Own and manage a portfolio of European airline partnerships with a P&L mindset, serving as the primary point of contact for commercial, distribution, and operational topics
Build strong, senior-level relationships across airline sales, distribution, and revenue management teams
Develop and execute strategies to grow top-line revenue (TTV) and improve unit economics, analyzing performance across channels (NDC vs. GDS), fare mix, and ancillary attachment rates
Lead negotiations for new agreements, renewals, and extensions -
driving improved commercial terms including base commissions, sector rebates, and marketing development funds (MDF)
Identify and act on opportunities to optimize underperforming partnerships
Develop deep expertise in airline distribution (NDC, EDIFACT, aggregators) and European airline competitive dynamics, translating industry trends into actionable strategies
Partner cross-functionally with Product, Growth/Marketing, and Finance to align on feature development, campaigns, forecasting, and deal modeling
Track KPIs including revenue, margin, incentive attainment, and product mix, and lead Quarterly Business Reviews (QBRs) with airline partners.

6+ years of experience in airline distribution, OTA, TMC, GDS, or airline partnerships in European markets; MENA experience is a plus
A proven track record managing strategic accounts, negotiating commercial agreements, and driving measurable revenue growth
Strong understanding of airline distribution (NDC vs. GDS), fare structures, ancillaries, and airline economics
A commercial mindset -
you think in revenue and margin, not just volume, and have experience working with incentives, rebates, and performance-based deals
Excellent presentation and storytelling skills; ability to communicate effectively with both airline executives and internal stakeholders
Highly organized, self-driven, and comfortable operating in a fast-paced, high-growth environment
Bilingual or advanced proficiency in German, Spanish, or French is a plus

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.

Senior Business Development Manager – Airline Partnerships

Key skills