Remote Manager/Director, RoomPriceGenie

• 2+ years in a B2B business development, partnerships, or commercial account management role — ideally in SaaS, hospitality technology, or a related field
• Demonstrates advanced proficiency in German (C2 level), with excellent command of both
• Track record of building relationships and generating pipeline from scratch in a defined territory — not managing inbound, but generating outbound
• Comfortable operating across multiple partner types and conversation styles in a single week — integration partnership conversations require a different approach than reseller qualification
• HubSpot or CRM discipline — this is a non-negotiable requirement; the quality of your data determines the quality of the team's output
• Based in the target territory — regional credibility and proximity to local partners is part of the role

Desirable

• The goal of this role is pipeline revenue, driven through relationships
• The Partner BDM is where the global partnership strategy meets the market, and you own the partner pipeline and revenue target for your region — you are the person who drives the strategy to meet and exceed that number
• Every relationship, every lead, every partner conversation in your territory goes through you
• You execute all three partnership pillars locally — integration depth, reseller acquisition, and long tail activation — and you feed the national programs run by Isabel and the Director of Reseller Partnerships with the contacts, intelligence, and HubSpot discipline that makes those programs possible
• This role also carries a global partner management component
• In addition to your regional territory, you will be assigned one or two global partner accounts — relationships that span multiple BDM regions and require a consistent strategic, commercial presence above the regional level
• You will manage these accounts directly, briefing with the Global Partner Marketing Manager before any senior contact touchpoint and feeding back the account intelligence that informs RPG's global partner strategy
• The BDM is not a lone hunter
• You are supported by intelligence briefs from the Director of Partnership Strategy, onboarding infrastructure from the Partner Operation and Enablement Manager, co-sell support from the Director of Channel Growth Reseller, and global account context from the Global Partner Marketing Manager
• The discipline of using those inputs — requesting briefs before first calls, completing HubSpot fields that trigger Isabel's onboarding, registering every lead in Introw on the day — is what makes the whole system work
• Own the partner pipeline and revenue target for your region — you are the person who drives the strategy to meet and exceed this number, not just a contributor to it
• Build and maintain a consistent bottoms-up pipeline plan, built up against your region's targets and TAM — showing exactly how your book of business adds up to your target, by partner type and by deal stage
• Forecast monthly, ahead of the full-team KPR review — reforecasting pipeline and revenue coverage against target, reconciling to the latest refreshed regional targets/TAM where these have moved, so gaps are visible early and plans can be adjusted before target dates, not after
• Build and manage the full partner portfolio in your territory: integration partners, resellers, consultants, hotel management companies, and referral partners
• Source new reseller and consultant contacts in your region — using the Ideal Reseller Partner Profile as the qualification standard
• Execute the partner conversation playbook for each contact type: open with the partner intelligence brief, use the CS manager and KAM conversation guides for integration partners, apply the reseller screening framework for agency contacts
• Request a partner intelligence brief from the Director Channel Growth - Integration before every first partner outreach — no first conversation without a brief
• Complete the 4 mandatory HubSpot fields (deal stage, partner fields, agreement file, partnership type) before advancing any deal past the signed stage — this triggers Isabel's onboarding program
• Register every qualified lead in Introw on the day it is received, tagged by source type (integration referral / reseller / consultant / reactivated dormant)
• Own one or two assigned global partner accounts — relationships where the partner operates across multiple BDM territories and requires consistent commercial management above the regional level
• Build the regional strategy for each assigned global account that generates pipeline — not just relationship maintenance; you are responsible for identifying where the pipeline comes from in your territory and driving it
• Coordinate with Global Partner Marketing Manager before any senior touchpoint at a global partner account — global commercial context will be provided; you provide the regional relationship intelligence
• Maintain the account relationship at the appropriate contact levels (sales, CS, KAM, implementation) — applying the multi-level engagement model from the Partner Activation Playbook
• Feed the Head of Global Partnerships and the Global Partner Marketing Manager with global account intelligence after every significant touchpoint — health signals, competitive intelligence, co-marketing opportunities, and any escalation requirements
• Support the coordination of co-marketing and QBR activity with the global partner where it involves your region
• Own your regional subset of the 272 dormant signed partners — the Director Channel Growth - Reseller & Consultant,provides the segmented list, you own the outreach
• Execute the tiered re-engagement approach: Tier 1 (60–90 days dormant) with a personalized message within the first week of assignment; Tier 2 with re-qualification before any effort; Tier 3 with a single attempt then escalation to Isabel to archive
• Report progress on your regional dormant subset to Isabel weekly during the H2 activation sprint
• Surface partner contacts and market intelligence to the Reseller PM in the bi-weekly regional intel exchange — which reseller types are gaining traction, which are declining, what competitive signals are emerging
• Flag any integration partner conversation where an all-in-one competitive angle appears — the Strategy Manager updates the competitive library with field intelligence
• Maintain HubSpot contact and deal records at the expected quality standard — the data in HubSpot is what the whole team uses to run the business; poor data quality breaks Isabel's onboarding, Isabel's dormancy tracking, and Introw attribution simultaneously
• Participate in the monthly full-team KPR review — presenting your regional lead pipeline and flagging any structural blockers