About the job Account Executive, Hospitality Staffing - Charlotte, NC
The Wilkinson Firm (TWF) is an enterprise workforce strategy and solutions company with two divisions: Hospitality Staffing and HR Advisory (behavioral health and HHS focus). Headquartered in Atlanta, Georgia and NC, respectively. Three active staffing contracts today; the next 24 months are about building and expanding a real book across the Hospitality Staffing industry.
About this role
TWF's Hospitality Staffing division is in 0-to-1 mode. You're not inheriting a book of business. You're building one from zero, with the founder, against three live contracts already in delivery as proof we can execute. If you're the right person, you become a partner in this division long-term.
The partner upside
TWF Earned Equity Ladder: Tier 2 (1-3% equity) eligible at month 6 against the 5-gate evaluationTier 3 (3-8% equity) progression by month 18 if you continue performing and take on strategic ownershipTier 4 (8-15% equity, true partner level) by month 36 for the right personRecurring revenue share: 1-5% of net profit on staffing fees from accounts you signed, paid quarterly, residual for the life of the accountThe math: 8-12 signed properties in Y1 at $50,000 to $80,000 average annualized recurring puts you in Tier 2 equity range by month 6 and creates a residual stream that compounds for years
The pay
Base: $1,500/month during first 90 days while your book builds, then scales with performanceCommission: 12% of first-year contract value, 8% Y2+ on the same accountRecurring revenue share: 1-5% of net profit on recurring staffing fees from accounts you signedBonus stack: $2,500 per signed property over 4 in any 90-day windowRealistic Y1 total comp at target performance: $50,000 to $120,000 plus residual stream that compoundsEquity: see "The partner upside" above
What this is and isn't
This is:
Employee-level-1 on the closing side of a relationship-led hospitality staffing firmFounder-led with hands-on weekly support during rampEquity-bearing with a real path to partner-level ownershipBook-of-business work. You're hired for your network, your close rate, and your ability to keep accounts after they sign
This isn't:
Closing against an inherited book or established marketing engine. The book is yours to buildA transactional vendor pitch. Hotel GMs buy on trust and delivery quality, not on slidesA hand-holding environment. People who need a defined system to operate inside will struggle here
What you'll do
Run Discovery Calls with hotel GMs, Directors of F&B, Banquet Directors, and Catering DirectorsBuild proposals using TWF's capability stack: Gold Shield Certified standards, captain-led delivery, multi-state coverageNegotiate and sign Master Service AgreementsManage the 30-day trial conversion in partnership with the Director of Hospitality OperationsExpand accounts into second venues and multi-property contractsForecast pipeline weekly in HubSpot
Why this role exists
TWF has three active hospitality staffing contracts, operational leadership in seat, and a clear path to $5M across the Southeast over the next 24 months. There is no dedicated closer building the book. You're it. Without you, the division stays at three contracts. With you, it becomes the firm's revenue engine.
What success looks like
Day 30: pipeline of 8-12 qualified Discovery Calls in flight, first 1-2 trial agreements signedDay 60: first Master Service Agreement signedDay 90: 2-4 signed MSAs, 70% trial-to-recurring conversion rate sustainedDay 180: 4-6 signed MSAs cumulative, Tier 2 equity grant landed, recurring revenue share starting to compoundDay 365: $300,000 to $1M+ annualized recurring contribution traceable, Tier 3 equity progression on the table
Who you are
5-10 years in hospitality sales, hospitality staffing, or hotel F&B leadershipComfortable across hotel chains, independent properties, and event venuesYou have a network of hotel GMs and F&B Directors across the Southeast, or willingness to build one in 90 daysOperator-grade. You've closed events AND you've run themYou've worked in a startup or early-stage environment before, or you know that's the environment you wantLocated in a Southeast market with hotel densityComfortable with up to 25% regional travel
Bonus points
Prior role at Hilton, Marriott, IHG, full-service convention property, or premium independentExisting relationships with regional chambers, NCRLA, GHLA, AAHOAHubSpot Sales Hub fluency
How we work
Remote primary, with regional travel up to 25%In-person at TWF Greenville-NC HQ quarterly for planning and alignmentTech stack ready on Day 1: HubSpot, Apollo, LinkedIn Sales Navigator, DocuSign, SlackPipeline reviews biweekly with founderYou'll partner with the SDR (Hospitality Staffing) on top-of-funnel hand-offs and the Director of Hospitality Operations on trial conversions
What we believe
Trust before revenue. Mission before money. Long game. We earn the right to the next contract by over-delivering on this one. We build durable relationships, not flashy logos. We pay people in real upside, not in pizza parties.
Application Tips
Visit hospitality.thewilkinsonfirm.com. Five minutes. Understand the company you'd be building with.Find The Wilkinson Firm on LinkedIn. Look around at our social media presence.In your cover note, tell us one thing: what's the first account you'd target in your first 30 days here, and why?
What to expect from us
Reply within 48 hours of applicationFirst-round screen within 7 daysFull process: 3 weeksWe tell you yes or no. We do not ghost.
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