Business Development Specialist | Website & Digital Marketing Sales

InterCoastal Net Designs (ICND)

About ICND

ICND helps vacation rental companies grow direct bookings through innovative websites, booking technology, and digital marketing. We pair decades of industry experience with forward-thinking products that help clients strengthen their brands, own their guest relationships, and grow their businesses.

About the Role

We’re looking for a personable, organized, and motivated Sales Specialist to sell ICND’s Core website product to vacation rental management companies with fewer than 50 properties.

You will guide prospective clients from their first conversation through discovery, product demonstrations, proposals, and closing. You’ll help business owners understand how the right website and marketing can support their direct booking goals, recommend solutions that fit their needs, and set clear expectations for a successful project.

This role requires consistent follow-up, curiosity, and the ability to build trust with owners who often wear several hats.

Travel is a regular part of this role and is required at least monthly for industry conferences, trade shows, prospect and client meetings, and other business development activities. Travel will include domestic destinations and may include international destinations. Frequency and duration will vary based on business needs and the event schedule.

Key Responsibilities

Build and manage a sales pipeline

• Respond promptly to inbound inquiries and assigned leads.
• Generate opportunities through targeted travel, outreach, referrals, industry relationships, and event follow-up.
• Maintain consistent, personalized follow-up with prospects.
• Manage opportunities from initial contact through signed agreement.

Understand each prospect’s business

• Lead discovery conversations to understand property count, current website, property management software, direct booking to ota proportion, business goals, challenges, budget, and timing.
• Identify opportunities to improve the guest experience and increase direct bookings.
• Determine whether Core is the right fit and coordinate with the appropriate sales team member when a prospect needs a different product or more complex solution.

Present and sell ICND’s Core product

• Deliver clear, engaging demonstrations that connect product capabilities to the prospect’s needs.
• Explain website features, booking functionality, project scope, pricing, and recurring costs.
• Prepare accurate proposals and agreements using approved pricing and processes.
• Coordinate internally when requests require additional scoping or approval.
• Address questions and objections with honesty, confidence, and realistic expectations.
• Identify digital marketing opportunities and involve the appropriate team members.

Keep records accurate and projects prepared

• Maintain complete contact, company, and deal records in HubSpot.
• Document discovery notes, communications, requirements, next steps, and expected close dates.
• Keep pipeline stages and forecasts current.
• Coordinate a thorough handoff to Sales Administration and Project Management.
• Clearly communicate the client’s goals, agreed scope, special requirements, and commitments made during the sales process.
• Participate in handoff and kickoff conversations as needed.

Qualifications

• Experience in sales, business development, account management, or a related customer-facing role.
• Strong communication, presentation, and relationship-building skills.
• Ability to ask thoughtful questions and translate product features into business value.
• Excellent organization and follow-through across multiple active opportunities.
• Comfort conducting video meetings, product demonstrations, and outbound outreach.
• Experience using a CRM, preferably HubSpot.
• Willingness to travel domestically and internationally at least once per month (can be more or less)
• Eagerness to learn website technology, booking systems, and digital marketing.
• Vacation rental, hospitality, or technology sales experience is a plus.

What Success Looks Like

• Meeting established sales and revenue goals.
• Responding promptly and following up consistently.
• Building a healthy pipeline with clear next steps.
• Maintaining accurate CRM records and reliable forecasts.
• Selling the right solution with clearly documented expectations.
• Delivering complete handoffs that help projects start smoothly.
• Treating prospects, clients, and tea…