Director of Sales - STILE DTLA by Kasa

The Role

Kasa offers flexible accommodations for guests in dozens of markets nationwide. We partner with multifamily and hospitality property owners to offer various unit types in our portfolio, including short-term rental apartments and traditional hotel rooms across price and luxury tiers. The Director of Sales will report to the Portfolio General Manager and lead the Regional Sales Manager, Sales Managers, Revenue Management, Reservations, and Operations teams in a highly collaborative, performance-driven environment. This leader will architect, adapt, and optimize the end-to-end sales motion for a boutique hotel context, with a special focus on creative process design, high-impact partnerships, and profitable growth across segments.

This role is centered on STILE Downtown LA by Kasa as the core property, with direct accountability for shaping its commercial strategy and voice in the Los Angeles market. Beyond STILE, the Director will influence how Kasa as an organization leverages our technology, data, and distribution to become the premier group and corporate stay option for clients across our portfolio.

Like any role at a fast-paced start-up, there is no ‘typical day’, but you will be responsible for owning the sales strategy and execution plan for Kasa's portfolio in a defined area, targeting all market segments including leisure travel, corporate preferred, Business Transient (BT), groups, and SMERF. You will set clear goals, build scalable playbooks, and enable the team to outperform through coaching, systems thinking, and experimentation. An exciting part of this role is leading the way in how corporate and group travelers view the flexible accommodations space—positioning our boutique product as a distinctive, trusted choice.

If you are energized by building and evolving sales engines, leading teams, and shaping market perception for an innovative hospitality brand—this is the role for you!

Unleash your career potential at Kasa

We're building a tech-enabled global hospitality brand that unleashes the potential of livable space. Hospitality is at the core of who we are, and we are committed to providing our teams the same care we give our guests, neighbors, and partners.

Required Attributes

• Metrics-Minded: Translates portfolio-level revenue targets into segment, channel, and territory plans; establishes weekly operating rhythms and dashboards to exceed goals
• Revenue Driver: Identifies and unlocks new revenue streams through creative packaging, partnerships, and account strategies; balances mix to optimize ADR, occupancy, and contribution margin
• Process Architect: Designs and iterates sales processes tailored to a boutique hotel environment—from prospecting to contracting—leveraging enablement, automations, and tight handoffs with Revenue Management and Operations
• Change Leader: Thrives in ambiguity, tests hypotheses quickly, and scales what works; brings the team along with clear narratives, feedback loops, and continuous improvement mindsets
• Team Builder: Has direct influence over team composition, headcount planning, role design, and hiring; develops sellers and leaders through coaching, feedback, and clear success profiles
• Deal Strategist: Coaches the team on complex, multi-stakeholder negotiations; sets guardrails, pricing strategies, and approval frameworks that accelerate close while protecting profitability
• Relationship-Centric: Cultivates executive-level relationships with corporate travel managers, TMCs, event planners, relocation firms, and local partners; champions a trust-first, consultative approach
• Operator’s Eye for Detail: Insists on accuracy in pipeline, forecasting, and contracts; ensures compliance, documentation, and SOPs are crisp and repeatable
• Culture Cultivator: Builds a high-performing, inclusive team; models accountability, curiosity, and hospitality; recognizes wins and develops future leaders

Experience

• Proven track record leading hotel or hospitality sales teams to exceed targets across corporate, BT, group, and SMERF segments
• Deep experience building and managing pipelines in CRM with disciplined forecasting and stage definitions
• Strong understanding of hotel distribution, pricing levers, and revenue management fundamentals; comfortable partnering daily with RevMan to shape demand and mix
• Working knowledge of hotel reservation systems and sales tech stack; able to evaluate tools and implement process improvements that scale across properties
• Market builder who identifies emerging demand drivers and local partnerships in Los Angeles; able to extend learnings to other markets
• Demonstrated ability to craft playbooks, onboard and coach sellers, and raise the bar on activity, quality, and win rates
• Skilled at leading rate negotiations and corporate agreements end to end, including RFPs, MSA terms, and performance reviews

Plus if…

• You have experience operating in a tech-enabled, high-growth startup environment

In one year, you will succeed at Kasa by having:

• Built and executed a segmented go-to-market plan for STILE Downtown LA by Kasa that achieves or exceeds revenue targets across room bookings, group sales, corporate contracts, BT, and SMERF
• Established a scalable sales operating system—territories, KPIs, review cadences, and enablement—that improves productivity and forecast accuracy; directly shaped team composition and role clarity
• Forged marquee corporate and group partnerships and created playbooks that yield repeatable, profitable business; positioned Kasa’s tech and product as the premier solution for group and corporate stays
• Partnered with the United Artists Theatre in the building to design creative meeting and event experiences that feel magical and brand-forward, expanding non-guestroom revenue and market differentiation
• Elevated STILE’s voice and presence in the community through strategic partnerships, local activations, and competitive positioning that grows share and loyalty