Strategic Business Development Manager

About the Strategic Business Development Manager

We are looking for a high-performing Strategic Business Development Manager with a strong focus on new business development across large hotel groups and enterprise hospitality brands. This role is focused on acquiring new customers, building pipeline from scratch, and expanding strategic accounts within complex, multi-stakeholder environments. You will work closely with cross-functional teams to deliver solutions that create value across the hotel technology ecosystem.

What you'll do...

• Prospect, source, and close new enterprise accounts within the hospitality space.
• Build pipeline from scratch through outbound outreach, strategic account mapping, and multi-threaded engagement.
• Manage long and complex sales cycles involving VP- and C-level stakeholders.
• Support upsell and expansion opportunities within large hotel groups, management companies, and enterprise chains.
• Develop strategic account plans and tailored engagement strategies.
• Collaborate cross-functionally with internal teams to deliver solutions and close deals.
• Maintain disciplined pipeline management and accurate forecasting within CRM (Salesforce preferred).
• Deliver impactful presentations and communicate value at the executive level.

What you have...

• Extensive enterprise SaaS sales experience with a proven track record of new business acquisition.
• Strong experience prospecting, sourcing, and closing new enterprise accounts.
• Ability to build pipeline from scratch using outbound strategies and multi-threaded engagement.
• Solid understanding of hotel distribution (channel management, PMS/CRS connectivity, rate management, e-commerce).
• Experience supporting upsell and expansion within enterprise organizations.
• Proven ability to manage complex, long sales cycles and engage VP- and C-level stakeholders.
• Strong pipeline management and forecasting skills using CRM tools (Salesforce preferred).
• High ownership mindset with the ability to manage your priorities effectively while collaborating across teams in a fast-paced environment.
• Exceptional communication and executive-level presentation skills
• Direct experience in hospitality, travel tech, or hotel distribution (e.g., OTAs, PMS, channel managers, revenue management systems) - Mandatory
• Background in value-based or consultative selling methodologies (preferred)
• Experience working with global teams across time zones (preferred)
• Understanding of integration ecosystems (PMS, CRS, RMS, booking engines, payments) - Mandatory
• Existing network within hospitality partners is a strong advantage
• Spanish language skills (a plus)