Business Development Manager, Hotel Partnerships

About the Role:

As a Business Development Manager, Hotel Partnerships, you will own new hotel acquisition and commercial growth in your assigned market. Your primary responsibility is to identify, prospect, and sign new hotel partners, building your own pipeline through proactive outreach, hotel visits, industry relationships, and consultative sales. You will lead each partnership from first conversation through negotiation, onboarding, and launch. Working directly with hotel revenue leaders, you will work closely with hotels to optimize distribution, improve pricing competitiveness, and drive revenue growth, while also supporting selective acquisition of new hotel partners within your region. This is role for someone who enjoys opening doors, creating opportunities, and converting new leads and prospects into productive partnerships.

Key Responsibilities:

• Build a market acquisition plan, prospect priority hotels, and own the sales process from outreach to signed contract

• Build and maintain a prioritized pipeline of target hotels not yet connected

• Grow a portfolio of new hotel partners to drive revenue and performance

• Research market trends and analyze conversion data to determine new hotel leads

• Conduct product demos and initiate the sales process with new leads through the onboarding process

• Own progress from signing to go-live, coordinating with Connectivity and Operations to resolve onboarding blockers

• Ensure a smooth transition from acquisition to account management

• Monitor pricing and availability to ensure optimal distribution

• Act as the main point of contact for hotel partners pre- and post-onboarding

• Train hotel partners on operational procedures, including promotion management

• Identify performance gaps and work with hotels to implement improvements

• Maintain and develop strong relationships with key stakeholders

• Track performance and provide regular reporting and insights

• Collaborate with cross-functional teams to resolve issues and improve outcomes

• Work with the Demand team and other internal teams to develop sales plans and ensure KPIs are met

• Identify relevant trade shows, build a participation strategy, and evaluate ROI within allocated budget

• Keep CRM records up to date, manage the lead funnel, and provide regular pipeline reporting

• Meet weekly with other team members to discuss progress and find new ways to improve business

Knowledge and Experience:

• 5+ Years of experience in Hotels Business Development, New hotel partnerships, OTAs, or sales roles within travel tech companies (PMS, CRS, Channel managers)

• Strong understanding of hotel distribution, RMS, CRS and PMS systems

• Ability to analyze performance data and drive revenue and commercial growth

• Strong stakeholder management skills with experience managing executive-level partner relationships

• An existing network of hotel revenue leaders, decision makers, or management groups in your market is a plus 

• Ability to manage an active prospect pipeline while driving commercial performance for newly acquired hotels 

• Ability to present data using BI tools. Power BI familiarity is preferred

• Ability to travel for trade shows, client meetings, and team events (at least quarterly)

• Proficiency in CRM tools and pipeline management (Zoho preferred)

• Experience with onboarding processes, project management, and partner training

• A university degree (or equivalent education). Proficiency in the Microsoft Office Suite

• Comfortable leveraging AI and Large Language Models (LLMs) to improve productivity, analysis, and decision-making

• Excellent communication and presentation skills, both written and verbal

• Self-starter with strong commercial acumen, accountability, and a proactive mindset

• Personal integrity, professionalism, and ability to thrive in a fast-paced, high-growth culture that requires execution