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- Tasks: Lead and grow Sabre's key OTA partnerships, driving commercial strategy and team performance.
- Company: Join Sabre, a tech leader transforming the global travel industry with innovative solutions.
- Benefits: Enjoy flexible remote work options and a dynamic, collaborative culture.
- Why this job: Be at the forefront of travel technology, shaping strategies that impact millions globally.
- Qualifications: 5+ years in senior sales leadership, with expertise in airline supply and online retailing.
- Other info: Opportunity to influence cross-functional teams and drive significant business growth.
The predicted salary is between 54000 - 84000 £ per year.
Director Sales and Account management page is loaded
Director Sales and Account management
Apply locations Richmond, England, United Kingdom Sweden Remote_37.5 Sweden Remote_40 time type Full time posted on Posted 18 Days Ago job requisition id JR106419
Sabre is a technology company that powers the global travel industry. By leveraging next-generation technology, we create global technology solutions that take on the biggest opportunities and solve the most complex challenges in travel.
Positioned at the center of the travel, we shape the future by offering innovative advancements that pave the way for a more connected and seamless ecosystem as we power mobile apps, online travel sites, airline and hotel reservation networks, travel agent terminals, and scores of other solutions.
Simply put, we connect people with moments that matter.
We are seeking a strategic and commercially driven Director of Sales to lead and grow one of Sabre’s largest and most important OTA partnerships. As a key member of the EMEA OTA leadership team, you will be responsible for defining and executing the long-term strategy for our EMEA online business, ensuring strong commercial performance and deeper technology collaboration.
This role requires a senior leader who can operate in a matrixed, fast-moving tech environment , guiding a cross-functional team to deliver a product-led, partner-focused organization. The successful candidate will be responsible for delivering on air distribution goals, while also identifying new ways to expand the partnership across additional business lines, digital platforms and regions.
Critically, this role requires a deep understanding of Air Distribution and Travel Technology, with a clear vision for how Sabre, as a leading GDS, can unlock greater value for Large international OTAs by leveraging both current capabilities and future technologies in our roadmap. The ideal candidate will also be savvy in structuring and negotiating complex commercial agreements , including financial models that reflect shared value creation , and bring the executive presence needed to build trusted, strategic relationships with senior leaders both internally and within large OTA’s.
Responsibilities:
- Define and lead the commercial strategy for Sabre’s partnerships, focused on air distribution while identifying opportunities across adjacent business lines (e.g., fintech, product…).
- Drive commercial results through revenue growth, new product adoption, and value creation aligned to business objectives.
- Champion a product-led sales strategy , aligning Sabre’s evolving technology roadmap, including NDC and future-ready capabilities, to the OTA’s needs and growth plans.
- Serve as the senior commercial point of contact for customers executive team, building trust-based relationships and influencing long-term strategy by understanding their goals and KPIs
- Identify and communicate how GDS technology and innovation (such as NDC, merchandising, automation, and data intelligence) can solve complex partner challenges and differentiate Sabre in the market.
- Lead and develop a high-performing, cross-functional team (Sales, Technical Sales Support, Consulting), fostering a culture of accountability and continuous improvement, and coach the team that will ensure sales effectiveness methodology is institutionalized.
- Ensure the adoption of sales effectiveness methodologies (e.g., Salesforce, Strategic Selling) across the team to drive consistent performance and accurate forecasting leading to guidance and leadership to Sales and Technical Sales Support teams
- Collaborate cross-functionally with product, engineering, marketing, and global sales to ensure full alignment between commercial goals and technical delivery.
- Lead or support the structuring and negotiation of complex partnership agreements , including commercial terms and multi-layered financial models while also managing the forecast and P&L
- Assess current ways of working and identify opportunities for improvement as well as creativity to propose business solutions that add value in conjunction
- Provide market intelligence and competitor insights to Strategic Planning, contributing to proactive business strategies.
- Coordinate with regional and global counterparts (EMEA, NAM, APAC) to scale success, share best practices, and support Sabre’s global OTA growth strategy
- Demonstrate a deep understanding of the industry ecosystem, customer ownership structures, personas and future strategies.
Candidate Profile:
- 5 years of progressive Senior Leadership and Sales experience, preferably with a software services, IT or professional services company
- Extensive commercials experience with strong Airline supply and/or online retailing experience
- Ability to lead complex negotiations
- Large complex account management or new sales driven commercials roles (> 5 years) or Online travel agency experience (> 5 years)
- Strong knowledge of Web services, GDS functionalities, infrastructure (nice to have)
- Expertise in both the strategic and tactical aspects of leading the account management function with ability to build and maintain strong relationships internally and externally
- Extensive understanding of the Airline supply and online market landscape including competitive information, key trends, opportunities and threats.
- Proven ability of influencing cross-functional teams within a matrix organization
- Strategic thinker with strong commercial acumen
- A graduate degree or MBA / Masters would be an advantage
Key Skills:
- Airline supply/GDS Knowledge
- Ecommerce /OTA Knowledge
- Complex Value-based Negotiation
- Strategic analysis & planning
- Financial analysis
- Multinational / Multi Cultural Team management
- Coaching Skills
We will give careful consideration to your application and review your details against the position criteria. You will receive separate notification as your application progresses. Please note that only candidates who meet the minimum criteria for the role will proceed in the selection process.
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Director Sales and Account management employer: Sabre Corporation
Contact Detail:
Sabre Corporation Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Director Sales and Account management
✨Tip Number 1
Familiarise yourself with the latest trends in air distribution and travel technology. Understanding how GDS systems work and the innovations like NDC will help you speak confidently about how you can leverage these technologies to benefit Sabre's partnerships.
✨Tip Number 2
Network with professionals in the travel technology sector, especially those involved with online travel agencies (OTAs). Building relationships with industry insiders can provide valuable insights and potentially lead to referrals for the position.
✨Tip Number 3
Prepare to discuss your experience in leading cross-functional teams and managing complex negotiations. Be ready to share specific examples of how you've successfully driven commercial results and built strategic relationships in previous roles.
✨Tip Number 4
Research Sabre’s current partnerships and their market positioning. Understanding their business model and recent developments will allow you to tailor your approach and demonstrate how you can contribute to their growth strategy effectively.
We think you need these skills to ace Director Sales and Account management
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in sales and account management, particularly in the travel technology sector. Emphasise your leadership roles and any specific achievements that align with the responsibilities outlined in the job description.
Craft a Compelling Cover Letter: Your cover letter should clearly articulate your understanding of Sabre's business and the travel industry. Discuss how your strategic vision aligns with their goals, and provide examples of how you've successfully led teams and driven commercial results in previous roles.
Highlight Relevant Skills: In your application, make sure to showcase key skills such as complex negotiation, strategic planning, and team management. Use specific examples to demonstrate your expertise in these areas, especially in relation to airline supply and online retailing.
Showcase Industry Knowledge: Demonstrate your deep understanding of the travel technology landscape in your application. Mention any insights you have about current trends, challenges, and opportunities within the industry, and how you can leverage this knowledge to benefit Sabre.
How to prepare for a job interview at Sabre Corporation
✨Understand the Company and Its Technology
Before your interview, make sure you have a solid grasp of Sabre's technology solutions and how they impact the travel industry. Familiarise yourself with concepts like GDS, NDC, and the latest innovations in travel technology to demonstrate your knowledge and enthusiasm.
✨Showcase Your Strategic Thinking
As a Director of Sales, you'll need to think strategically about partnerships and commercial growth. Prepare examples from your past experience where you've successfully defined and executed a long-term strategy, particularly in complex environments.
✨Prepare for Complex Negotiations
Given the role's focus on structuring and negotiating complex agreements, be ready to discuss your negotiation style and provide examples of successful deals you've closed. Highlight your ability to create win-win situations that reflect shared value creation.
✨Demonstrate Leadership and Team Development Skills
This position requires leading a high-performing team. Be prepared to talk about your leadership style, how you've developed teams in the past, and your approach to fostering a culture of accountability and continuous improvement.
