About the job
The People Group has partnered with HostGenius to find their next Sales Lead.
HostGenius is a private, invitation-only network for independent vacation rental operators across North America. The network connects 55+ active operators managing 2,000+ properties across 20+ U.S. and Canadian markets — giving them the scale advantages of a franchise without giving up their independence, their brand, or a cut of their revenue.
Members get access to:
Shared benchmarks — real performance data (revenue, margin, payroll, OPEX) from operators at the same stage
Fractional leadership — VPs of Revenue, Operations, and Homeowner Growth who review your numbers and provide hands-on guidance
Collective buying power — pooled unit counts across the network to secure enterprise-level pricing on software and vendors
Private peer network — a curated community of operators who've been where you are and will tell you what actually works
CEO Dashboard — integrated metrics tracking across PMS and financial data
Quarterly summits and city dinners — in-person connection with the operators who are shaping the industry
HostGenius operates on a flat-fee membership model — no revenue share, no franchise fees, no loss of autonomy. Members keep full ownership of their businesses, their brands, and their client relationships. The network exists to help independent operators stay independent while growing faster than they could alone.
Founded by Charles Mullany (CEO of the Year, 2023 — CEO Monthly), HostGenius is host-led: the core team is made up of experienced vacation rental operators, not consultants watching from the sidelines.
The Role
We built the engine. Now we need someone to drive it.
HostGenius has a working sales machine — setters are booking meetings with independent vacation rental operators, qualified prospects are showing up, and memberships are closing. The problem? Too many of those deals still run through the CEO. That's not scalable. That's not a system. That's a bottleneck with a founder's name on it.
We're hiring a Sales Lead to take ownership of the entire sales operation — the people, the process, the pipeline, and the performance. This is a player-coach role. You'll manage the team AND close memberships yourself while you build the machine that eventually runs without the CEO in every call.
You're not selling a commodity. You're selling access to a network that makes independent operators more profitable, more informed, and less alone. The prospects are established business owners who already run successful short-term rental companies — they need to be sold on value, not pressured into a decision. This is consultative, relationship-driven selling to sophisticated buyers.
What You'll Own in the First 90 Days
This is the job. Not eventually. Day one.
Take full ownership of the sales management program — daily standups, weekly 1:1s, pipeline reviews, KPI inspection
Run daily setter training sessions and Orum call reviews — coach the team on what good sounds like
Establish a consistent roleplay cadence — reps practice before they perform, not on live prospects
Build and enforce pipeline discipline — stage definitions, deal hygiene, forecast accuracy
Own show-rate management — if meetings are booking but not showing, that's your problem to solve
Implement half-ramp and full-ramp processes for new hires — nobody guesses what "ramped" means
Run remedial coaching for underperformers — diagnose the gap, build the plan, track the improvement
Lead quality control — close the feedback loop between setters, AEs, and what's actually converting to memberships
Support AE ramp — help the Account Executive get to full productivity as fast as possible
Document the sales process — playbooks, call frameworks, objection handling guides, onboarding materials
What You'll Do Ongoing
Manage the full sales team: Member Appointment Setters/BDRs and Account Executive(s)
Own sales process end-to-end — from first setter touch to closed membership to clean onboarding handoff
Carry a personal closing quota while building the team's capacity to close without you
Reduce CEO dependency — every membership Charles doesn't have to personally close is a win for the business
Report on sales performance with clarity and honesty — numbers, trends, risks, wins
Continuously improve the sales operating system — what's working, what's leaking, what's next
Hire and onboard future sales team members as the network scales
What You Bring
Required
3–6 years of B2B sales experience with at least 1–2 years in a player-coach or frontline management role
Track record of building or scaling a sales team at an early-stage or growth-stage company — you've done this when the playbook didn't exist yet
Hands-on sales management chops — call reviews, pipeline inspection, 1:1 coaching, rep development. Not just reporting dashboards. Real coaching.
Strong enough to close deals yourself — this isn't a clipboard manager role. You sell AND you lead.
Experience managing BDR/SDR/setter teams and understanding the handoff between top-of-funnel and closing
Comfortable selling memberships and network access to established business owners — this is consultative selling to operators, not transactional selling to consumers
Process-oriented mindset — you build systems, not just motivation speeches
Ability to work U.S. business hours and sell into U.S.-based vacation rental operators
CRM proficiency (HubSpot preferred) — you manage pipeline in the system, not in your head
Nice to Have
Experience in short-term rental, hospitality, property management, or real estate tech
Background in membership, community, or network sales — you understand how to sell belonging and long-term value, not just a product
Familiarity with Orum, Apollo, or similar outbound sales tools
Experience building sales process documentation, playbooks, and training materials from scratch
Why HostGenius
The hard part is already done — the engine exists. You're not starting from zero. You're taking something that works and making it scalable.
You'll have direct access to the CEO and real decision-making authority over the sales org. No layers. No politics. Just results.
You're selling something operators genuinely need — a network that makes them more profitable, better informed, and connected to peers who get it. This isn't a hard product to believe in.
This is the kind of role where you can point at the membership growth number in two years and say: "I built that."
Compensation reflects the expectation — we're paying for a builder, not a babysitter.
North American footprint — 55+ operators across 20+ markets with continued expansion, meaning more territory and more opportunity
Pay: $90,000.00-$120,000.00 per year
Work Location: Remote
