Job Description

About the Role

Moustache is building a strong B2B Travel Trade Sales function and is looking for a hands-on

B2B Sales Manager / Team Lead to build, lead and scale the team. This is not a pure people-management role.

We need someone who can sell themselves, build a market, hire people, train them, set targets, monitor performance and build a high-performing B2B sales engine.

You will own the growth of Moustache's travel-agent business while building the team required to scale it.

What You'll Own

1. Build the B2B Business

● Develop and execute the B2B travel-trade sales strategy.
● Acquire key travel agents, tour operators, DMCs and other strategic partners.
● Build a strong pipeline of B2B business across priority markets.
● Drive room nights and revenue across the Moustache portfolio.
● Develop new markets and new sources of B2B demand.

2. Build & Lead the Team

● Hire and build a high-performing B2B sales team.
● Define territories, account ownership and sales targets.
● Set clear daily, weekly and monthly KPIs.
● Conduct regular performance reviews.
● Train team members on sales, negotiation, product knowledge and closing.
● Identify underperformance early and take corrective action.
● Build a culture of Ownership, urgency and accountability.

3. Drive Sales Performance

● Own team-level revenue and room-night targets.
● Monitor individual salesperson performance.
● Review sales pipelines and conversion regularly.
● Ensure sufficient field activity and account acquisition.
● Develop strategies to increase productivity from existing accounts.
● Personally handle key/key-value accounts and strategic relationships.

4. Build Sales Systems

● Create structured sales processes and reporting.
● Establish CRM discipline and account tracking.
● Develop account segmentation and prioritisation.
● Create territory-wise plans and sales targets.
● Track revenue, room nights, conversion, new accounts and repeat business.
● Use data to identify gaps and opportunities.

Core KPIs

The role will be measured on business outcomes, including:

● B2B revenue
● Room nights
● New productive accounts
● Active account base
● Team target achievement
● Individual salesperson productivity
● Lead-to-booking conversion
● Revenue per account
● Repeat business
● Sales team growth and retention
● Market expansion

Who We're Looking For

● 4–7+ years of experience in hotel B2B sales, travel trade, tourism or hospitality sales.
● Proven experience in leading or building a sales team.
● Strong travel-agent/tour-operator network.
● Strong understanding of hotel distribution and B2B travel trade.
● Demonstrated ability to acquire business, not just manage existing accounts.
● Strong leadership and coaching skills.
● Excellent negotiation and relationship-management ability.
● Comfortable with targets, numbers and performance accountability.
● Willing to travel and personally meet clients.
● Strong Excel/Google Sheets/CRM skills.

The Kind of Person We Want

We are looking for a builder, not a caretaker. You will be expected to:

Find the people.

Build the relationships. Create the pipeline. Close the business. Build the team.

Set the standards. Deliver the number.

If you require constant hand-holding, this isn't the right role.

If you enjoy building something from the ground up and want to own a meaningful part of

Moustache's B2B growth, we want to meet you.

Strong with numbers, comfortable with Excel/Google Sheets, and genuinely curious about AI

and how technology can be used to improve sales, productivity and decision-making.

Compensation

Fixed Salary + Performance Incentives