Sales Manager, B2B

About Us

Dorsia is at the forefront of hospitality-tech innovation, redefining how the world gains access to the most in-demand restaurants, events, and experiences. By fusing cutting-edge technology with the art of luxury hospitality, we empower our members to secure impossible-to-get reservations while providing operators with unprecedented levels of control, visibility, and revenue optimization.

In 2025, we grew revenue 480% and scaled to 400+ venues across 25 destinations, with the launch of our Culture Calendar extending Dorsia beyond restaurants into the world's most sought-after cultural moments.

Backed by $54M in funding from investors including Index Ventures, Invus, and Red Sea Ventures, and strategic partners including MoonPay, Major Food Group, and The Dinex Group - Daniel Boulud, we are entering our most consequential phase of growth and reshaping the global hospitality landscape. We're adding exceptional talent to drive what comes next, and that's where you come in.

About the Role

Dorsia is seeking a Sales Manager to build our business-to-business sales function from the ground up. As the dedicated leader of our B2B sales function, you will own the full sales cycle, creating pipeline and taking accounts from first conversation through close and onboarding. You will define the strategy, pricing, and segmentation that shape how Dorsia sells to companies, then prove it in the market by carrying your own quota.

This is a player-coach role for a closer who values go-to-market strategy as much as the numbers, reporting directly to our CEO and working closely with our growth leadership.

What You’ll Do

Full-Cycle Sales Ownership

• Own the complete sales process autonomously, taking accounts from first outreach through close and onboarding.
• Generate new pipelines while managing and growing existing corporate relationships.
• Carry an ambitious annual recurring revenue target as the company's dedicated owner of our B2B sales function.
• Craft creative, tailored pitches that land both quick wins and the hardest, highest-value prospects.
• Maintain rigorous pipeline hygiene and forecasting so leadership always has a clear view of the business.

Sales Strategy & Market Expansion

• Build Dorsia's B2B sales strategy from zero to one, defining the playbook for how we sell to companies.
• Shape pricing, packaging, and segmentation across target industries such as venture capital, private equity, law, and real estate.
• Design creative motions that leverage our B2B offerings to open markets beyond New York and convert early adopters into paying clients.
• Collaborate with product marketing on performance marketing and build websites that storytell for corporate buyers, turning the Dorsia narrative into a selling asset.
• Partner with the CEO and growth leadership to align sales execution, pipeline priorities, and market expansion with broader company strategy.

Team & Process Building

• Train and mentor junior sellers as the sales organization scales.
• Create repeatable processes, operating rhythms, and account plans that outlast any single deal.
• Build AI-powered workflows that automate prospecting, outreach, and pipeline management, letting a lean sales function operate like a much larger one.
• Establish CRM discipline across our proprietary stack and modern prospecting tools.

The Winning Recipe

• Bachelor's degree in Business, Marketing, Economics, Finance, or related field.
• 5-7 years of B2B sales experience owning the full cycle from pipeline generation through close and onboarding.
• Proven closer with a history of meeting or exceeding ambitious recurring revenue targets in high-growth environments.
• Demonstrated success selling into high-end corporate buyers, including venture capital, private equity, law firms, luxury hospitality, and real estate.
• Experience building sales strategy from zero to one, with strong instincts for pricing, segmentation, and market expansion.
• AI native with demonstrated experience deploying AI agents and automation across prospecting, outreach, and pipeline management.
• Fluency with CRM platforms and prospecting tools such as LinkedIn Sales Navigator, with the adaptability to master proprietary systems quickly.
• Equal command of numbers and narrative, pairing quota discipline with creative go-to-market strategy.
• A hands-on, player-coach mentality suited to a company scaling through an inflection point.
• Entrepreneurial, autonomous, and organized, with the polish to represent a luxury brand in front of senior decision-makers.