Director of Airline Partnerships, Hopper
CA$175-240k
Plus possibility of annual bonus (OTE) based on team performance and upsides of pre-IPO equity packages
Travel booking app
Be an early applicant
Travel booking app
1001+ employees
Be an early applicant
CA$175-240k
Plus possibility of annual bonus (OTE) based on team performance and upsides of pre-IPO equity packages
1001+ employees
Company mission
To make booking travel faster, easier, and more transparent.
Role
Who you are
- Minimum 10 years sales/account management experience with successful background of driving revenue growth for key accounts, and 3+ years experience leading a team of account managers
- Prior experience in airline distribution (OTA, TMC, GDS, or airline) preferred
- Positive attitude; creative and self-motivated and always striving to do your best
- Ability to craft and deliver compelling and data driven presentations
- Team mentality, desire to help the team win
- Excellent prioritization and time management skills with ability to distinguish urgent from important work
- An innovative and detail-oriented approach to problem-solving
- Passion for travel and technology
- Strong value selling skills
- Executive-level business acumen
- Ability to navigate and succeed in a fast-paced and dynamic work environment
- Excellent written and verbal communication skills
What the job involves
- As Director, Airline Partnerships, you will be responsible for leading a team of Sr Business Development Managers toward meeting key success measures for airline distribution partnerships in your region(s)
- The Director, Airline Partnerships will represent the company in the assigned region(s), and will be responsible for building executive relationships with airline partners in the region(s). The individual must have experience leading account management teams, as well as a sales orientation and skill set
- At Hopper you can have an immediate impact in a high-growth environment. Airline sales and distribution is a distinct field, so prior experience in airline distribution (OTA, TMC, GDS, airline, etc.) is preferred
- The strongest candidates will be able to intuitively communicate Hopper’s unique value proposition and frame our benefits to airlines
- Manage your region like a business: identify, develop, and execute growth strategies; track and monitor team portfolio performance; and drive analysis to identify areas of risk and opportunity
- Create and execute a regionally-focused strategy to address team objectives and regularly report on progress toward target attainment
- Coach the team on preparing pitches for partnership opportunities, delivery of quarterly business reviews, and managing through risk
- Uncover opportunities to improve commercial relationships and optimal connectivity for airline partner content; summarize and articulate business cases to internal teams, and develop strategies to address commercial opportunities, in collaboration with internal stakeholders
- Create and build upon existing sales processes and business rhythms, ensuring utilization of tools such as salesforce
- Work with financial teams on forecast and revenue projections for the region(s)
- Develop marketing strategies and execute I/Os with airline partners in support of our Growth team
- Lead and complete the negotiation for contract renewals for the top partners in the region, as well as negotiation of key commercial opportunities or issues which may happen outside of contract renewal periods
- Develop a strategy for management of long-tail partners
- Work with internal business partner teams, such as Flight Operations, Finance Operations, and Customer Service to optimize collaboration processes, in order to reduce traveler friction and reduce costs
- Develop a strong understanding of the global travel market, with a particular focus on the dynamics of the airline industry including new and legacy distribution capabilities and their economic impact for both the partner and Hopper
Our take
Hopper is a mobile application that uses big data to predict and analyse airfare and accommodation prices, delivering savings to users. The company was created to make booking travel faster, easier, and more transparent by leveraging the power that comes from combining large amounts of data with machine learning.
As well as its booking platform, the company also has a B2B offering called HTS (Hopper Technology Solutions), which enables travel providers to integrate Hopper's travel, fintech and eCommerce products. Major partners of this initiative include Marriott, Kayak and Capital One.
Lately, the company has focussed on innovation and international expansion, with the intent to grow its operating margins. It has not been unaffected by the economic landscape, and made a round of lay-offs in 2023, although this appears to be part of a wider move towards profitability rather than a sign of trouble.
Steph
Company Specialist at Welcome to the Jungle
Insights
Some candidates hear
back within 2 weeks
-1% employee growth in 12 months
Company
Funding (last 2 of 10 rounds)
Nov 2022
$96m
LATE VC
Aug 2021
$175m
SERIES G
Total funding: $731m
Company benefits
- Work from home opportunities
- Well-funded and proven startup with large ambitions and stock options
- Unlimited PTO
- WeWork All Access Pass OR Work-from-home stipend
- Entrepreneurial culture where pushing limits and taking risks is everyday business
- Open communication with management and company leadership
- Small, dynamic teams
- Access to a Retirement Savings Plan
- Immigration assistance
- Internal career mobility program
- Light internal meeting culture
Company values
- Dive Deep. Leaders exhibit this principle by operating at all levels, staying immersed in the details, gathering data and employing first-hand knowledge while staying skeptical of any assumptions. It’s through diving deep that they earn the trust of others and the freedom to take real ownership of our work
- Bias for Action. Leaders deliver results, move fast and simplify problems that others find complex. Speed matters in business and most decisions are reversible. We can almost always learn more through action than through analysis. Leaders do things; they don’t just talk about things
- Take Ownership. Leaders are owners; not managers. They think long-term, believe no task is beneath them and act on behalf of the entire company. They are vocally self critical and benchmark themselves and their teams against the best
- Do the Right Thing. There are two parts to this leadership principle. The first is having the judgment to identify the right thing for the business and then doing it, most of the time. It’s important for leaders to be right a lot. The second part is taking a long-term view of what’s right for the business and our customers and acting only with the best intentions. Good judgment + good intentions = great leader
Company HQ
La Petite-Patrie, Montreal, QC
Articles
Leadership
Frederic Lalonde
(CEO)Previously worked for 4 years at Expedia, first as VP of Hotel Supplier Strategy then as VP of Hotels and Packages Product Planning.
Salary benchmarks
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