-controlled, guardrails decide, AI assists" - Maintain pipeline tracking (CRM or shared tracker) and weekly reporting (stages, blockers, next actions) - Work closely with product/customer success to ensure pilots launch and renew/expand ## Non-negotiable Requirements (Hard Filter) - 10+ years experience selling into resorts/hotels/hotel groups (operator-side buyers) - Proven history closing deals with multi-stakeholder committees: Commercial/Sales, Revenue, Groups/MICE, IT/Data, Finance/Legal - Demonstrable hospitality network: Directors of Sales/Commercial, Revenue leaders, Group sales leaders, Distribution, GMs - Comfortable selling a pilot-first motion (land-and-expand) and driving internal alignment to deliver data and owners - Strong written follow-up skills (short, direct emails/WhatsApp; clear next steps) - Can operate independently with high accountability ## Nice to Have - All-inclusive resort experience (Cancun/Riviera Maya/DR/Jamaica) - Spanish fluency - Familiarity with hotel group workflows and systems (Delphi/Cvent, CRS/PMS concepts, distribution/leakage dynamics) - Experience selling workflow infrastructure, not just marketing tools ## What Success Looks Like (90 Days) - 10–15 qualified meetings/month after ramp - 2–4 NDAs/month - 1–2 pilots/month signed once process is stable - Pilots reach "ready to launch" status in <14 days from signature (owners + data + kickoff scheduled) - At least one pilot converts to expansion/rollout motion ## Compensation (Cash + Equity) We can structure this as: - Base cash (contract) - Performance incentives: per pilot signed + per pilot launched + per expansion/rollout conversion - Equity: meaningful but tied to performance and time commitment (e.g., options/RSUs; details shared with finalists) ## How to Apply (Must Include) - A short summary of your hospitality deal history (last 3 years): who you sold to and buyer titles - One example of a complex resort/hotel deal you closed: stakeholders, objections, timeline, outcome - Your plan to land 3 pilots in 60–90 days in Mexico/Caribbean - Confirmation: you have 10+ years selling to resorts/hotel groups and can provide references ## Screening Questions (Wellfound Form) - Name 5 resort/hotel groups you've sold to and the buyer titles involved. - How do you get from "interest" to "NDA + pilot agreement signed" in under 2 weeks? - What are the top 3 objections you expect from Revenue/IT/Finance and how do you handle them? - What's your current location/time zone and Spanish level?