Sr Account Executive - Fintech (100% Remote - Malaysia) at Hopper

ABOUT THE JOB We are looking for a top-performing Senior Account Executive to own and grow HTS Fintech revenue across the Asia-Pacific region. This is a full-cycle enterprise sales role: you will carry a multi-million dollar quota, build and advance pipeline from first contact through signed multi-year contracts, and expand HTS Fintech into the airlines, financial institutions, Hotels, and OTAs that define travel commerce in APAC. HTS Fintech is an established, category-leading product with a track record of generating meaningful ancillary profit for partners from day one, accelerating attach-rate growth, and a global partner base. The APAC opportunity is large and underpenetrated. This is not a role for someone who waits on inbound. We want a hunter with a demonstrable record of closing large, complex enterprise deals. The right candidate is self-starter who has been in the top 10% of their sales org, has made President's Club, and knows how to run a disciplined, high-velocity enterprise motion from whitespace mapping through contract execution, with a proven ability to communicate effectively with executive presence, and can lead conversations at various decision-making and influencing levels. THE PRODUCT: HTS FINTECH HTS Fintech is a suite of AI-powered embedded travel ancillary products, including Cancel For Any Reason (CFAR), Disruption Assistance for Any Reason (DAFAR), delivered via API, SDK, and white-label UI widgets. Partners integrate with minimal lift (under 8 weeks) and begin generating incremental revenue from day one, with no changes required to their core booking stack. Partners earn a share of fintech profit on every transaction. HTS manages pricing dynamically, handles 24/7 customer servicing with a 98%+ self-service rate, supports 30+ languages, and operates as Merchant of Record in 35 currencies. The product is proven across global airlines, financial institutions, and OTAs, with repeat purchase rates above 84% and industry-leading customer satisfaction. WHAT WOULD YOUR DAY-TO-DAY LOOK LIKE: Quota Ownership and Pipeline Generation - Carry and consistently exceed a multi-million dollar ACV quota across APAC, with a primary focus on airlines, financial institutions, Hotels, and OTAs. - Own outbound prospecting and pipeline generation end to end: identify whitespace, prioritize targets by revenue potential and strategic fit, and drive first meetings through executive outreach and partner channels. - Build and maintain a healthy, accurately forecasted pipeline with rigorous CRM discipline and stage-by-stage close plans. Enterprise Sales Execution - Run a disciplined, full-cycle enterprise sales motion from discovery and qualification through commercial negotiation, legal execution, and contract signature. - Adhere to business processes and collaborate with Product, Finance, Legal teams from pre‑sales through implementation and launch. - Lead multi-stakeholder deal cycles across product, finance, legal, and C-suite counterparts at target accounts. - Build business cases that quantify the ancillary profit opportunity for partners, grounded in HTS Fintech's pricing data, attach-rate benchmarks, and revenue-share economics - Negotiate and close multi-year agreements with durable commercial terms, including revenue-share structures, exposure commitments, and expansion provisions. Market Development - Map whitespace across APAC verticals, develop account-level sales plans, and prioritize coverage of Tier 1 and Tier 2 targets. - Feed market intelligence back to Product, Pricing, and Leadership to influence roadmap, localization priorities, and new monetization opportunities. - Represent HTS at industry events and executive forums across the region. Cross-Functional Execution - Comfortable working with a globally distributed team. - Collaborate with Solutions, Product, Legal, and Finance from pre-sales through implementation and launch to ensure deals close and partners go live. - Partner with RevOps to maintain forecast accuracy and pipeline hygiene at the standard expected by executive leadership. WHAT DOES AN IDEAL CANDIDATE LOOKS LIKE: - 7+ years of enterprise SaaS sales, with a consistent record of carrying and closing multi-faceted, multi‑stakeholder, multi-million dollar ACV quotas. - Demonstrated top-of-org performance: President's Club, top-decile quota attainment, or equivalent recognition at a high-growth SaaS or technology company. - Proven hunter with a track record of sourcing and closing new logos in Asia, not just expanding existing accounts. Comfortable operating across cultures, languages, and regulatory environments. - Experience selling API, SDK, or white-label embedded solutions, with the ability to translate technical product capabilities into clear commercial outcomes. - Strong command of enterprise deal mechanics: pricing and margin analysis, multi-year contract structuring, revenue-share models, commercial and legal negotiatio and critical thinking skills. - Experience closing multi-stakeholder, multi-year agreements in APAC markets, with comfort operating across cultures, regulatory environments, and time zones. - Methodical sales operator: value selling discipline, high CRM hygiene, rigorous forecasting, and executive-level communication and presentation. - Self-starter with urgency, resilience, and the hunger to close, comfortable with ambiguity and the pace of a high-growth environment. - Demonstrated passion for continuous self-improvement and learning, sharing knowledge with the team to continue raising the bar. - Excellent written and verbal English; additional Asian language fluency is a strong plus. - Willingness to travel up to 50% across APAC. - No ego. Strong focus on doing what is right for the customer and the company. NICE TO HAVES - Experience in travel fintech, ancillary revenue, or embedded insurance and protection products. - Familiarity with PSS ecosystems (Amadeus, Sabre, Navitaire) and how airlines manage ancillary distribution. - Exposure to loyalty, rewards, or co-branded financial products as it relates to travel commerce. - Prior experience working with or selling into financial institutions on travel-adjacent card or rewards products. Perks and benefits of working with us: - Well-funded and proven startup with large ambitions, competitive salary and the upsides of pre-IPO equity packages. - Carrot Cash travel stipend - Flexdesk All Access Pass & Work-from-home stipend - Entrepreneurial culture where pushing limits and taking risks is everyday business - Open communication with management and company leadership - Small, dynamic teams = massive impact Note on Contractual Status: This position is offered as an Independent Contractor engagement (Contract for Services) and does not establish an employer-employee relationship. The successful candidate will be responsible for their own tax obligations (LHDN/Inland Revenue Board of Malaysia) and voluntary social security contributions (EPF/KWSP and SOCSO/PERKESO). Engagement is subject to the candidate having a valid business registration or operating as a registered freelancer capable of issuing professional invoices. 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. he 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 travel fintech provider, commerce platform, and global travel agency 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: Billions of dollars worth of travel and travel fintech are sold through Hopper and HTS’ channels every year. Our fintech products – including Cancel 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 75% 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 and many more. Hopper has been named the #1 most innovative company in travel by Fast Company 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 agencies 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. HTS is primed to continue its growth as the leading travel ecommerce provider in a $1 trillion online shopping category. The Hopper app and website will also continue to be the preferred travel provider for Gen Z and Millennials. Come take off with us! #LI-REMOTE