Account Executive, Hospitality Staffing - Nashville, TN at The Wilkinson Firm in Nashville, Tennessee, United States

Job description

• About this role
• TWF's Hospitality Staffing division is in 0-to-1 mode. You're not inheriting a book of business. You're building one from zero, with the founder, against three live contracts already in delivery as proof we can execute. If you're the right person, you become a partner in this division long-term.
• What this is and isn't
• Employee-level-1 on the closing side of a relationship-led hospitality staffing firm
• Founder-led with hands-on weekly support during ramp
• Equity-bearing with a real path to partner-level ownership
• Book-of-business work. You're hired for your network, your close rate, and your ability to keep accounts after they sign
• Closing against an inherited book or established marketing engine. The book is yours to build
• A transactional vendor pitch. Hotel GMs buy on trust and delivery quality, not on slides
• A hand-holding environment. People who need a defined system to operate inside will struggle here
• Why this role exists
• TWF has three active hospitality staffing contracts, operational leadership in seat, and a clear path to $5M across the Southeast over the next 24 months. There is no dedicated closer building the book. You're it. Without you, the division stays at three contracts. With you, it becomes the firm's revenue engine.
• What success looks like
• Day 30: pipeline of 8-12 qualified Discovery Calls in flight, first 1-2 trial agreements signed
• Day 60: first Master Service Agreement signed
• Day 90: 2-4 signed MSAs, 70% trial-to-recurring conversion rate sustained
• Day 180: 4-6 signed MSAs cumulative, Tier 2 equity grant landed, recurring revenue share starting to compound
• Day 365: $300,000 to $1M+ annualized recurring contribution traceable, Tier 3 equity progression on the table

Responsibilities

• Run Discovery Calls with hotel GMs, Directors of F&B, Banquet Directors, and Catering Directors
• Build proposals using TWF's capability stack: Gold Shield Certified standards, captain-led delivery, multi-state coverage
• Negotiate and sign Master Service Agreements
• Manage the 30-day trial conversion in partnership with the Director of Hospitality Operations
• Expand accounts into second venues and multi-property contracts
• Forecast pipeline weekly in HubSpot

Requirements

• 5-10 years in hospitality sales, hospitality staffing, or hotel F&B leadership
• Comfortable across hotel chains, independent properties, and event venues
• You have a network of hotel GMs and F&B Directors across the Southeast, or willingness to build one in 90 days
• Operator-grade. You've closed events AND you've run them
• You've worked in a startup or early-stage environment before, or you know that's the environment you want
• Located in a Southeast market with hotel density
• Comfortable with up to 25% regional travel
• Bonus points
• Prior role at Hilton, Marriott, IHG, full-service convention property, or premium independent
• Existing relationships with regional chambers, NCRLA, GHLA, AAHOA
• HubSpot Sales Hub fluency

Skills

Required

• Hospitality sales
• Hospitality staffing
• Hotel F&B leadership
• Network building
• Closing deals
• Account management
• Discovery calls
• Proposal building
• Negotiation
• Pipeline forecasting
• Startup environment experience

Preferred

• HubSpot Sales Hub
• Apollo
• LinkedIn Sales Navigator
• DocuSign
• Slack

Benefits

• The partner upside
• TWF Earned Equity Ladder: Tier 2 (1-3% equity) eligible at month 6 against the 5-gate evaluation
• Tier 3 (3-8% equity) progression by month 18 if you continue performing and take on strategic ownership
• Tier 4 (8-15% equity, true partner level) by month 36 for the right person
• Recurring revenue share: 1-5% of net profit on staffing fees from accounts you signed, paid quarterly, residual for the life of the account
• The math: 8-12 signed properties in Y1 at $50,000 to $80,000 average annualized recurring puts you in Tier 2 equity range by month 6 and creates a residual stream that compounds for years
• The pay
• Base: $1,500/month during first 90 days while your book builds, then scales with performance
• Commission: 12% of first-year contract value, 8% Y2+ on the same account
• Recurring revenue share: 1-5% of net profit on recurring staffing fees from accounts you signed
• Bonus stack: $2,500 per signed property over 4 in any 90-day window
• Realistic Y1 total comp at target performance: $50,000 to $120,000 plus residual stream that compounds
• Equity: see "The partner upside" above