Sr Business Development Manager, Flights Europe at Hopper

ABOUT THE ROLE As a Sr. Business Development Manager – Airline Partnerships (Europe), you will own and grow a portfolio of strategic airline relationships across Europe, driving both revenue and margin performance within Hopper’s ecosystem. You will play a critical role in shaping Hopper’s airline distribution strategy across NDC, GDS, and direct partnerships, working closely with leading European carriers (e.g., Lufthansa Group, IAG, Air France-KLM, Turkish Airlines, etc.). This is a high-impact, commercially driven role where you will act as the primary interface between Hopper and airline partners, balancing relationship management, negotiation, and performance optimization. What would your day-to-day look like AIRLINE RELATIONSHIP OWNERSHIP - Own and manage a portfolio of European airline partnerships as a business (P&L mindset) - Serve as the primary point of contact for commercial, distribution, and operational topics - Build strong, senior-level relationships across airline sales, distribution, and revenue teams REVENUE & MARGIN GROWTH - Develop and execute strategies to: - Increase top-line revenue (TTV) - Improve unit economics (margin per booking) - Analyze performance across: - Channels (NDC vs GDS) - Fare mix (Basic vs Main vs Premium) - Ancillary attachment rates COMMERCIAL STRATEGY & NEGOTIATION - Lead negotiations for: - New agreements - Contract renewals and extensions - Drive improved commercial terms including: - Base commissions - Sector rebates / incentives - Marketing funds (MDF) - Identify and act on opportunities to optimize underperforming partnerships Market & Distribution Expertise - Develop deep expertise in: - Airline distribution (NDC, EDIFACT, aggregators) - European airline strategies and competitive dynamics - Translate industry trends into actionable strategies for Hopper CROSS-FUNCTIONAL COLLABORATION - Partner with: - Product (feature development, upsell flows, NDC capabilities) - Growth/Marketing (campaigns, airline-funded initiatives) - Finance (forecasting, revenue tracking, deal modeling) - Act as the voice of airline partners internally PERFORMANCE MANAGEMENT & REPORTING - Track KPIs including: - Revenue and margin - Incentive attainment - Mix (fare families, cabins, ancillaries) - Lead Quarterly Business Reviews (QBRs) with airline partners - Build data-driven narratives and recommendations An ideal candidate has EXPERIENCE - 6+ years in: - Airline distribution, OTA, TMC, GDS, or airline partnerships in European markets. The Middle East and North Africa is a plus. - Proven track record of: - Managing strategic accounts - Negotiating commercial agreements - Driving measurable revenue growth INDUSTRY KNOWLEDGE - Strong understanding of: - Airline distribution (NDC vs GDS) - Fare structures and ancillaries - Airline economics and cost of sale COMMERCIAL MINDSET - Ability to think in: - Revenue + margin (not just volume) - Experience working with: - Incentives, rebates, and performance-based deals COMMUNICATION & INFLUENCE - Excellent presentation and storytelling skills - Bilingual or advanced knowledge of German, Spanish, French a plus - Ability to communicate effectively with: - Airline executives - Internal stakeholders EXECUTION & OWNERSHIP - Highly organized and self-driven - Comfortable operating in a fast-paced, high-growth environment - Strong prioritization and problem-solving skills Perks and benefits of working with us: - Well-funded and proven startup with large ambitions, competitive salary, upsides of pre-IPO equity packages. - Hopper covers the cost of employee premiums for private medical and dental coverage. - Hopper also offers private life and accident coverage. - Please ask us about our very generous parental leave, much above industry standards!. - Access to co-working space on demand through FlexDesk AND Work-from-home stipend. - Unlimited PTO. - Hopper offers a monthly cash allowances for gym memberships and to cover home - office expenses for a comfortable remote working experience. - Carrot Cash travel stipend. - 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. 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