Account Director

Wyndham Hotels & Resorts

7d•Remote

About The Position

The Account Director will serve as the primary point of contact and subject matter expert (SME) for all Government-related programs and initiatives across Wyndham Hotels & Resorts, supporting owners, brands, management companies, and hotel teams across the portfolio. This position requires deep knowledge of federal travel programs, government procurement processes, compliance requirements, and travel management company (TMC) dynamics. Success in this role requires the ability to effectively navigate complex, regulated environments, anticipate policy and funding shifts, and proactively position Wyndham to capture share across federal agencies, departments, contractors, and affiliated organizations. The Account Director must translate market intelligence and evolving government travel trends into strategic account plans that drive measurable revenue growth, strengthen program participation, and expand Wyndham’s presence within the Government travel segment.

Requirements

Bachelors degree required.
Minimum 6 years previous working experience, including at least 3 years sales experience.
Experience handling a $25M+ quota target.
Consultative selling skills.
Significant sales experience with a heavy focus in Government segment and other industries: i.e. Infrastructure, Energy/Utilities, Oil/Gas/Chemicals, Transportation, and/or Unions.
Experience with account plans and sales forecasting.
Demonstrated experience managing government, quasi-government, or public sector accounts, including familiarity with federal travel programs and/or government procurement processes.
Proven ability to navigate complex, multi-stakeholder environments including TMCs, agency buyers, and contracted suppliers.
Experience influencing participation in structured programs (RFPs, mandated travel programs, or compliance-driven initiatives).
Track record of converting strategic relationships into measurable revenue growth within regulated or policy-driven environments.
Ability to interpret and act on government policy changes, funding shifts, and travel restrictions that impact demand.
Expert understanding of Wyndham strengths and offerings; ability to articulate the vision from customer perspective.
High ability to sell value, align and motivate internal and Government and/or Infrastructure organizations’ teams to drive win-win solutions.
A self-starter, exhibiting initiative, confidence, professionalism, and good judgement; results-oriented.
Ability to position Wyndham’s value within the constraints of government procurement frameworks, balancing compliance requirements with commercial outcomes.
Familiarity and knowledge of Infrastructure and Government/Unions organizations’ travel dynamics; understanding of assigned accounts’ business models.
Ability to review market conditions and advise customers of opportunities and collaborate on a strategy/ sales development plans.
Analytical skills to understand reports and trends.
Understanding of metrics and goals and how to create reporting to gage success of projects.
Deep understanding of government travel ecosystem, including federal agencies, contractors, TMC structures, and mandated travel programs.
Ability to assess and respond to macro factors impacting government travel (e.g., budget cycles, policy changes, shutdown risks, geopolitical influences).
Skilled in identifying strategic pivots to offset declines in federal travel demand, including expansion into adjacent segments such as infrastructure and project-based travel.
Deep knowledge of the hospitality and Infrastructure and/or Government/Unions industries, including awareness of relevant policy announcements and industry trends.
Ability to effectively lead complex sales cycles end-to-end.
Strong technical skills including the usage of Salesforce.com, CVENT and Microsoft office.
Proficiency in managing government RFP processes, including Cvent Transient submissions, compliance documentation, and Salesforce tracking.
Strong command of reporting tools to analyze program performance, identify gaps, and inform strategy.
Ability to maintain high standards of CRM accuracy and data integrity in support of program compliance and reporting requirements.
Operate with a strategic, forward-looking mindset—moving beyond reactive execution to proactive market leadership.
Demonstrate ownership of segment performance, including accountability for both participation metrics and revenue outcomes.
Exhibit strong executive presence and the ability to influence both internal stakeholders and external partners.
Consistently translate activity into outcomes, with a focus on quality of engagement.

Responsibilities

Develop and execute strategic account plans for large corporate accounts. This includes setting specific time-bound business goals, identifying potential areas of opportunity, and developing an action plan to drive sales activity
Contributes to increasing managed accounts within Infrastructure and Government segments.
Understands the Infrastructure and Government account sales models in addition to Wyndham's chain scales, properties and quality levels to ensure end customer / property fit
Lead strategy and execution for Government segment accounts, including federal agencies, third parties, and associated travel management companies
Drive participation and share growth within Preferred programs by aligning hotel partners with compliance requirements and business case expectations
Translate evolving government travel policies, budget changes, and agency priorities into actionable sales strategies
Identify and activate opportunities beyond transient travel, including meetings, project-based travel, and infrastructure-related demand to offset market headwinds
Build and execute account plans that reflect long sales cycles, contract structures, and programmatic constraints unique to government business
Partner with Sales Operations, Sales Development, Sales Specialists, and Marketing as required to drive sales execution
Proactively work with Wyndham Corporate account teams to plan and help increase Government and Infrastructure sales volume within new and existing Wyndham customers
Serve as the primary liaison between Wyndham, government program administrators, and key TMC partners to ensure alignment on program participation and performance
Collaborate cross-functionally with Sales Ops, RFP teams, and BI to ensure accuracy in program submissions, rate loading, and reporting tied to government accounts
Partner with hotel owners and operators to educate, influence, and secure participation in government programs, ensuring alignment with compliance and revenue expectations
Leverage internal and external insights (policy updates, TMC shifts, agency changes) to guide strategic decision-making across the segment
Actively measures customer development against stated goals and objectives
Serve as a key point of contact for managing the day to day needs of key Government and Infrastructure account customers in partnership with internal Wyndham teams
Act as a trusted advisor to government customers and partners by providing guidance on program participation, travel compliance, and supplier alignment
Proactively communicate changes in program requirements, deadlines, and policies to both customers and internal stakeholders
Ensure consistent follow-through and execution across all customer touchpoints, maintaining a high standard of professionalism in regulated environments

Benefits

Health insurance with HSA and FSA options
Dental insurance
Vision insurance
Life/AD&D insurance
Short- and Long-Term Disability coverage
401(k) with generous company match
Vacation time- Accrue 2.692 hours of paid vacation per week
Paid holidays- 11 Core Scheduled Paid Holidays with potential additional paid days off as business operations and the calendar permit (e.g. in 2026, there is an additional 7 days of paid company closure).
Paid sick leave accrued as state and local laws require
Additional paid time off in the form of one volunteer day, bereavement time, as well as jury duty time.