Chief Revenue Officer, (ON SITE)
reitmr · Corporate Office, Newton, Massachusetts, United States
We’re People People. Are you?
We’re Sonesta International Hotels—the 8th largest hotel company in the U.S. (and growing fast 🚀).
With a dynamic mix of full-service and focused hotels across major cities, our diverse portfolio of owned, managed, and franchised properties means we’re everywhere our guests need us to be.
But here’s the thing—we’re not just in the business of hotels, we’re in the business of people. We bring service with passion, loyalty with purpose, and create experiences that genuinely connect—delivering quality, value, and memorable stays across 1,000+ properties in eight countries (and counting).
What this role is all about
About the Company
Sonesta is reimagining itself in the hospitality space. We are an organization transforming around a newly embarked cultural refresh that centers on our values of care and accountability. We are evolving ways in which we work to provide an environment where our team members have a high degree and understanding of agency, which in turn fuels a high-performance culture.
About the Role
This role combines strategic leadership with hands-on commercial execution. The Chief Revenue Officer partners closely with the executive team to articulate our brand and value proposition that in turn will be leveraged to drive strategic growth opportunities, optimize commercial performance, and ensure alignment across all revenue-generating channels. The ideal candidate is a data-driven and digitally savvy leader who can translate insights into action, build strong internal and external partnerships, and guide initiatives that enhance both business results and the guest experience. This candidate should also deeply appreciate the relatable and emotional facets of any great brand. In possessing all of these attributes, the Chief Revenue Officer must be an excellent communicator.
Why the Role Exists
The Chief Revenue Officer is a role newly created to unify the organization’s revenue-generating functions into a single, integrated commercial strategy. This role is responsible for bringing brand, marketing, hospitality, sales and loyalty together to create a cohesive commercial engine that maximizes sustainable and profitable revenue, strengthens guest engagement, and increases brand loyalty.
Success in this role means creating seamless and purposeful connections across the guest journey: introducing hotel guests to curtailed individual experiences, increasing visitation and spend through loyalty-driven engagement, expanding group and corporate business, and ensuring the brand delivers a consistent and compelling value proposition across all touchpoints. Through this integration, the Chief Revenue Officer drives sustainable growth, market differentiation, and long-term guest loyalty.
What you’ll be doing
Key Responsibilities
Commercial Strategy & Revenue Leadership
- Develop monthly, annual and multi-year commercial plans with clearly defined targets, channel strategies, reinvestment frameworks, and growth initiatives
- Lead the property's integrated commercial strategy, driving profitable revenue growth across hotel, food & beverage, groups/events, entertainment, and ancillary business lines
- Identify and capitalize on cross-sell, upsell, and guest lifetime value opportunities across all hospitality segments
- Monitor commercial performance and market trends, providing the CEO with actionable insights, recommendations, and strategic decision support
Hotel Sales Performance
- Provide executive leadership and strategic oversight of the Director of Hotel & Resort Sales
- Establish group, corporate, leisure, and transient sales strategies aligned with property-wide revenue objectives
- Cultivate and strengthen relationships with key accounts, strategic partners, tourism organizations, and distribution channels benefiting all Sonesta brand tiers
- Align hotel sales initiatives with demand by market segment, occupancy objectives, optimization of profitability, and major local, regional and national property events
Brand & Advertising Strategy Oversight
- Guide and champion the organization’s brand strategy, positioning, voice, and guest value proposition across all channels, setting direction for teams’ enterprise-wide and ensuring brand equity converts directly into revenue growth
- Direct advertising strategy, including audience targeting, media investment, campaign planning, and performance measurement
- Lead agency partners responsible for creative development, media buying, and campaign execution, ensuring every output ladders up to enterprise growth plans
- Ensure a consistent high-impact brand experience across, hospitality, food & beverage, and community-facing initiatives to reinforce brand trust at every guest touchpoint
Digital, CRM & Loyalty Strategy and Oversight
- Direct and hold accountable agency partners responsible for digital marketing, CRM, database marketing, and social media strategy against clear performance and revenue benchmarks
- Establish loyalty and guest engagement strategies that drive visitation, retention, spend, and measurable revenue growth
- Set strategic direction and investment priorities for all channel strategies including email, digital advertising, SEO/SEM, AI influence for search and book, social media, and emerging-channel strategies through agency partnerships
- Leverage guest insights, behavioral data, and CRM analytics to personalize communications and optimize lifetime value across all hotel segments
Executive Leadership & Cross-Functional Collaboration
- Partner with the Co-CEOs and their executive leadership team to develop and execute the organization’s growth strategy
- Collaborate with Operations, Finance, HR, IT and department leaders to align commercial initiatives with organizational goals
- Foster a culture of agency, innovation, continuous improvement, and guest-centric decision making
- Develop leadership talent within the Commercial Strategy organization through coaching, mentorship, and succession planning.
What Success Looks Like
In the first 120 days:
- Complete a comprehensive assessment of commercial performance across our segmented brands
- Build strong working relationships with commercial leaders, agency partners, and key internal stakeholders
- Identify immediate opportunities to improve revenue performance, guest engagement, and operational alignment
- Present a 12-month commercial strategy to the CEO with clear priorities, growth initiatives, success metrics, and accountability measures
By end of Year 1:
- Deliver measurable revenue growth across the property's core commercial business lines
- Establish a unified commercial strategy that aligns, hospitality, sales, loyalty, brand, and digital marketing efforts
- Strengthen guest acquisition, retention, and loyalty performance through data-driven marketing and CRM strategies
- Implement a differentiated brand and advertising approach that enhances market position and guest awareness
- Ensure agency partners consistently perform against defined KPIs through structured performance reviews and accountability measures
- Build a high-performing commercial organization focused on collaboration, innovation, accountability, and results for the hotel operations and franchise business units
QUALIFICATIONS
Required
- 15+ years of progressive leadership experience in commercial strategy, marketing, sales, revenue management, or related business functions
- Demonstrated success within hospitality, resort, or other consumer-facing, multi-site revenue-driven environments
- Proven track record leading multiple revenue-generating business functions, including, hospitality, marketing, sales, loyalty, or customer engagement
- Experience developing and executing strategic business plans, revenue initiatives, and market growth strategies
- Strong experience in overseeing the development and delivery of a multi-brand hotel portfolio
- Strong analytical acumen, with the ability to interpr