The Ideal Candidate:
The strongest candidate for this role brings together three capabilities that are rarely found in one person:
- Software Sales Leadership + Private Club Industry Knowledge + Technology Credibility
- We recognize that very few candidates will be equally strong in all three areas. We are therefore interested in people who are exceptional in at least two and have the ability to quickly develop the third.1. Proven Software Sales Capability
- This is first and foremost a revenue-producing role.
- Our ideal candidate has experience leading complex technology sales involving multiple stakeholders, executive decision-makers and meaningful operational change.
- You may currently or previously have worked for a company such as:
Jonas Club Software:
ClubessentialNorthstaranother private club management platforma golf or hospitality technology providera payments or fintech provider serving clubsa CRM, ERP, business intelligence, cybersecurity, communications or member-engagement provider selling into the private club market.
We are particularly interested in candidates who have experience:
- Building and managing a territory.
- Developing new-logo opportunities rather than relying exclusively on inbound leads.
- Selling SaaS, ERP or operational technology.
- Conducting executive discovery.
- Leading complex product demonstrations and solution discussions.
- Building financial and operational business cases.
- Navigating lengthy sales cycles involving GMs, CFOs, department heads, IT leaders and boards.
- Managing competitive replacement opportunities.
- Negotiating and closing significant recurring-revenue contracts.
- Maintaining disciplined pipeline management and forecasting.
- Consistently achieving or exceeding sales targets.
- The successful candidate should be comfortable moving from a strategic conversation with a General Manager or board member to a detailed discussion with a CFO, Controller, Director of IT, Membership Director or operational department head.2. Deep Understanding of the Private Club Industry
- Industry knowledge matters enormously.
- The strongest candidates understand how private clubs actually operate—not simply from the outside, but from experience working with clubs, selling into clubs or operating within them.
- You understand the interconnected nature of:
- Membership
- Accounting and finance
- Food & beverage
- Golf operations
- RetailEventsReservationsMember communications
- PaymentsReporting and analytics
- Technology infrastructure
- Board and committee governance.
- You understand that software decisions in a private club aren't simply IT decisions.
- They affect employees, members, department heads, financial controls, operational efficiency, member experience and ultimately the leadership team's ability to run the club.
- You also understand the culture of the industry: relationships matter, reputations travel quickly and trust is critical.
- Existing relationships within the private club community would be a significant asset.3. Strong Technology and Business AcumenYou do not need to be a software engineer.
- You do need to understand technology well enough to credibly advise senior club leaders on how technology can improve their business.
- You should be comfortable discussing:
- Integrated club-management platforms.
- SaaS and cloud technology.
- ERP and point-of-sale systems.
- Payments and payment economics.
- Data integration.
- Reporting and business intelligence.
- APIs and third-party integrations.
- Member-facing digital experiences.
- Automation.
- Cybersecurity considerations.
- Emerging applications of artificial intelligence.
- Most importantly, you should be able to translate technology into operational and financial outcomes.
- Candidates We Would Be Excited to MeetThere is no single career path required for this position.
Private Club Technology Sales Executive:
You currently sell—or have previously sold—software or technology into private clubs.
You already understand the competitive landscape, club buying process and major operational systems used across the industry.
This is likely the most immediately transferable background.
Technology Vendor Selling Into Private ClubsYou work for another organization serving the private club market, potentially in:
Payments
Member engagement
ReservationsBusiness intelligence
CybersecurityCommunicationsMarketing technology
Hospitality technology
Golf technology
Financial software.
You have strong industry relationships and understand how to sell technology to club executives.
Former Club Executive With Strong Commercial SkillsYou may have spent your career as a:
General ManagerCOOCFO or Controller
Director of Technology
Director of Membership
Senior operational executive.
You've led technology selections, implementations or major operational change and have demonstrated an unusual aptitude for sales, negotiation, executive communication and relationship development.
This candidate would need to demonstrate a genuine desire and ability to build pipeline, pursue opportunities and close business—not simply act as an industry consultant.
What Exceptional Looks LikeThe exceptional candidate is someone who could walk into a private club tomorrow and have a credible conversation with the General Manager about strategy, the CFO about financial controls and payments, the IT leader about integrations and architecture, and the Membership Director about the member experience.
They understand enough technology to challenge conventional thinking.
They understand enough club operations to know which problems actually matter.
And they are commercial enough to turn those conversations into customers.
How We Think About the Candidate Profile:
We don't expect every candidate to be a ten-out-of-ten across every category.
We will evaluate candidates across several dimensions:
- Software sales experience
- Private club industry knowledge
- Executive-level selling ability
- Technology fluency
- Existing industry relationships
- New-business development / hunting ability
- Financial and operational acumen
- Competitive knowledge
- Communication and presentation skills
Curiosity around emerging technology and AIA candidate with exceptional club-industry knowledge and relationships may be attractive even if they need to strengthen their formal SaaS sales discipline.
Similarly, a highly accomplished software salesperson may be attractive if they have enough private-club exposure to quickly develop deep industry credibility.
The key is having enough strength across the overall profile to become a trusted advisor to club executives while consistently delivering new revenue.
