Senior Business Development Manager – Airline Partnerships

This is a fully remote position, open to applicants in Spain.

📋 Description

• Take ownership of and manage a portfolio of partnerships with European airlines, adopting a P&L approach and serving as the key contact for commercial, distribution, and operational matters.

• Establish and nurture robust, senior-level relationships within the airline sales, distribution, and revenue management teams.

• Create and implement strategies aimed at increasing top-line revenue (TTV) and enhancing unit economics, while analyzing performance across various channels (NDC vs. GDS), fare structures, and ancillary attachment rates.

• Spearhead negotiations for new contracts, renewals, and extensions, working to secure improved commercial terms such as base commissions, sector rebates, and marketing development funds (MDF).

• Identify and capitalize on opportunities to enhance underperforming partnerships.

• Acquire in-depth knowledge of airline distribution (NDC, EDIFACT, aggregators) and the competitive landscape of European airlines, translating industry trends into actionable strategies.

• Collaborate cross-functionally with Product, Growth/Marketing, and Finance teams to ensure alignment on feature development, marketing campaigns, forecasting, and deal modeling.

• Monitor key performance indicators (KPIs) such as revenue, margin, incentive attainment, and product mix, and facilitate Quarterly Business Reviews (QBRs) with airline partners.

⛳️ Requirements

• A minimum of 6 years of experience in airline distribution, OTA, TMC, GDS, or airline partnerships within European markets; experience in MENA is advantageous.

• Demonstrated success in managing strategic accounts, negotiating commercial contracts, and driving significant revenue growth.

• Comprehensive understanding of airline distribution (NDC vs. GDS), fare structures, ancillary products, and airline economics.

• A commercial orientation — you focus on revenue and margin rather than just volume, with experience in incentives, rebates, and performance-driven agreements.

• Exceptional presentation and storytelling abilities; skilled at effective communication with both airline executives and internal stakeholders.

• Highly organized, self-motivated, and adept at navigating a fast-paced, high-growth environment.

• Bilingual or advanced proficiency in German, Spanish, or French is an asset.

🏝️ Benefits

• A well-capitalized and established startup with ambitious goals, offering a competitive salary and the advantages of pre-IPO equity packages.

• Coverage of employee premiums for private medical and dental insurance by Hopper.

• Provision of private life and accident insurance by Hopper.

• Inquire about our exceptionally generous parental leave policy, which exceeds industry norms!

• Access to co-working spaces on demand through FlexDesk and a work-from-home stipend.

• Unlimited paid time off (PTO).

• Monthly cash allowances for gym memberships and home office expenses to enhance remote working comfort provided by Hopper.

• Carrot Cash travel stipend available.

• An entrepreneurial environment where pushing boundaries and embracing risks is part of daily operations.

• Open lines of communication with management and company leadership.

• Small, agile teams that create a significant impact.