Key Accounts Director – Strategic Supply

• Own a portfolio of Vio's largest and most strategic supply accounts end-to-end
• Manage commercial alignment, performance optimization, rate and distribution management, escalations, and growth
• Represent strategic accounts internally and ensure their perspectives inform company-level decisions
• Define and execute account-specific growth plans with revenue targets, commercial levers, milestones, and progress reviews
• Build deep relationships across partner organizations, from working teams to senior leadership
• Conduct business reviews, executive meetings, working sessions, industry events, and partner visits
• Serve as the internal and external escalation point for strategic accounts
• Navigate complex partnerships and balance both sides' interests
• Anticipate partner strategic shifts and prepare Vio's response
• Negotiate high-stakes commercial agreements, including terms, overrides, exclusive and secret deals, promotions, rate distribution rules, and SLAs
• Initiate renegotiations based on performance data, market conditions, and competitive benchmarking
• Design and run commercial experiments, track results, and scale successful approaches
• Monitor account KPIs including revenue, margin, conversion, price competitiveness, availability, mapping coverage, and content quality
• Identify root causes of underperformance and translate data into commercial actions
• Collaborate with Pricing, Meta, Connectivity/Integration, Finance, Analytics, Product, and Customer Support
• Ensure connectivity stability, price accuracy, content completeness, and SLA compliance
• Provide commercial input to product and pricing decisions

• Extensive experience (10+ years) in travel — OTA, bedbank/wholesaler, hotel distribution or another adjacent vertical
• Several years managing large, strategic accounts
• Proven track record of growing key accounts through relationship depth and creative commercial solutions
• Outstanding interpersonal and relationship-building skills
• Ability to operate credibly with senior executives
• Strategic understanding of how large travel companies operate
• Experience navigating complex, high-stakes partnerships
• Strong negotiation experience with complex, high-stakes commercial agreements
• Executive presence internally and externally
• Strong analytical skills and data-driven decision-making
• Ability to work as a self-directed, structured, accountable individual contributor
• Creative, out-of-the-box approach
• Deep understanding of hotel distribution mechanics, including rate types, net rates, dynamic pricing, rate fencing, distribution rules, margin structures, and MOR vs. agency models
• Existing senior-level network at major OTAs, bedbanks, or travel platforms (nice to have)
• Experience with hotel connectivity (API/XML integrations) and metasearch economics (nice to have)
• Must be based in or open to relocating to Amsterdam, or based in GMT+/-3 timezones
• Fluency in English

• Stock Appreciation Rights for all employees
• Flexible time off (take as many holidays as you need)
• Chance to work remotely
• Great compensation package, perks and benefits
• Highly international team
• Catered lunches from various cuisines
• Great coffee
• Occasional barbecue in the garden
• Company events in Amsterdam and abroad
• Budget for your dream home office
• Free mental health support via OpenUp
• Opportunities to learn and grow
• Open, diverse culture promoting knowledge sharing, trust and transparency