You're a player-coach: a highly effective salesperson and people leader who coaches every AE to hit their number, jumps into deals when needed, and leads from the front. You'll be the face of Uplisting at industry events and with partners, and you'll report directly to our General Manager.
Here's what you'll get to do:
Own achievement of monthly, quarterly, and annual New Business targets, and ownership of renewals delivered through the sales team, with HubSpot as the source of truth for actuals.
Optimise the sales process to maximise conversion from SQO to closed won and grow average order value.
Build and run the outbound motion: ICP definition, list building, sequencing, activity KPIs, and conversion tracking.
Prove outbound economics, scale what works, and document the playbook so it survives personnel change.
Run forecasting cadence with every AE, driving participation so more than 80% of the team is at or above goal.
Coach to individual motivations and give honest feedback against hard and soft KPIs for the quarter and the year.
Define and drive quarterly SPIFFs and incentives that produce the right behaviours.
Represent Uplisting at industry events across the UK, US, and Europe, owning event pipeline generation and follow-up.
Present, demo, and host confidently, building sales-side relationships with partners and OTAs.
Keep CRM hygiene high: next steps, stage, and close date current on every open opportunity.
Set pipeline coverage and generation goals at team and individual level, with proactive plans to close any gaps.
Revenue Delivery: New Business & Renewals
Build the Outbound Engine
Build a High-Performing Team
Be the Face of Uplisting
Run a Disciplined Operation
Here's what you will need to be successful:
- Experience selling into, or working within, the Property Management Software (PMS) or Short-Term Rental (STR) industry. You know the operators, the seasonality, and how this market buys.
- Full proficiency in English, both verbal and written.
- 5+ years of experience in a player-coach sales leadership role in B2B SaaS, with a track record of building outbound motion from scratch and making it pay.
- Proven experience carrying and hitting a personal or team revenue number in an SMB or mid-market, high-velocity sales motion, with strong forecasting accuracy and pipeline discipline.
- Confident performance management skills: you're comfortable having direct, honest conversations that drive positive change, and you know how to coach a team to their number.
- A confident public presence: comfortable presenting, demoing, and representing the business at industry events and with partners.
- You thrive in a lean, hands-on environment, scrappy rather than reliant on big-company infrastructure and comfortable pivoting between coaching, selling, and building process.
- Hands-on experience with CRM discipline and forecasting in HubSpot or a similar platform.
- Comfortable using AI tools to speed up forecasting, reporting, and pipeline analysis.
Here's what you can expect from us:
- Salary range of £60,000 - £65,000 base salary (OTE £110,000 – £120,000)
- Permanent, full-time contract
- 28 days holiday plus 8 UK bank holidays
- Pension scheme with a 5% employer contribution
- Fully remote role, based in the UK
- Continuing education stipend
- Opportunities for growth, mentorship, and learning new technologies
- Talented, distributed international team
- Team building events (virtual and in-person meetups)
- Budget to travel for industry events and to meet the team in person
- Language lessons with Preply (French-Italian-Spanish)
- A friendly, collaborative team that values clear communication
- Opportunities for growth, mentorship, and learning new technologies
- A mission-driven product with real user impact
Hiring Process:
- First stage: Virtual interview with the People Team (30min)
- Second stage: Meet the General Manager (Online - 30min)
- Final stage: Panel Interview with General Manager and CEO (Online - 45min)
- Post-offer / Pre-employment: Reference and employment verification check
- Ideal start date: Q4 2026
Skills Required
- Experience selling into or working within the property management software or short-term rental industry
- Full proficiency in written and verbal English
- 5+ years of experience in a player-coach sales leadership role in B2B SaaS
- Track record of building an outbound sales motion from scratch and making it profitable
- Proven experience carrying and hitting a personal or team revenue target in an SMB or mid-market, high-velocity sales motion
- Strong forecasting accuracy and pipeline discipline
- Confident performance management and sales coaching skills
- Comfort presenting, demonstrating, and representing the business at industry events and with partners
- Ability to work hands-on and pivot between coaching, selling, and process building in a lean environment
- Hands-on CRM discipline and forecasting experience using HubSpot or a similar platform
- Comfort using AI tools for forecasting, reporting, and pipeline analysis
What the Team is Saying
What We Do
We built AirDNA to solve a problem: how do you make smart short-term rental decisions when there’s too much guesswork and not enough good data? What started in a garage in California in 2015 is now a global team helping thousands of people — from aspiring hosts to major real estate firms — make confident choices about where to invest, what to charge, and how to grow. Our mission is simple: give people the tools they need to build freedom through short-term rentals. Whether that means buying their first Airbnb or scaling a portfolio, we’re here to help unlock financial independence and growth. We track 10M+ listings in 120,000 markets, and our platform is trusted by users in over 100 countries. It’s big data, made useful. In 2023, AirDNA acquired Uplisting, a powerful property management software that helps hosts and operators manage listings across Airbnb, Vrbo, and other platforms. With features like channel management, automated messaging, dynamic pricing, task coordination, and financial reporting, Uplisting expands our mission to support every stage of the short-term rental journey — from investment to operations.
Why Work With Us
We’re a curious, driven, and kind group of humans who genuinely love what we do. Our values — Happy, Hungry, Honest — guide how we show up for our customers and for each other.
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AirDNA Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our hybrid policy balances flexibility with team collaboration. Employees work three days in-office and two days from home, with the freedom to choose their in-office days to best suit their schedule and team needs.
