Key Account Manager - Global Accounts

Booking.com; Amsterdam; On-site; EUR 90,000 - 130,000; Full time

Job summary

Booking.com is seeking a senior Key Account Manager to own end-to-end commercial relationships with major accommodation chains across the EMEA region. You will leverage data-driven insights, strategic advisory skills and Booking.com’s product suite to optimize partner supply, drive revenue growth and maximize availability.

You will work with partners directly, conduct quarterly performance reviews, and support commercial negotiations while partnering with internal departments to ensure seamless

Qualifications

• 5–7 years in a partner-facing Key Account Management role in e-travel, hospitality or digital platforms.
• Experience with Revenue/Channel Management or related systems is a plus.
• Excellent negotiation, communication, and stakeholder management abilities.

Responsibilities

• Own and grow end-to-end commercial partnerships with key accommodation chains at decision-making level.
• Conduct multi-level analysis using KPI data and monthly reports to identify performance gaps.
• Champion Booking.com products and innovative solutions to improve channel performance.
• Maintain relationships across internal teams (Connectivity, Product, Credit Control, Local Partner Services).
• Lead quarterly business reviews, workshops and tailored partner training programs.
• Drive cross-functional project lifecycles between Booking.com B.V. and global account teams.
• Resolve complex escalations and keep partner documentation up to date.
• Coach and mentor stakeholders in Key Account Management.

Skills

Key Account Management

Strategic relationship building

Analytical thinking

Executive presentation skills

Communication

Project management

English fluency

Travel flexibility

Education

University degree in Hospitality or Business

Job description

At Booking.com, data drives our decisions. Technology is at our core. And innovation is everywhere. But our company is more than datasets, lines of code or A/B tests. We’re the thrill of the first night in a new place. The excitement of the next morning. The friends you encounter. The journeys you take. The sights you see. And the memories you make. Through our products, partners and people, we make it easier for everyone to experience the world.

As a Key Account Manager within our Global Accounts Team, you will own the end-to-end commercial relationship with our key Chain Accommodation Partners across the EMEA region. Acting as a trusted strategic advisor, you will leverage market trends, data-driven insights, and Booking.com’s suite of products to optimize partner supply, improve availability, and drive mutual top-line revenue growth. This high-visibility role bridges major enterprise hotel chains with central and regional Booking.com teams. You will build long-term relationships with decision-makers, directors, and revenue management teams across your portfolio.

In your day-to-day work, you will work directly with Booking.com’s partners and use performance data to provide tailored commercial advice that improves partner performance on our platform. You will position and drive the adoption of Booking.com strategic initiatives, promotional tools, and connectivity solutions while serving as the central point of contact between partners and key internal departments like Connectivity, Product, Credit Control, and Local Partner Services Teams. You will also support commercial negotiations, conduct quarterly performance reviews, and use macro-travel trends to uncover new growth opportunities.

To succeed in this role, you should bring four to seven years of experience in Key Account Management, revenue management, or strategic business development within e-commerce, online travel, or hospitality. You have a strong understanding of distribution channels, revenue management principles, and hotel connectivity systems, together with an analytical mindset that allows you to translate KPIs into clear executive-ready presentations. Strong negotiation and communication skills are essential for influencing both internal and external stakeholders, and your structured project management approach will enable you to navigate our fast-paced, international matrix environment effectively.

This full-time position is based in our Amsterdam office.

Key Responsibilities and Duties:

• Strategic Relationship & Account Growth: Own and grow the end-to-end commercial partnership with key accommodation chains at a decision-making level, act as their primary strategic advisor to drive mutual top-line revenue growth.
• Commercial Insights & Data Analysis: Conduct deep multi-level analysis (property, national, and cross-regional) using KPI data and monthly chain reports to identify performance gaps and ways to optimize the Booking.com channel.
• Product Adoption & Strategy Execution: Champion and position Booking.com B.V.’s suite of products, technical solutions, and commercial innovations to partner executives to boost channel performance.
• Stakeholder Management: Maintain trusted relationships across diverse internal and external networks, connecting chain objectives with key departments including Connectivity/XML, Product, Credit Control, and Local Partner Services Teams.
• Business Reviews & Consultative Support: Prepare and lead high-impact quarterly business reviews, executive workshops, and tailored training programs for partner teams and internal stakeholders.
• Cross-Functional Project Management: Lead end-to-end project lifecycles between Booking.com B.V. and global account teams, setting clear operational procedures and serving as the primary point of contact for global offices.
• Issue Escalation & Operational Excellence: Drive cross-departmental alignment to resolve complex operational or technical escalations efficiently while keeping partner documentation, wikis, and chain administration up to date.
• Role model: Coach, consult and monitor internal and external stakeholders in Key Account Management to help optimize their performance.

Qualifications & Skills:

• Proven Experience: 5–7 years of demonstrated success in a partner-facing Key Account Management roles within the e-travel, hospitality, or digital platform sectors.
• Industry Knowledge: University degree (Hospitality, Business, or related field preferred) with expertise in Revenue Management, Channel Management systems, and/or the competitive e-commerce landscape.
• Relationship & Communication Skills: Exceptional relationship-building and interpersonal skills, with the ability to tailor communication styles to influence C‑suite executives and operational teams alike.
• Analytical & Strategic Mindset: Proven capacity to interpret complex data from multiple sources, ability to see “the big picture,” and translate insights into short‑, medium‑, and long‑term commercial goals.
• Executive Presentation Skills: Ability to build and deliver engaging, clear and persuasive presentations to diverse audiences and senior decision‑makers.
• Customer Focus & Prioritization: Highly proactive and customer‑centric approach, with strong project management skills to navigate a fast‑paced, international environment.
• Mobility & Travel Flexibility: Valid driver’s license and the ability to travel up to 50% of the time
• Language Proficiency: Fluent in written and spoken English.

Inclusion at Booking.com:

Inclusion has been a core part of our company culture since day one. This ongoing journey starts with our very own employees, who represent over 140 nationalities and a wide range of ethnic and social backgrounds, genders and sexual orientations.

Take it from our Chief People Officer, Paulo Pisano: “At Booking.com, the diversity of our people doesn’t just build an outstanding workplace, it also creates a better and more inclusive travel experience for everyone. Inclusion is at the heart of everything we do. It’s a place where you can make your mark and have a real impact in travel and tech.”

We ensure that colleagues with disabilities are provided the adjustments and tools they need to participate in the job application and interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

Application Process

• Let’s go places together: How we Hire
• This role does not come with relocation assistance.

Booking.com is proud to be an equal opportunity workplace and is an affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We strive to move well beyond traditional equal opportunity and work to create an environment that allows everyone to thrive.

Pre-Employment Screening

If your application is successful, your personal data may be used for a pre-employment screening check by a third party as permitted by applicable law. Depending on the vacancy and applicable law, a pre-employment screening may include employment history, education and other information (such as media information) that may be necessary for determining your qualifications and suitability for the position.