VP of Go-To-Market - B2B SaaS Hotel Tech - Global

Hi there! 👋

I’m Joonas, CEO & Founder of MeetingPackage. I’m hiring a VP of Go-To-Market to re-engineer how the world meets, and to build the engine that makes it happen: a repeatable, scalable new-business engine that turns our momentum into won deals.

Group and event business is one of the last parts of hotel distribution still run on email threads, PDFs and phone calls. A guest can book a hotel room in a few clicks, while a company booking a meeting room and twenty bedrooms often waits days for a proposal. We build the software that closes that gap, and AI is speeding up the shift.

Whoever holds this role will decide how fast we win that market. It calls for someone who understands the technology as well as the buyer: hotel chains evaluate MeetingPackage through their commercial, revenue, sales and IT teams at the same time, and our product connects to their PMS, sales & catering and CRM systems. You need to be credible with all of them. Read about our journey here.

You’ll own our global new business end to end: new sales, demand generation, GTM planning, commercial enablement, new-business forecasting and revenue operations. Your mission is to design the GTM org of the future: a lean seven-person team that you’ll lead and grow, amplified by unlimited AI agents. You’ll report to our CEO & Founder, sit on the Management Team and be accountable to the Board for our GTM plans.

As part of the Management Team, you’ll shape company-wide decisions and build a commercial culture grounded in data, discipline and cross-functional collaboration. You’ll work closely with marketing and brand, and with our leader of Customer Operations across customer success, implementation and support, so every new customer lands well and grows. You’ll bring an AI-native mindset to how we prospect, sell and forecast, not as a side project but as the way the team works. And you’ll live our values every day: transparency, ownership, teamwork, ambition and laughter.

This global leadership role is based anywhere in Europe, with regular time at our HQ in Espoo, Finland, and travel frequently and as needed to meet our customers and attend industry events. 🌍

Where we are today

• A large share of our enterprise new business is still founder-led. I'm closely involved in chain negotiations today, and here is where you would come in.
• We sell to two very different segments. Global and regional hotel chains often start with a paid pilot gated by conversion KPIs and continue on multi-year agreements. Independent hotels and venues need a faster, lower-touch motion. You'll decide how we run both. 🚀
• Enterprise deals go through IT and security reviews, integration scoping and procurement. We're ISO 27001 certified and GDPR compliant, which helps, but these deals take time and the forecast has to reflect that honestly.
• We have the capital to invest in growth. We'll expect every investment to come with a plan you can defend with numbers.

What you'll own

• GTM planning. Set the ICP, segment priorities and market-entry sequence. Own the annual new-business plan, capacity model and quota setting together with our CFO.
• New sales. Lead our new-logo team across regions from first meeting to signed contract, and personally lead the most important enterprise deals.
• The new-business forecast. Deliver a new-ARR forecast the Management Team and board can rely on, and explain what changed when it moves.
• Demand generation. Build a predictable pipeline across inbound follow-up, outbound and SDR motions, with shared targets and clear handoffs with Marketing.
• Commercial enablement. Onboard and ramp sellers fast with the playbooks, messaging and coaching that raise win rates.
• RevOps. Keep one source of truth for pipeline, forecast and funnel metrics, and own the systems and processes behind it.
• AI in how we sell. Make AI agents and automation the team's default for account research, prospecting, deal preparation and forecasting, and measure what they change.
• Build and lead a high-performing GTM team globally and deploy AI agents across prospecting, research, outreach and onboarding to scale beyond headcount.
• Partner with the CEO & Founder and leadership team and own the GTM narrative at Board level, driving strategic initiatives that deliver company goals.

You'll feel at home if you

• Have 10+ years in B2B SaaS go-to-market in hotel tech or the hotel industry, including 5+ years leading multi-function teams such as sales, sales development and revenue operations.
• Have scaled a company from roughly USD 10M to 50M in ARR, in the role that owned the number.
• Have run GTM across more than one region, including building a team in a market you weren't based in.
• Know the hotel technology stack. You understand how PMS, CRS, sales & catering, CRM, revenue management and distribution systems fit together, and you can discuss integrations with a chain's IT team without handing the call to an engineer.
• Bring AI-native mindset: you’ve automated or redesigned GTM workflows, and you know where agents add leverage and where people need to own the relationship.You use AI tools every day in your own work, you've brought them into a sales team, and you can show what changed in the numbers.
• Know your funnel metrics and unit economics (pipeline coverage, win rate, pipeline velocity, CAC payback) and use them to make trade-offs, not only to report.
• Build and lead a high-performing GTM team across different regions and deploy AI agents across prospecting, research, outreach and onboarding to scale beyond headcount.
• Have hired and developed ICs and leaders who went on to bigger roles.
• Live our values daily: transparency, ownership, teamwork, ambition and laughter.
• Communicate fluently in English, both written and spoken.
• Are based in Europe and can travel to our Espoo HQ regularly.

It's a bonus if you

• Have moved a company from a product-led or founder-led motion into a scalable sales engine.
• Have sold to the group, meetings and events side of hotels, such as directors of sales and marketing, cluster sales teams or global sales offices.
• Have built a commercial enablement function from scratch.
• Have presented revenue plans to a board or investors and been accountable for them.

This role is not for you if

• You want to inherit a finished sales machine. Parts of ours are built and parts are not, so you'll build while you sell.
• You prefer to lead through dashboards and other people's deals. You'll be in front of customers and lead key negotiations yourself.
• Your hotel experience has never included owning a SaaS revenue number. Industry knowledge matters, but this role is accountable for new ARR.
• You'd rather not discuss the technology. Enterprise buyers ask about PMS and sales & catering integrations in the first meeting, and they notice when the answer is vague.
• You see AI as a pilot project for someone else to run.
• You need a large team and budget in place before you can produce pipeline.
• You prefer optimistic forecasts to accurate ones. We share bad news early and openly.
• You want to focus on one market or one segment. This role covers chains and independent hotels across regions.
• Regular travel across regions and time in Finland don't fit your life right now.

Why now

• A new global leadership role. This role has never existed here before. Parts of our sales engine are already built and working; others aren’t yet. You’ll build while you sell, strengthening what works, designing what’s missing, and shaping the team, processes and culture that carry new business across regions.
• Your impact matters. Your decisions will directly shape how our business performs and what we achieve together.
• We're on the move. We have the capital to fuel our growth, and we're committed to finding the best people to build a company everyone enjoys working at.
• You're joining a team, not just a company. Together we celebrate, brainstorm and occasionally indulge in Tuesday pizza parties during our bi-weekly team meetings at the Espoo office.
• The industry is evolving. Hotels and venues have long managed group bookings (10 or more rooms at once) and meeting and event bookings by hand. We're helping our customers and the industry move them online. AI is accelerating this shift, and we want to stay ahead.
• We'll look after you. A monthly salary, commission plan and options package. We also offer a flexible working model (remote, hybrid or on-site, based on your preference and location), healthcare, a working-from-home budget, and company events that bring everyone together twice a year.

How we hire

1. Screening call with our Head of People
2. First interview with our CEO
3. Home assignment
4. Panel interview
5. Face-to-face meeting with our Management Team
6. Final interview with our CEO

About MeetingPackage

We're a software company that lets hotels and event venues sell, operate and manage their Meetings & Events spaces. We integrate with venues' existing property management, sales & catering and back-office systems, and deliver products to every customer-facing channel: Venue & Sales Management Software, an online Booking Engine, and a Meetings & Events–specific Channel Manager. 🚀

We're a diverse team of 70 professionals from 20+ nationalities. We value transparency — communicating with trust and honesty — and ownership, an "I'll figure it out" attitude. Teamwork is essential; we learn from and support one another and win as one. Our ambition pushes us to think big and keep improving. And we never forget laughter — we take the work seriously, not ourselves. We come together regularly, most recently at our kick-off in Finland n in January September.