Business Development Representative
American Hotel & Lodging Association · Remote · $45,000–$50,000 (stated in the posting)
About Green Key Global
Green Key Global (GKG), a joint venture between the American Hotel & Lodging Association (AHLA) and Hotels Canada (HC), is North America's leading sustainability certification program for the hotel industry. Through certification, education, and collaboration, Green Key Global helps hotels improve environmental performance while creating business value through operational efficiency, brand positioning, and responsible hospitality practices.
As Green Key Global continues its rapid growth across the United States and Canada, we are seeking a Business Development Representative to help expand our market presence and drive new member growth.
Position Summary
The Business Development Representative is responsible for generating new business opportunities, driving hotel enrollments, and developing relationships with hotels, management companies, destination organizations, industry associations, and other hospitality stakeholders.
This role manages the sales process for assigned opportunities, including prospecting, lead generation, discovery, presentations, proposal development, negotiation, and closing. The Business Development Representative maintains an active sales pipeline in HubSpot and collaborates with the GKG team to ensure a seamless transition from prospect to member.
As part of a growing organization, this individual must be comfortable working in a fast-paced environment, adapting to evolving priorities, and contributing to the continued growth of Green Key Global.
Key Responsibilities
Market Development & Business Development
- Identify, prospect, and develop new business opportunities across assigned markets and territories.
- Execute outbound prospecting through phone, email, LinkedIn, networking, referrals, conferences, and industry events.
- Conduct discovery meetings and deliver presentations and proposals that position Green Key Global's certification programs and services.
- Build relationships with hotels, management companies, destination organizations, industry associations, and other hospitality stakeholders.
- Develop and maintain a healthy sales pipeline while consistently achieving sales and enrollment goals.
- Qualify opportunities and transition enterprise partnerships and strategic opportunities to senior members of the Market Development team.
Pipeline Management & CRM
- Maintain an active sales pipeline and accurate opportunity records in HubSpot.
- Document customer interactions, forecast pipeline activity, and manage timely follow-up.
- Monitor pipeline performance and proactively advance opportunities through the sales process.
- Prepare regular reports on sales activity, pipeline performance, and business development results.
Market Research & Sales Support
- Research target markets, hospitality organizations, and industry trends to support business development efforts.
- Identify new market opportunities and provide customer and competitive insights.
- Assist in developing presentations, proposals, and sales collateral.
- Support regional market development initiatives and special projects.
Sales & Marketing Collaboration
- Collaborate with Marketing on campaigns, webinars, conferences, and lead generation initiatives.
- Participate in industry events and networking opportunities to generate new business.
- Support pre- and post-event outreach to maximize lead conversion.
Cross-Functional Collaboration
- Coordinate the transition of qualified opportunities to internal teams for onboarding and ongoing support.
- Collaborate across departments to deliver exceptional member experience.
- Contribute to improving sales processes, CRM workflows, and best practices.
Key Performance Indicators
Performance will be measured through a combination of quantitative and qualitative metrics, including:
- Qualified opportunities generated
- Qualified sales pipeline generated
- New hotel enrollments
- Revenue generated
- Qualified meetings completed
- Sales conversion rates
- HubSpot CRM accuracy and activity completion
- Achievement of individual and team objectives
Requirements
Qualifications
Knowledge & Skills Required
- Minimum of 2–4 years of experience in business development, sales, lead generation, or a related B2B sales role.
- Demonstrated success prospecting, developing, and closing new business opportunities.
- Strong consultative selling, presentation, relationship-building, and negotiation skills.
- Experience using CRM platforms such as HubSpot, Salesforce, or similar systems.
- Excellent verbal, written, and interpersonal communication skills.
- Strong organizational and time management skills with the ability to manage multiple priorities simultaneously.
- Self-motivated, results-oriented, and able to work independently in a remote environment.
- Comfortable working in a fast-paced, entrepreneurial, and evolving organization.
- Ability to analyze market trends and identify new business opportunities.
- Proficiency with Microsoft Office Suite, including PowerPoint, Excel, Word, and Teams.
Preferred Qualifications
- Experience within the hospitality, lodging, tourism, travel, sustainability, or association sectors.
- Knowledge of hotel ownership structures, management companies, hotel brands, destination organizations, or industry associations.
- Experience selling professional services, memberships, certification programs, SaaS solutions, or other business-to-business services.
Education
- Bachelor's degree in Business, Hospitality, Marketing, Sales, or a related field, or an equivalent combination of education and relevant professional experience.
Remote
- Travel required (up to 40%)
Benefits
Compensation
Green Key Global offers a competitive compensation package designed to reward both individual performance and team success.
- Base Salary: $45,000–$50,000 USD (commensurate with experience)
- Performance Commission: Individual commission based on new member enrollments and revenue generated.
- Team Bonus: Annual bonus based on Green Key Global's overall growth objectives.