HBX Group is the world’s leading technology partner, connecting and empowering the world of travel. We’re game-changers, disruptors, the people who bring together local and global brands in accommodation, transport, activities and payments through our network of 300,000 hotels worldwide, 60,000 hard to reach high value clients such as tour operators, travel agents and loyalty schemes across 140 source markets. We are tech-driven, with a customer-first philosophy, and commercial teams whose knowledge and relationships on the ground are second to none. And of course we have an amazing team! Our people, Team HBX Group, are the beating heart of the company who we encourage to ‘move fast, dream big and make the difference’ every day. In fact, we believe that it is tech + data + people that truly sets us apart in the market, alongside our ‘global approach, local touch’ mentality. We’re headquartered in Palma, Mallorca and employ around 3,500 people worldwide.
HBX Group is the world’s leading technological partner, connecting and empowering the world of travel. We bring together global and local brands in accommodation, transport, activities and payments, serving 300,000 hotels and 60,000 hard‑to‑reach, high‑value clients across 140 source markets. Tech-driven with a customer-first mindset, our commercial teams and talented HBX people are the heart of what makes us unique. At HBX, we believe that tech + data + people set us apart, supported by our “global approach, local touch” philosophy
Job Summary:
We are seeking an experienced and commercially driven Director, Key Accounts to lead HBX Group’s strategic relationships with major hotel chains across Asia Pacific. This senior leadership role is responsible for driving partner growth, leading complex commercial negotiations, optimizing account performance, and managing a high-performing team of Account Managers across the region.
As a recognized industry leader, you will combine deep hospitality expertise, strong commercial acumen, and exceptional people leadership to deliver sustainable business growth, strengthen strategic partnerships, and influence the future of travel distribution within the region.
Responsibilities:
Lead and grow strategic relationships with key hotel chain partners across Asia Pacific, ensuring long-term partnership success and retention.
Own and lead complex contract negotiations, renewals, and commercial discussions with senior executives from major hotel chains.
Drive partner performance against key business metrics, including Gross Booking Value (GBV), revenue growth, and profitability targets.
Provide strategic market insights and industry expertise to identify growth opportunities, competitive risks, and emerging business models.
Develop and execute account strategies that maximize partner value while supporting HBX Group's business objectives.
Lead, coach, and develop a high-performing team of Account Managers and individual contributors across multiple markets.
Build a culture of accountability, collaboration, innovation, and continuous improvement.
Partner closely with cross-functional teams including Product, Marketing, Finance, Revenue Management, Operations, Connectivity, and HBX Brands to deliver partner success.
Act as the voice of hotel partners, ensuring partner needs and market insights are incorporated into business initiatives and product development.
Represent HBX Group at industry conferences, partner events, and executive forums, enhancing the company's brand and thought leadership position.
Support the adoption of new HBX products and technology solutions by driving engagement with hotel partners and key stakeholders.
Qualifications:
Extensive experience managing large enterprise accounts and leading international account management teams.
Strong commercial, negotiation, and analytical skills with a track record of delivering business growth.
Deep understanding of the hospitality, travel, or technology industry.
Proven ability to influence senior stakeholders and lead within a complex matrix organization.
Exceptional leadership, communication, and relationship-building skills.
Results-oriented, entrepreneurial mindset with strong strategic thinking and decision-making capabilities.
At HBX Group, we believe that diversity drives innovation and makes travel a force for good. We're committed to creating an inclusive workplace where everyone feels valued and respected, embracing different backgrounds, perspectives and talents. Join us and be part of a team where diversity and equal opportunities really do make a difference.
You will have the opportunity to work for a company that is going through significant change in becoming the world´s leading travel services provider. We are looking for people that are ready to ride the wave in this exciting journey.
As well as an attractive benefits package you will be able to work:
Within an innovative, engaging and multicultural environment.
Have the opportunity to build strong and lasting business relationships and friendships from around the world.
Have the opportunity in developing your career locally or within one of our beautiful working locations across the globe.
