Key Accounts Director (Strategic Supply)

At Vio we believe booking accommodation should feel smart, fair, and effortless - never overwhelming or unclear.

As one of the world's fastest-growing travel tech platforms, we help millions of users make smarter travel decisions by comparing stays across 100+ booking sites - so they can find the perfect place, at the best price, anywhere in the world. We cut through the noise and complexity of hotel and vacation rental booking, surfacing real value with clarity, transparency, and full support. No tricks. No confusion. Just great stays - booked with confidence. With operations in 100+ markets and growing fast, our mission is to reshape how people discover and book accommodation through technology travelers can trust.

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.

• 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 — including how we shape our supply strategy and evolve our partnerships over time — and ensure account considerations are reflected in decisions well beyond the day-to-day

• Define and execute a dedicated growth plan per account: revenue targets, specific levers (feed expansion, rate improvements, exclusive deals, promotional campaigns), milestones, and regular progress reviews with the partner and internal stakeholders

• Develop a deep understanding of each partner's business - their strategy, priorities, ways of working, and what success looks like for them - and use that understanding to build alignment and create outcomes that work for both sides

• Build deep, multi-level, trust-based relationships across each account - from working teams to senior leadership - and act as the face of Vio to these partners

• Conduct regular business reviews, executive meetings, and working sessions; represent Vio at industry events and in-person partner visits

• Navigate sensitive conversations with excellent interpersonal judgment: knowing when to push, when to concede, and how to preserve the relationship while defending Vio's interests

• Serve as the escalation point for anything concerning these accounts, internally and externally

• Manage multi-dimensional relationships where interests align in some areas and diverge in others - always finding the path that grows the shared business

• Balance the interests of both sides thoughtfully: understand what matters most to each partner and build account strategies that respect the full context of the relationship

• Exercise sound judgment on commercial sensitivity, information sharing, and contractual commitments while building genuine trust

• Anticipate strategic shifts on the partner side (distribution policy changes, market moves, changing priorities) and prepare Vio's position before they materialise

• Think beyond the standard playbook: design out-of-the-box solutions, deal structures, and win/win constructs that grow the account where conventional levers are exhausted

• Negotiate high-stakes commercial agreements - terms, overrides, exclusive and secret deals, tactical promotions, rate distribution rules, and SLAs - with sophisticated counterparts

• Proactively initiate re-negotiations when performance data, market conditions, or competitive benchmarking reveal opportunities

• Propose and run commercial experiments (pricing tests, promotional trials) with these partners, track results, and scale what works

• Monitor and act on account-level KPIs: revenue, margin, conversion, price competitiveness, availability, mapping coverage, and content quality

• Identify root causes of underperformance and translate data into concrete commercial actions and partner conversations

• Detect issues and opportunities early - before they impact revenue or the relationship

• Collaborate closely with Pricing, Meta, Connectivity/Integration, Finance, Analytics, Product, and Customer Support to deliver on account commitments

• Ensure integration health for your accounts: connectivity stability, price accuracy, content completeness, and SLA compliance

• Provide commercial input to product and pricing decisions affecting your accounts

• Extensive experience (10+ years) in travel - OTA, bedbank/wholesaler, hotel distribution or other adjacent vertical - including several years managing large, strategic accounts

• A proven track record of growing key accounts through relationship depth and creative commercial solutions, not just account maintenance

• Excellent relationship builder with outstanding interpersonal skills - able to earn trust quickly, read the room, and operate credibly with senior executives

• Strategic thinker: you understand how large travel companies operate and can connect their strategy to Vio's opportunities

• Experienced in navigating complex, high-stakes partnerships where interests don't always fully align - with the diplomacy and maturity to keep them healthy and growing

• Strong negotiator with experience in complex, high-stakes commercial agreements

• Executive presence internally as well as externally — comfortable contributing to company-level strategic discussions, not only account-level ones

• Strong analytical skills - you ground every partner conversation and every proposal in data

• A true individual contributor: self-directed, structured, accountable, and effective without a supporting team

• A creative, out-of-the-box approach: you are not afraid to challenge the status quo - internally and with partners

• Deep understanding of hotel distribution mechanics: rate types, net rates, dynamic pricing, rate fencing, distribution rules, margin structures, and MOR vs. agency models

• Existing senior-level network at major OTAs, bedbanks, or travel platforms

• Experience with hotel connectivity (API/XML integrations) and metasearch economics

• Vio.Com: Re-imagining Metasearch for Travelers

• Our Core Values and What they Mean to our People

   

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