Senior Director, Field Sales

Choice Hotels International • Maryland, MD

1d • $188,076 - $220,000 • Remote

About The Position

The Sr. Director, Field Sales is a senior sales leader responsible for building and leading a market-based sales organization that drives revenue growth across Choice Hotels brands. This role establishes market strategy, develops high-performing sales teams, and partners with hotel operators to grow mid-market business. The position plays a critical leadership role in shaping regional sales direction, strengthening brand presence, and expanding share within targeted accounts. This leader operates with significant autonomy and contributes to the broader sales strategy and organizational performance.

Requirements

• 7–10+ years of progressive sales experience, preferably within hospitality or a related industry
• 3–5+ years of leadership experience managing field-based or distributed sales teams
• Demonstrated success driving revenue growth and executing complex sales strategies
• Proficiency with CRM tools (e.g., Salesforce) and sales analytics platforms
• Strong understanding of hotel sales, distribution channels, and market dynamics
• Experience with pipeline management, forecasting, and data-driven decision making
• Strategic thinking with strong market insight
• Proven ability to build, lead, and develop high-performing teams
• Relationship-driven sales leadership and stakeholder management
• Results-oriented with strong execution discipline
• Cross-functional collaboration and influence
• Bachelor’s degree in Business, Hospitality, or related field or equivalent combination of education and work experience

Nice To Haves

• Advanced degree preferred

Responsibilities

• Develop and execute a comprehensive market sales strategy aligned with brand and company objectives
• Identify, prioritize, and penetrate key mid-market segments and accounts to drive revenue growth
• Build and lead a high-performing, field-based sales organization, including hiring, onboarding, and talent development
• Establish clear performance expectations, accountability standards, and workforce plans to achieve sales targets
• Lead account planning and ensure disciplined use of CRM tools to drive pipeline development and conversion
• Build and maintain strategic relationships with corporate, regional, and local decision-makers
• Partner closely with hotel General Managers and property teams to align sales priorities and maximize market performance
• Monitor industry trends, customer needs, and competitor activity to refine strategies and optimize outcomes
• Manage and report on key performance metrics, including revenue growth, market share, and account development
• Collaborate cross-functionally and contribute to broader organizational sales initiatives and strategy

Benefits

• Competitive compensation and benefits, including medical, dental, and vision coverage
• Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance
• Financial benefits for retirement and health savings
• Employee recognition programs
• Discounts at Choice hotels worldwide
• Annual bonus based on the terms of Choice's Management Incentive Plan (MIP)
• Annual awards of Choice Hotels International common stock through Choice’s Long-Term Incentive Plan (LTI Plan)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior