Director of Inside Sales

Description

Tambourine is the global leader in hotel marketing technology, delivering integrated solutions that drive direct revenue and solve the industry’s toughest commercial challenges. With a product suite spanning sales, marketing, and revenue, the company is known for pairing best-in-class service with a design-led approach—solving complex problems with elegant, high-performing solutions.

Supporting professional growth, prioritizing wellness, and nurturing a healthy work-life balance is our formula for a unique company culture.

A few Tambourine perks include 100% company-paid medical insurance, generous paid time off and holidays, six work-from-home days per month, maternity/paternity leave—and more!

This position is based in our HQ office in Fort Lauderdale, FL.

As a Director of Inside Sales, you’re focused on growing revenue within Tambourine’s existing client base by identifying upsell and cross-sell opportunities that align with client needs. You’re the go-to person for expanding product adoption, leading consultative sales conversations, and partnering with internal teams to uncover opportunities for account growth. At this stage, you’re not only driving expansion revenue—you’re strengthening client relationships, improving retention value, and helping shape a scalable approach to inside sales.

Requirements

Requirements:

• Own and drive inside sales efforts focused on upselling and cross-selling Tambourine products and services to existing clients.
• Achieve and exceed revenue targets through account expansion and increased product adoption.
• Identify opportunities within the existing client base by analyzing client needs, usage, performance, and growth potential.
• Develop and execute strategic outreach plans to engage clients with relevant product and service opportunities.
• Partner closely with Account Management team to align sales efforts with client goals and relationship history.
• Qualify expansion opportunities and manage them through the full sales cycle, from discovery to proposal, negotiation, and close.
• Maintain strong visibility into pipeline performance, forecasting, and account expansion activity.
• Collaborate with Marketing to support campaigns, promotions, and client-facing materials that drive upsell opportunities.
• Work with Product and Revenue leadership to provide feedback on client needs, product positioning, and market demand.
• Build and maintain trusted relationships with key client stakeholders to support long-term growth and retention.
• Ensure all upsell efforts are aligned with client objectives, Tambourine’s product offerings, and overall revenue strategy.
• Use CRM systems consistently to track activity, manage opportunities, and report on performance.
• Perform additional duties as assigned or requested.

Required Skills & Qualifications:

• 5–7+ years of sales experience, preferably in inside sales, account expansion, upselling, cross-selling, or client-facing revenue roles
• Bilingual fluency in English and Spanish strongly preferred to support client communication and account expansion opportunities.
• Proven ability to meet or exceed revenue targets by identifying, managing, and closing expansion opportunities within an existing client base
• Strong consultative selling skills, including discovery, proposal development, negotiation, and positioning relevant products or services based on client needs
• Experience managing a sales pipeline and using CRM platforms such as Salesforce for activity tracking, forecasting, and reporting
• Excellent client communication and presentation skills, with comfort engaging senior-level stakeholders and collaborating cross-functionally with internal teams
• Strong analytical and organizational skills, with the ability to evaluate client performance, identify revenue opportunities, and manage multiple priorities independently
• Leadership mindset with strong ownership, accountability, and a results-driven approach; experience in hospitality, digital marketing, SaaS, agency, or technology-enabled services preferred.

• Medical insurance (base option 100% paid by Tambourine)
• Dental & vision insurance
• 401K
• Life & long-term disability insurance (100% paid by Tambourine)
• Additional life & short-term disability insurance
• Pet insurance
• Generous paid time off
• Twelve paid holidays
• Six work-from-home days per month
• Additional PTO for recreational stays at client properties
• Creative work atmosphere and culture
• Tri-Rail commuter discount

Equal Opportunity Employer: Tambourine does not discriminate, and prohibits discrimination and harassment against any employee or job applicant based on race, color, religion, gender, gender expression, sex, sexual orientation, age, marital status, national origin, disability, genetic information, pregnancy, military status, or any other protected characteristic as outlined by federal, state, or local laws, in the process of hiring, retention, or the promotion of the employee.This job post is intended to describe the general requirements for the position. It is not a complete statement of duties, responsibilities, or requirements. Other duties not listed here may be assigned as needed.