About B2BHolidays
B2BHolidays is a leading travel technology company headquartered in London, delivering high-performance hotel and flight solutions to online travel agencies, tour operators, and government organizations worldwide. We operate one of the most advanced distributed systems in the travel sector, handling tens of thousands of requests per second through a powerful Rust-based microservices architecture.
Our platform connects a global network of accommodation partners with high-value buyers across multiple markets. With deep industry relationships, cutting-edge technology, and an unwavering customer-first mindset, B2BHolidays is redefining the future of accommodation distribution.
Job Summary
We are seeking an accomplished Senior Sales Manager with extensive experience in the accommodation distribution landscape. This role is focused on driving commercial expansion by acquiring new high-value clients, building strategic partnerships, and leading sales initiatives across global markets.
The ideal candidate is a seasoned commercial leader with strong industry relationships, deep knowledge of hotel distribution dynamics, and a proven ability to convert opportunities into long-term revenue growth.
This role is designed for candidates based in the UK with a strong background in travel, hotel distribution, or OTA/bedbank environments.
Key Responsibilities
New Business Acquisition
* Identify, target, and secure new clients across OTAs, tour operators, TMCs, wholesalers, and government sectors
* Drive the full sales cycle from prospecting to negotiation and contract signing
* Develop tailored commercial proposals aligned to client needs and market conditions
* Utilise industry expertise to unlock high-value opportunities within accommodation distribution
Commercial Strategy & Revenue Growth
* Build annual sales plans and revenue targets for assigned regions and segments
* Analyse accommodation demand, supply trends, and competitor landscapes to refine sales strategy
* Own pricing discussions, contract optimisation, and margin improvement initiatives
* Work closely with executive leadership on forecasting, budgeting, and long-term commercial planning
Partnership Development
* Leverage industry network to expand B2BHolidays’ footprint with key global accommodation players
* Develop partnerships with hotel chains, aggregators, bed banks, and technology platforms
* Represent B2BHolidays at international fairs, conferences, and industry events
* Collaborate cross-functionally with product, technology, mapping, and operations teams to enable partner success
Pipeline & Stakeholder Management
* Maintain an active pipeline and produce accurate weekly/monthly sales reports
* Lead high-level client conversations, presentations, and commercial reviews
* Use performance insights and data to guide decision-making and internal prioritisation
* Ensure smooth handover to account management for onboarding and operational setup
Required Experience & Industry Knowledge
Accommodation Distribution (Essential)
* 5+ years in sales or business development within hotel distribution, travel technology, or bedbank environments
* Strong understanding of global accommodation players (e.g., Hotelbeds, WebBeds, Expedia Group, Ratehawk, etc.)
* Knowledge of distribution models (merchant/agency), hotel connectivity, channel managers, and PMS/CRS ecosystems
* Proven track record of establishing and growing high-value client portfolios
Required Skills
* Strong hunter mindset with exceptional negotiation and closing capability
* Strategic thinker able to balance long-term growth with short-term commercial wins
* Highly articulate communicator with excellent storytelling and presentation skills
* Ability to build relationships across C-level, commercial, and product stakeholders
* Analytical and data-driven approach to pipeline, performance metrics, and forecasting
* Strong time management, adaptability, and ownership mentality
Tech Skills
* Proficiency in CRM and sales tools (HubSpot, Salesforce, or similar)
* Good command of Excel, PowerPoint, and sales performance dashboards
* Familiarity with accommodation APIs, mapping logic, and data feeds
* Understanding of travel tech platforms and booking engines
Qualifications & Other Requirements
* 8+ years of experience in sales, business development, or commercial roles in accommodation, travel, or hospitality tech
* Existing relationships with accommodation suppliers, bed banks, OTAs, and hotel chains
* Fluent in English (required); additional languages are an advantage
* Based in the UK, with willingness to travel across Europe and global markets
* Experience working in high-growth, technology-driven, or matrixed environments
What We Offer
* Opportunity to work with cutting-edge travel technology and a world-class engineering team
* Competitive compensation package with performance-based incentives
* Flexible remote/hybrid working arrangements
* Professional development and growth opportunities in a rapidly evolving industry
* Access to international travel, conferences, and networking events
* Inclusive, multicultural environment with colleagues across global markets
Why Join B2BHolidays?
At B2BHolidays, you will be part of a fast-growing company that is transforming accommodation distribution through innovation, speed, and excellence. If you're a commercially driven, relationship-focused leader with deep industry expertise—and ready to help shape the future of travel tech, we’d love to meet you.
Ready to accelerate your career with B2BHolidays? Apply today.