Key Accounts Director (Strategic Supply)

Vio; Amsterdam; Hybrid; EUR 120,000 - 190,000; Full time

Benefits offered by this job

Stock Appreciation Rights

Remote work

Flexible time off

Office in Amsterdam

Catered lunches

Job summary

Vio is seeking a Senior Key Accounts Director to own and grow a portfolio of strategic supply accounts end-to-end. You will manage commercial alignment, performance optimization, and distribution strategies, serving as the primary voice for partners inside Vio.

Your success will depend on strategic thinking, deep relationship management, and creative commercial solutions. You will lead multi-level engagements, negotiate complex agreements, and collaborate with Pricing, Analytics, and Product

Qualifications

• Extensive travel/OTA or hotel distribution experience required.
• Ability to grow key accounts through strategic, data-driven approaches.
• Excellent relationship building with senior executives and cross-functional teams.

Responsibilities

• Own a portfolio of strategic accounts end-to-end, including commercial alignment and growth.
• Represent partner perspectives in strategic conversations and shape supply strategy.
• Define growth plans with revenue targets and milestones; monitor progress with stakeholders.
• Navigate complex partnerships with diplomacy and sound commercial judgment.
• Collaborate with Pricing, Finance, Analytics, Product, and Support to deliver on commitments.

Skills

Relationship building

Strategic thinking

Executive communication

Negotiation

Data-driven decision making

Tools

Hotel connectivity APIs

XML/API integrations

Job description

At Vio we believe booking accommodation should feel smart, fair, and effortless - never overwhelming or unclear.

As one of the world's fastest-growing travel tech platforms, we help millions of users make smarter travel decisions by comparing stays across 100+ booking sites - so they can find the perfect place, at the best price, anywhere in the world. We cut through the noise and complexity of hotel and vacation rental booking, surfacing real value with clarity, transparency, and full support. No tricks. No confusion. Just great stays - booked with confidence. With operations in 100+ markets and growing fast, our mission is to reshape how people discover and book accommodation through technology travelers can trust.

Who we're looking for

We are looking for a senior Key Accounts Director to own these partnerships end-to-end and grow them for the long term.

This is a senior individual contributor role: you will personally manage and be solely accountable for a portfolio of strategic accounts - their commercial results, their relationship health, and their long-term trajectory. Your leverage comes from your relationships, your strategic thinking, and your ability to mobilise cross-functional partners inside Vio.

What you will do

Strategic Account Ownership

• Own a portfolio of Vio's largest and most strategic supply accounts end-to-end as a single accountable individual, covering the full partnership lifecycle: commercial alignment, performance optimization, rate and distribution management, escalations, and growth

• Be the voice of these accounts inside Vio: represent their perspective in strategic conversations across the company — including how we shape our supply strategy and evolve our partnerships over time — and ensure account considerations are reflected in decisions well beyond the day-to-day

• Define and execute a dedicated growth plan per account: revenue targets, specific levers (feed expansion, rate improvements, exclusive deals, promotional campaigns), milestones, and regular progress reviews with the partner and internal stakeholders

• Develop a deep understanding of each partner's business - their strategy, priorities, ways of working, and what success looks like for them - and use that understanding to build alignment and create outcomes that work for both sides

Relationship Building & Stakeholder Management

• Build deep, multi-level, trust-based relationships across each account - from working teams to senior leadership - and act as the face of Vio to these partners

• Conduct regular business reviews, executive meetings, and working sessions; represent Vio at industry events and in-person partner visits

• Navigate sensitive conversations with excellent interpersonal judgment: knowing when to push, when to concede, and how to preserve the relationship while defending Vio's interests

• Serve as the escalation point for anything concerning these accounts, internally and externally

Navigating Complex Partnerships

• Manage multi-dimensional relationships where interests align in some areas and diverge in others - always finding the path that grows the shared business

• Balance the interests of both sides thoughtfully: understand what matters most to each partner and build account strategies that respect the full context of the relationship

• Exercise sound judgment on commercial sensitivity, information sharing, and contractual commitments while building genuine trust

• Anticipate strategic shifts on the partner side (distribution policy changes, market moves, changing priorities) and prepare Vio's position before they materialise

Strategic & Commercial Growth

• Think beyond the standard playbook: design out-of-the-box solutions, deal structures, and win/win constructs that grow the account where conventional levers are exhausted

• Negotiate high-stakes commercial agreements - terms, overrides, exclusive and secret deals, tactical promotions, rate distribution rules, and SLAs - with sophisticated counterparts

• Proactively initiate re-negotiations when performance data, market conditions, or competitive benchmarking reveal opportunities

• Propose and run commercial experiments (pricing tests, promotional trials) with these partners, track results, and scale what works

Performance & Analytics

• Monitor and act on account-level KPIs: revenue, margin, conversion, price competitiveness, availability, mapping coverage, and content quality

• Identify root causes of underperformance and translate data into concrete commercial actions and partner conversations

• Detect issues and opportunities early - before they impact revenue or the relationship

Cross-Functional Collaboration

• Collaborate closely with Pricing, Meta, Connectivity/Integration, Finance, Analytics, Product, and Customer Support to deliver on account commitments

• Ensure integration health for your accounts: connectivity stability, price accuracy, content completeness, and SLA compliance

• Provide commercial input to product and pricing decisions affecting your accounts

Who you are

• Extensive experience (10+ years) in travel - OTA, bedbank/wholesaler, hotel distribution or other adjacent vertical - including several years managing large, strategic accounts

• A proven track record of growing key accounts through relationship depth and creative commercial solutions, not just account maintenance

• Excellent relationship builder with outstanding interpersonal skills - able to earn trust quickly, read the room, and operate credibly with senior executives

• Strategic thinker: you understand how large travel companies operate and can connect their strategy to Vio's opportunities

• Experienced in navigating complex, high-stakes partnerships where interests don't always fully align - with the diplomacy and maturity to keep them healthy and growing

• Strong negotiator with experience in complex, high-stakes commercial agreements

• Executive presence internally as well as externally — comfortable contributing to company-level strategic discussions, not only account-level ones

• Strong analytical skills - you ground every partner conversation and every proposal in data

• A true individual contributor: self-directed, structured, accountable, and effective without a supporting team

• A creative, out-of-the-box approach: you are not afraid to challenge the status quo - internally and with partners

• Deep understanding of hotel distribution mechanics: rate types, net rates, dynamic pricing, rate fencing, distribution rules, margin structures, and MOR vs. agency models

Nice to Have

• Existing senior-level network at major OTAs, bedbanks, or travel platforms

• Experience with hotel connectivity (API/XML integrations) and metasearch economics

Why join us now?

• We are one of the most innovative and fastest-growing accommodation booking platforms in the world today, having grown our bookings 30x between 2017 and 2025, and catering to the needs of over 100 million unique visitors worldwide each year. We do that by harnessing the power of advanced algorithms and an innovative suite of product features.

• The mobile applications (iOS and Android) we launched in 2023 are already a big success, reaching 5 million installs with great customer reviews, as we are beginning to build Vio as the brand for value-seeking travellers worldwide.

• We are a passionate and diverse team of tech enthusiasts and creatives with a commitment and focus on the traveler above all else - and it shows in our industry-leading TrustPilot score.

• We place huge importance on rewarding our employees for the value they generate by giving Stock Appreciation Rights to all employees.

What we offer

• A high-impact senior role with direct influence on Vio's most important commercial relationships

• Exposure to - and ownership of - the largest strategic players in global travel supply

• Plenty of chances to learn and grow within an open, diverse culture which promotes knowledge sharing, trust and transparency

• A great compensation package, perks and benefits (including significant stock appreciation rights)

• Flexible time off (take as many holidays as you need) and a chance to work remotely

• You will be part of a highly international team that enjoys working, eating and playing together in one of the best office locations in Amsterdam

• We value good food and offer catered lunches from various cuisines, great coffee, and the occasional barbecue in our garden

• We enjoy getting together to celebrate our wins with company events in Amsterdam and abroad

• A budget for your dream home office

• Access to free mental health support via OpenUp

We encourage people from all ethnic groups, genders, sexuality, ages and abilities to apply.

Please note: Although this role can be remote, we are only considering candidates based in CET+/-3 timezones to optimise team and work alignment.

Blog posts worth reading:

• Vio.Com: Re-imagining Metasearch for Travelers

• Our Core Values and What they Mean to our People

Follow us on Instagram to see what life at Vio.com looks like!