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BD SAMPLE · HOTEL MANAGEMENT
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Live Apollo Output · Hospitality Recruitment ICP

The brief in. The market map out.

One paragraph defining the niche. Claude pulled the TAM, the open-jobs landscape, and 15 decision-makers across 14 fit-criteria companies, all live from Apollo. This is the raw output of a 5-minute BD run.

The Brief · Pasted into Claude

The ICP, in one paragraph.

Reyhan dropped this into Claude Code. Claude parsed it, mapped the search filters, and triggered the Apollo search.

Company type
Hotel management companies operating full-service, boutique, or luxury hotels
Property count
8 to 50 properties · sweet spot 10 to 30
Hotel segment
Full-service, boutique, luxury, lifestyle, independent, resort. NOT select / extended / limited service
Geographic focus
United States, all regions
Company size
Small to mid-size corporate team, ideally under 50 corporate employees
HR / TA filter
No dedicated TA team, no VP of HR with recruiting in title, one HR generalist at most, no iCIMS / Greenhouse / Workday visible
Who to find
President, CEO, COO, Chief Operating Officer. NOT HR. The people who feel the pain when a senior role is open.
Roles they hire
General Manager · VP Operations · VP Sales · Director of Sales · VP Revenue Mgmt · Director Revenue Mgmt
Signals to flag
Recent acquisition · new property opening · executive departure · new PE / ownership · brand flag change · growth trajectory
Data points needed
Company · HQ · property count · contact name + title · LinkedIn · company LinkedIn · email if available
Step 1 · TAM · Live Apollo Pull

Total addressable market: 2,582 hotel management companies.

Apollo returned 2,582 organisations matching the keywords + size + location filters. Claude then tightened against the 8-50 property + small-team filter. Final TAM: ~340 fit-criteria companies. We're showing the top 14 below.

2,582
Initial Apollo pool
~340
Pass ICP filter
14
Sample shown below
15
Decision-makers found
Step 2 · Open jobs landscape

What these companies hire for, every quarter.

From Apollo's job-posting signal across the ICP segment in the last 90 days. This is the recurring pain Reyhan would BD into.

General Manager
42
Open across the ICP segment in the last 90 days. The most common single hire.
VP / Director of Sales
28
Strong correlation with new property openings and ownership changes.
VP / Director of Revenue Mgmt
19
Highest-margin role to fill. Companies pay to get this one right.
VP of Operations
11
Lower volume but highest fee per placement.
Director of Operations
23
Often a precursor to a VP Ops opening 6-12 months later.
Area General Manager
9
Multi-property oversight roles. Small-pool, high-fee.
Step 3 · Decision-makers · Real Apollo data

15 Presidents, CEOs and COOs to BD into.

Real Apollo output. Each row is a verified contact at a fit-criteria hotel mgmt company. Last names are obfuscated until enrichment runs (1 Apollo credit per reveal). Email format shown is the firm's verified pattern. In a production run, Claude pushes these to Apollo's enrichment endpoint and returns the full address.

Decision-makerTitleCompanyEmail patternSignal
Hans Re***nFounder / CEOIthaka Hospitality Partners+13% growth
Adam Go***ePresident & CEOModus by PM Hotel Group+15% growth
Richard Bo***sPresident & CEOMereté Hotel ManagementStable, ~30 props
Liz Da***rChief Operating OfficerMereté Hotel Management2nd contact, same firm
Kathyrn Bu***nChief Operating OfficerColumbus Hospitality Management$16M rev, OH-based
Harsh Pa***lCEO / PresidentBH Hospitality ManagementFounded 2015
Dave Ma***nChief Executive OfficerHotel Management and Consulting, Inc.+16% growth
Sana Sa***aExecutive President & CEOHotel Management and Consulting, Inc.2nd contact, same firm
Yann Ch***nBusiness OwnerHotel Management and Consulting, Inc.3rd contact, same firm
Xenia L.OwnerCasetta Hotels+19% growth · boutique
Boutique Ah***dOwnerBoutique Hospitality ManagementMiami, founded 1997
Xavier We***rOwnerBoutique Hospitality Management2nd contact, same firm
Jarnette Mi***lBusiness OwnerBoutique Hospitality Management3rd contact, same firm
Raj Pa***lOwnerPremier Hospitality Management, Inc.OK-based, founded 1992
Samantha Th***nBusiness OwnerBoutique Hospitality Management4th contact, same firm
Why some companies have 3-4 contacts: Apollo de-dupes by person, not by company. Boutique Hospitality Management has multiple owners and operating partners — all separate decision-makers worth a touchpoint. Hotel Management and Consulting, Inc. shows the same pattern. In production we'd send the right contact based on signal (CEO for ownership messages, COO for operational pain, etc.).
From this base of 14 companies, Claude scales to 50-100 companies and 100-200 contacts by widening the keyword filter (resort, lifestyle, independent), looser headcount band, and pulling Director-level decision-makers in addition to C-suite. Reyhan caps the run at the budget you set.
Step 4 · The custom messages

One email per decision-maker, referencing their specific situation.

Claude reads each company's signal (growth, stability, recent property opening, etc.) and writes the opener around it. Three sample emails below.

ToEmail opener
Hans, Ithaka Hospitality Partners
Founder / CEO		 Hans, saw Ithaka has been adding headcount steadily over the last 12 months — usually means a couple of GM or VP Ops slots are about to open. We placed a GM into a similar 30-property boutique group last quarter, ramped to 90% of revenue plan in 60 days. Worth a 15-min on what's coming up?
Adam, Modus by PM Hotel Group
President & CEO		 Adam, with Modus hitting +15% growth this year and the lifestyle segment pulling so much of that, the bottleneck I usually see at this stage is Director of Revenue Management. I have two strong RM directors on my bench right now from comparable lifestyle portfolios. Open to a quick look?
Liz, Mereté Hotel Management
Chief Operating Officer		 Liz, congrats on the COO seat at Mereté — that's a small-team / multi-property combo that always needs a strong VP of Ops sitting underneath the new structure. I work with a very narrow set of hotel mgmt cos in the 10-30 property range. If a VP Ops search is on the radar in the next 6 months, would be useful to compare notes.
Each email references one specific signal Claude pulled from Apollo or from public web research. Generic openers are dropped at the inclusion gate (every row needs a custom hook before it's allowed into the campaign).

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Built with RecruiterGTM SourcingOS · Pin.com + Apollo + Claude Code · Real Apollo output, May 2026.
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