[Hiring] Key Accounts Director @Vio

Role Description

Our strategic supply partners are among the most important relationships at Vio. These are large, sophisticated organisations - leading players in global travel - and the partnerships we build with them are nuanced, multi-layered, and carry significant commercial weight. Managing them well requires seniority, judgment, and genuine care for the relationship. We are looking for a senior Key Accounts Director to own these partnerships end-to-end and grow them for the long term.

This is a senior individual contributor role: you will personally manage and be solely accountable for a portfolio of strategic accounts - their commercial results, their relationship health, and their long-term trajectory. Your leverage comes from your relationships, your strategic thinking, and your ability to mobilise cross-functional partners inside Vio.

What you will do

• Strategic Account Ownership
  • Own a portfolio of Vio's largest and most strategic supply accounts end-to-end as a single accountable individual, covering the full partnership lifecycle: commercial alignment, performance optimization, rate and distribution management, escalations, and growth.
  • Be the voice of these accounts inside Vio: represent their perspective in strategic conversations across the company.
  • Define and execute a dedicated growth plan per account: revenue targets, specific levers, milestones, and regular progress reviews.
  • Develop a deep understanding of each partner's business - their strategy, priorities, ways of working, and what success looks like for them.
• Relationship Building & Stakeholder Management
  • Build deep, multi-level, trust-based relationships across each account.
  • Conduct regular business reviews, executive meetings, and working sessions.
  • Navigate sensitive conversations with excellent interpersonal judgment.
  • Serve as the escalation point for anything concerning these accounts, internally and externally.
• Navigating Complex Partnerships
  • Manage multi-dimensional relationships where interests align in some areas and diverge in others.
  • Balance the interests of both sides thoughtfully.
  • Exercise sound judgment on commercial sensitivity, information sharing, and contractual commitments.
  • Anticipate strategic shifts on the partner side and prepare Vio's position before they materialise.
• Strategic & Commercial Growth
  • Think beyond the standard playbook: design out-of-the-box solutions.
  • Negotiate high-stakes commercial agreements with sophisticated counterparts.
  • Proactively initiate re-negotiations when performance data reveals opportunities.
  • Propose and run commercial experiments with these partners.
• Performance & Analytics
  • Monitor and act on account-level KPIs.
  • Identify root causes of underperformance and translate data into concrete actions.
  • Detect issues and opportunities early.
• Cross-Functional Collaboration
  • Collaborate closely with various teams to deliver on account commitments.
  • Ensure integration health for your accounts.
  • Provide commercial input to product and pricing decisions affecting your accounts.

Qualifications

• Extensive experience (10+ years) in travel - OTA, bedbank/wholesaler, hotel distribution or other adjacent vertical.
• A proven track record of growing key accounts through relationship depth and creative commercial solutions.
• Excellent relationship builder with outstanding interpersonal skills.
• Strategic thinker with an understanding of large travel companies' operations.
• Experienced in navigating complex, high-stakes partnerships.
• Strong negotiator with experience in complex, high-stakes commercial agreements.
• Executive presence internally as well as externally.
• Strong analytical skills.
• A true individual contributor: self-directed, structured, accountable, and effective.
• A creative, out-of-the-box approach.
• Deep understanding of hotel distribution mechanics.

Nice to Have

• Existing senior-level network at major OTAs, bedbanks, or travel platforms.
• Experience with hotel connectivity (API/XML integrations) and metasearch economics.

What we offer

• A high-impact senior role with direct influence on Vio's most important commercial relationships.
• Exposure to - and ownership of - the largest strategic players in global travel supply.
• Plenty of chances to learn and grow within an open, diverse culture.
• A great compensation package, perks and benefits (including significant stock appreciation rights).
• Flexible time off and a chance to work remotely.
• Part of a highly international team.
• Access to free mental health support via OpenUp.