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.

Who we're looking for

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 — 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

Relationship Building & Stakeholder Management

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

Navigating Complex Partnerships

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

Strategic & Commercial Growth

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

Performance & Analytics

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

Cross-Functional Collaboration

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

Who you are

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

Nice to Have

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

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

Why join us now?

We are one of the most innovative and fastest-growing accommodation booking platforms in the world today, having grown our bookings 30x between 2017 and 2025, and catering to the needs of over 100 million unique visitors worldwide each year. We do that by harnessing the power of advanced algorithms and an innovative suite of product features.

The mobile applications ( iOS and Android ) we launched in 2023 are already a big success, reaching 5 million installs with great customer reviews, as we are beginning to build Vio as the brand for value-seeking travellers worldwide.

We are a passionate and diverse team of tech enthusiasts and creatives with a commitment and focus on the traveler above all else - and it shows in our industry-leading TrustPilot score .

We place huge importance on rewarding our employees for the value they gen