Senior Business Development Manager – Airline Partnerships

🕒 March 26

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Hopper

WebsiteLinkedInAll Job Openings

201 - 500 employees

💰 $96M Venture Round on 2022-11

Travel • Technology

Hopper is a travel booking platform that offers a one-stop solution for planning trips, including flights, hotels, rental cars, and homes. The platform features advanced options such as price prediction, disruption assistance, and the Price Freeze™ feature, allowing travelers to secure deals and manage changes conveniently. Hopper is known for its mobile app availability on iOS and Android, providing a streamlined experience for its users. It serves millions of travelers worldwide, offering VIP support and various affiliate programs for partners.

📋 Description

• Own and manage a portfolio of European airline partnerships with a P&L mindset, serving as the primary point of contact for commercial, distribution, and operational topics • Build strong, senior-level relationships across airline sales, distribution, and revenue management teams • Develop and execute strategies to grow top-line revenue (TTV) and improve unit economics, analyzing performance across channels (NDC vs. GDS), fare mix, and ancillary attachment rates • Lead negotiations for new agreements, renewals, and extensions -- driving improved commercial terms including base commissions, sector rebates, and marketing development funds (MDF) • Identify and act on opportunities to optimize underperforming partnerships • Develop deep expertise in airline distribution (NDC, EDIFACT, aggregators) and European airline competitive dynamics, translating industry trends into actionable strategies • Partner cross-functionally with Product, Growth/Marketing, and Finance to align on feature development, campaigns, forecasting, and deal modeling • Track KPIs including revenue, margin, incentive attainment, and product mix, and lead Quarterly Business Reviews (QBRs) with airline partners.

🎯 Requirements

• 6+ years of experience in airline distribution, OTA, TMC, GDS, or airline partnerships in European markets; MENA experience is a plus • A proven track record managing strategic accounts, negotiating commercial agreements, and driving measurable revenue growth • Strong understanding of airline distribution (NDC vs. GDS), fare structures, ancillaries, and airline economics • A commercial mindset -- you think in revenue and margin, not just volume, and have experience working with incentives, rebates, and performance-based deals • Excellent presentation and storytelling skills; ability to communicate effectively with both airline executives and internal stakeholders • Highly organized, self-driven, and comfortable operating in a fast-paced, high-growth environment • Bilingual or advanced proficiency in German, Spanish, or French is a plus

🏖️ Benefits

• Well-funded and proven startup with large ambitions, competitive salary, upsides of pre-IPO equity packages. • Hopper covers the cost of employee premiums for private medical and dental coverage. • Hopper also offers private life and accident coverage. • Please ask us about our very generous parental leave, much above industry standards!. • Access to co-working space on demand through FlexDesk AND Work-from-home stipend. • Unlimited PTO. • Hopper offers a monthly cash allowances for gym memberships and to cover home office expenses for a comfortable remote working experience. • Carrot Cash travel stipend. • Entrepreneurial culture where pushing limits and taking risks is everyday business. • Open communication with management and company leadership. • Small, dynamic teams = massive impact.