Lance

About Lance Lance (YC W26) builds autonomous AI agents that run hotel operations end-to-end, from answering guest calls to managing workflows across systems. We work with leading hotel groups across brands like Marriott, Hilton, and Hyatt, and are already deployed across 50+ properties in the U.S. Our agents don’t just assist, they execute. They integrate directly into existing hotel systems, make real-time decisions, and handle complex, multi-step operations. Role Overview We’re hiring our Founding Account Executive to build and own our sales function from the ground up. You will be responsible for driving our early revenue growth, closing deals with leading hotel groups, and creating the playbook that will define our sales motion for years to come. This is a high-intensity, execution-driven role for a hungry, entrepreneurial sales professional who wants to build a revenue machine, not just run a territory. What You’ll Do Manage the full sales cycle from initial lead qualification to contract negotiation and close. Engage with a high volume of warm inbound leads from our waitlist while developing and executing outbound strategies to target key accounts. Conduct discovery calls and product demos to articulate the value of Lance’s platform to hotel executives, from GMs to corporate leadership. Partner closely with the CEO on go-to-market strategy, pricing, and messaging. Collaborate with the Solution Engineering team to ensure a seamless pre-sales and technical evaluation process. Refine our sales process, tools, and reporting to build a scalable and predictable revenue engine. What We’re Looking For Proven track record of exceeding quota in a full-cycle B2B SaaS or enterprise software sales role. Experience selling to mid-market or enterprise clients; experience in hospitality tech is a significant plus. An entrepreneurial mindset with a desire to build processes from scratch and take ownership of the entire sales function. Exceptional communication and presentation skills, with the ability to build relationships with executive stakeholders. A strong sense of urgency and the ability to manage multiple priorities in a fast-paced, ambiguous environment. High ownership, grit, and a relentless focus on closing deals and driving revenue. Why This Role Build the sales organization and culture from the ground up. Uncapped earning potential through direct, measurable impact on company revenue. Work directly with the founders to shape the go-to-market strategy. Define the sales playbook, not just execute a pre-written one. Total Compensation $100,000 - $160,000 Cash, Equity, Bonus

This is a full-time, on-site role based in San Francisco, CA, for a Founding Software Engineer. The Founding Software Engineer will develop, implement, and maintain the core product infrastructure, including AI-driven functionalities. Responsibilities include leading product development, building scalable systems, collaborating with cross-functional teams, and innovating to address the technical and functional needs of the hospitality industry. The role will also involve mentoring team members, guiding technical decisions, and contributing to the company's strategic direction. Be able to work 996 Startup hours with competitive pay and equity.

As a Founding Forward Deployed Engineer, you make Lance work in the real world. You’ll deploy systems on-site, debug live issues, and ship product improvements based on what actually breaks. You own everything from scoping to go-live to reliability. This is not a support role. Be able to work 996 Startup hours with competitive pay and equity.

Company Description Lance is revolutionizing the hospitality industry with autonomous AI agents that handle tasks such as answering calls, closing sales, and managing operations, enabling teams to focus on guests. Trusted by leading hotel groups in the United States, Lance supports over 50 hotels, including renowned brands like Marriott, Hilton, and Hyatt. Built on advanced Computer Use Agent technology, Lance's AI agents integrate seamlessly with hotel software, make real-time decisions, and execute complex multi-step tasks efficiently. By automating operational workflows, Lance empowers hotels to deliver enhanced guest experiences. Role Description This is a full-time, on-site position based in San Francisco, CA, for a Product Manager at Lance. The Product Manager will oversee the roadmap and lifecycle of assigned products, collaborating with cross-functional teams to define requirements, prioritize features, and deliver innovative solutions. Responsibilities include conducting market research, gathering customer feedback, managing development cycles, and evaluating product performance. The role demands proactive leadership, effective communication, and a commitment to delivering exceptional tools that drive client success. Qualifications Work 996 In Person San Francisco Product Management skills, including roadmapping, backlog prioritization, and product lifecycle management Market Research and User Research skills to understand customer needs and industry trends Strong Communication and Collaboration abilities to work effectively with engineering, design, and business teams Analytical Thinking and Problem-Solving skills to identify opportunities for improvement and create efficient solutions Experience in SaaS, AI technology, or hospitality software is a plus Bachelor’s degree in Business, Computer Science, Engineering, or a related field Strong organizational and time management skills with the ability to handle multiple projects simultaneously Total Compensation $200,000 - $260,000 Cash + Equity + Bonus

Company Description Lance is revolutionizing the hospitality industry with autonomous AI agents that handle tasks such as answering calls, closing sales, and managing operations, enabling teams to focus on guests. Trusted by leading hotel groups in the United States, Lance supports over 50 hotels, including renowned brands like Marriott, Hilton, and Hyatt. Built on advanced Computer Use Agent technology, Lance's AI agents integrate seamlessly with hotel software, make real-time decisions, and execute complex multi-step tasks efficiently. By automating operational workflows, Lance empowers hotels to deliver enhanced guest experiences. Role Description The Product Marketing Manager will develop and execute go-to-market strategies for new product features and launches, crafting clear and compelling messaging that differentiates Lance in the hospitality and AI markets. A key aspect of the role will be managing third-party vendors, including videographers and creative partners, to produce high-quality marketing content that aligns with Lance’s brand and go-to-market strategy. This role involves close collaboration with Product and Engineering teams to deeply understand product capabilities and the roadmap, while enabling Sales and Solutions teams with effective pitch decks, demos, case studies, and objection-handling materials. The Product Marketing Manager will conduct market research and competitive analysis to identify opportunities and refine positioning, as well as gather and synthesize customer insights to inform both marketing strategy and product development. Additionally, the role includes driving content creation across website, email, and outbound channels to support demand generation, and continuously measuring and optimizing campaign performance, messaging effectiveness, and product adoption. Qualifications Work 996 In-Person San Francisco Experience in Product Marketing, Growth, or related roles in B2B SaaS or AI companies Strong ability to translate technical products (AI, automation, or software platforms) into clear business value Proven track record of executing successful go-to-market strategies and product launches Excellent written and verbal communication skills, with experience creating sales and marketing collateral Analytical mindset with experience in market research, customer insights, and performance tracking Ability to collaborate cross-functionally with Product, Engineering, Sales, and Operations teams Strong ownership mentality and comfort working in a fast-paced startup environment Familiarity with hospitality, travel technology, or vertical SaaS is a plus Bachelor’s degree in Marketing, Business, Communications, or a related field Total Compensation $140,000 Cash + Equity + Bonus