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- Tasks: Lead and grow Sabre's key OTA partnerships, driving commercial strategy and team performance.
- Company: Join Sabre Corporation, a leader in travel technology, shaping the future of online travel.
- Benefits: Enjoy a dynamic work environment with opportunities for growth and collaboration across global teams.
- Why this job: Be part of a fast-paced tech environment, influencing travel technology and making a real impact.
- Qualifications: 5+ years in senior leadership and sales roles, preferably in software or travel sectors.
- Other info: Ideal for strategic thinkers with strong negotiation skills and a passion for travel technology.
The predicted salary is between 72000 - 108000 £ per year.
Join to apply for the Director Sales and Account management role at Sabre Corporation
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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
Seniority level
-
Seniority level
Director
Employment type
-
Employment type
Full-time
Job function
-
Job function
Sales and Business Development
-
Industries
Technology, Information and Internet
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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 Sabre's technology and product offerings, especially in air distribution and GDS functionalities. Understanding how these technologies can solve partner challenges will help you articulate your value during discussions.
✨Tip Number 2
Network with current or former employees of Sabre to gain insights into the company culture and expectations for the Director Sales role. This can provide you with valuable information that can set you apart from other candidates.
✨Tip Number 3
Prepare to discuss your experience in complex negotiations and account management. Be ready to share specific examples of how you've successfully navigated similar situations in the past, as this is crucial for the role.
✨Tip Number 4
Stay updated on industry trends and competitor strategies within the airline supply and online travel agency landscape. Demonstrating your knowledge of the market will show your strategic thinking and commercial acumen.
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 achievements that demonstrate your ability to drive commercial results.
Craft a Compelling Cover Letter: In your cover letter, clearly articulate your understanding of Sabre's business model and how your skills align with their needs. Mention specific experiences that showcase your strategic thinking and negotiation skills, especially in complex environments.
Highlight Relevant Skills: Focus on key skills mentioned in the job description, such as complex value-based negotiation, strategic analysis, and team management. Use examples from your past roles to illustrate how you have successfully applied these skills.
Showcase Industry Knowledge: Demonstrate your deep understanding of the airline supply and online retailing landscape. Include insights about current trends and challenges in the industry, and how you can leverage this knowledge to benefit Sabre's partnerships.
How to prepare for a job interview at Sabre Corporation
✨Understand the Industry Landscape
Before your interview, make sure you have a solid grasp of the airline supply and online travel agency (OTA) landscape. Familiarise yourself with current trends, key players, and challenges in the market. This knowledge will help you demonstrate your strategic thinking and commercial acumen.
✨Showcase Your Negotiation Skills
Given the importance of complex negotiations in this role, prepare examples from your past experiences where you successfully structured and negotiated agreements. Highlight how you created value for both parties and navigated challenges during the process.
✨Demonstrate Cross-Functional Leadership
Be ready to discuss your experience leading cross-functional teams. Share specific instances where you collaborated with product, engineering, and marketing teams to achieve commercial goals. This will showcase your ability to influence and drive results in a matrixed environment.
✨Align with Sabre's Vision
Research Sabre Corporation's technology roadmap and understand how it aligns with the needs of OTAs. Be prepared to discuss how you can leverage Sabre's capabilities to enhance partnerships and drive growth, demonstrating your commitment to the company's long-term strategy.
