Find your next opportunity

Senior Business Development Manager - Middle East, HTS



Sales & Business Development
Dubai - United Arab Emirates
Posted on Friday, May 24, 2024
About the job
As the Sr Manager of Business Development, you will identify, source, evaluate, and negotiate high-impact strategic partnerships for Hopper Technology Solutions (HTS) in various segments throughout the Middle East region (Saudi Arabia, Oman, Bahrain, Qatar, United Arab Emirates, Kuwait) and Turkey.
This role requires a comprehensive understanding of HTS’s products and services, and the ability to build and execute a pipeline by quickly qualifying targets, describing value propositions, performing financial analysis, and leading all facets of structuring and onboarding new partnerships.
Key to the role is enthusiasm, hunger, and drive to grow HTS revenues through new partnerships. Success to be measured by developing new revenue opportunities with some of the largest businesses in travel and non-travel sectors (airlines, loyalty, financial institutions, online travel agencies, e-commerce, etc.).
This role will work closely with technology, product, finance, and leadership teams to position Hopper Technology Solutions successfully.
Strong candidates are self-starters who can handle multiple priorities, can lead cross-organization workstreams, have a proven ability to communicate effectively, have executive presence, and can lead conversations at various decision-making and influencing levels. The ideal candidate will have relevant experience in one or more of the following areas: consultative sales, relationship management, and negotiation.

What would your day-to-day look like:

  • Independently develop a pipeline of new partnership opportunities, ensuring the attainment of set revenue targets.
  • Effectively represent Hopper Technology Solutions, and build comprehensive commercial relationships with high-impact partners to establish ongoing revenues for HTS.
  • Apply data-driven commercial acumen, including modeling historical production, growth trends, and competitive positioning to qualify opportunities fully.
  • Adherence to business processes to successfully negotiate new partnerships and contract terms.
  • Stay updated on product and commercial support materials.
  • Work collaboratively with various support teams to ensure successful new partner launches.
  • Effectively collaborate across teams to influence product and process enhancements. Drive clarity and create momentum for doing better for our partners and their travelers.
  • Partner with legal resources and management to develop and negotiate appropriate contract terms.
  • Demonstrate a passion for continuous self-improvement and learning, sharing knowledge with the team to continue raising the bar.
  • Develop a public profile as an industry expert and trusted advisor, involving public speaking events.

An ideal candidate has:

  • 10 years of relevant experience in consultative technical sales/business development functions.
  • Comprehensive knowledge, experience, and network in the airline industry with Middle East carriers.
  • Proven sales/influence skills, balanced with consultative needs analysis/solutioning, financial competence, and technical sales skills.
  • Previous experience with travel technologies, financial products, and operations.
  • Demonstrated strength in communication, presentation, negotiation, and critical thinking skills.
  • Ability to craft and deliver compelling and data-driven presentations.
  • An innovative and detail-oriented approach to problem-solving.
  • Proven ability to operate independently, define objectives and structure, advocate for partners when appropriate, seek input when needed, and make sound business decisions.
  • Show a high degree of motivation and a positive outlook. The ability to work well both as an individual contributor and within team environments.
  • Ability to effectively build relationships internally, and externally, particularly with decision-makers.
  • Capacity to meet multiple objectives in an entrepreneurial and fast-paced environment with minimal guidance.
  • Comfortable working with a globally distributed team and flexible to travel frequently.
  • No ego. Strong focus on doing what is right for the customer and the company.

Perks of working with us:

  • Well-funded and proven startup with large ambitions, competitive salary
  • Quarterly performance bonus
  • Hopper covers 100% of employee premiums for EOR - offered supplemental insurance including coverage for Medical (In- Patient Out- Patient and Hospitalization), as well as Dental.
  • Please ask us about our very generous parental leave, much above industry standards!
  • Flexdesk All Access Pass AND Work-from-home stipend
  • Housing & Transportation Benefit
  • Carrot Cash travel stipend
  • Unlimited PTO
  • Entrepreneurial culture where pushing limits and taking risks is everyday business
  • Open communication with management and company leadership
  • Small, dynamic teams = massive impact
More about Hopper
At Hopper, we are on a mission to become the leading travel platform globally – powering Hopper’s mobile app, website and our B2B business, HTS (Hopper Technology Solutions). By leveraging massive amounts of data and advanced machine learning algorithms, Hopper combines its world-class travel agency offering with proprietary fintech products to bring transparency, flexibility and savings to travelers globally. We have developed several unique fintech solutions that address everything from pricing volatility to trip disruptions – helping people travel better and save more on their trips.
The Hopper platform serves hundreds of millions of travelers globally and continues to capture market share around the world. Ranked the third largest online travel agency in North America, the Hopper app has been downloaded over 120 million times and has become largely popular among younger travelers – with 70% of its users being Gen Z and millennials.
While everyone knows us as the Gen Z and Millennial travel app, Hopper has evolved to become much more than that. In recent years, we’ve grown into a global travel agency and travel fintech provider that powers some of the world’s largest brands.
Through HTS, our B2B division, the company supercharges its partners’ direct channels by integrating our fintech products on their sites or powering end-to-end travel portals. Today, our partners include leading travel brands like Capital One, Nubank, Air Canada and many more.
Here are just a few stats that demonstrate the company’s recent growth:
Hopper sells billion worth of travel and travel fintech every year. In 2023, over 1.3 billion trips were planned through the Hopper app and our HTS partnerships.
Our fintech products – including Price Freeze, Flexibility for Any Reason and Flight Disruption Assistance – have exceptionally strong CSAT because the terms are always clear, and customers receive instant, no-questions-asked resolutions.
Almost 30% of our app customers purchase at least one fintech product when making a booking; and consumers are 1.6x more likely to repurchase if they add fintech to their booking vs if they booked just travel.
Given the success of its fintech products, Hopper launched a B2B initiative, HTS (Hopper Technology Solutions), which represents more than 50% of the business.
Through HTS, any travel provider (airlines, hotels, banks, travel agencies, etc.) can integrate and seamlessly distribute Hopper’s fintech or travel inventory on their direct channels. As its first HTS partnership, the company partnered with Capital One to co-develop Capital One Travel, a new travel portal designed specifically for cardholders. Other HTS partners include Air Canada, Uber, CommBank, Nubank, Flair Airlines with many more in the pipeline.
Featured in Apple’s Best of the App Store list of Essential Travel Apps in 2023 and recognized by the likes of Fast Company’s Most Innovative Companies, Hopper has been downloaded over 120 million times and continues to have millions of new installs each month. Hopper is now the #3 largest online travel agency in North America and 70% of our app customers are Gen-Z and millennials travelers.
Hopper has raised over $750 million USD of private capital and is backed by some of the largest institutional investors and banks in the world. Hopper is primed to continue its acceleration as the world’s fastest-growing mobile-first travel marketplace.
Come take off with us!