Sr Strategic Partnership Manager

Read this first: This role is a strong fit for someone who has worked extensively with or at a major online travel agency, Booking.com, Expedia, Airbnb, or a comparable player, and has built trusted relationships across the industry. You’ll bring a real network of senior people you can reach out to and meet with quickly. We’re hiring someone who can open doors and create momentum, so meaningful OTA experience and relationships are an important part of the profile.

Position Overview

Our Supply team works with the biggest brands in travel - OTAs, activities, and accommodations - turning those relationships into real results for our distribution network. We're growing fast, and this is the kind of role where you can genuinely say "I drove $100M in outcomes."

This isn't a broad portfolio role. You'll own one of our biggest, most strategic accounts - with the focus, access, and autonomy to drive real outcomes. You'll build the account playbook from scratch: mapping the organization, understanding what drives decisions, and building multi-threaded relationships so progress never hinges on one contact.

You'll partner closely with our product and leadership teams - and the partner's - to align strategies, uncover new value, and turn account intelligence into clear, actionable insight. You'll lead QBRs, own the wins, and navigate challenges with confidence.

You'll report to the Head of Supply and work closely with senior leadership. A senior IC role with real ownership, visibility, and influence.

Key Responsibilities

• Own one major account: retain it, grow it, and protect it.
• Build a deep understanding of the account and the market around it: how it moves, who matters, and what they're trying to do.
• Build and keep current a full account map and black book: stakeholders, profiles, engagement plans, contract timing.
• Get firm, shared targets in place, and hold both sides accountable to them.
• Set a regular cadence between our senior leaders and theirs, and between our product teams.
• Guide major projects end-to-end with measurable outcomes alongside our product & go-to-market teams.
• Run QBRs and weekly calls, followed by concise, executive-level reports on what you're seeing and what to do about it.
• Travel roughly 30 to 40% of the time to be in the room with your account.

Requirements

• 8+ years of experience in strategic partnerships, key account management, or business development, including direct ownership of multi-million-dollar accounts or projects
• Demonstrated experience at a major online travel agency (OTA) - such as Booking.com, Expedia, Airbnb, or a comparable platform (subsidiaries and metasearch platforms, e.g. Hotels.com, Vrbo, Priceline, Agoda, Kayak, Trivago, also qualify) - with an established network of senior industry relationships
• Proven experience running account-based marketing (ABM) programs against named accounts, including customer profiling and engagement planning
• Strong executive presence, with sound judgment in high-stakes conversations and the ability to build trust across all levels of an organization
• Experience managing cross-functional relationships spanning product, leadership, and external partner teams
• Comparable senior individual contributor experience - e.g., Senior Account Manager, Executive Account Manager, Strategic Partnerships Manager, or equivalent

What to Expect from our Hiring Process

We know your time’s valuable, so here’s the quick rundown of what to expect.

• Screening call with our Talent Acquisition Partner (30 minutes, phone call)
• Hiring Manager call (45 minutes, virtual)
• Challenge/Case Study: demonstrate your knowledge of this account
• Panel Interview with cross-functional team members and leaders (90 minutes, ideally in person)
• Final interview with our CEO (30 minutes, virtual)

Please note that this process is subject to change at any point, based on additional requirements from the team.