Senior Key Account Executive

Tripadvisor; Needham (MA); Hybrid; USD 65,000 - 76,000; Full time

Benefits offered by this job

Remote-friendly collaboration

Travel perks

Tuition assistance

Health benefits

Donations matching

Flexible schedule

Job summary

Tripadvisor is seeking an experienced sales professional for our Key Accounts team in Hotel Solutions. You will manage a territory, build strategic plans, and grow revenue by expanding existing relationships and winning new business.

Join a collaborative team that prioritizes customer success, leverages AI tools for efficiency, and supports a hybrid work model with travel perks and competitive compensation.

Qualifications

• Minimum 5 years in Key Account Management or Sales.
• Experience selling to travel industry or complex organizations.
• Strong ability to build long-term client relationships and drive satisfaction.
• Excellent negotiation and closing skills.
• Analytical mindset for market data and client feedback.
• Global-first mindset and self-starter work ethic.

Responsibilities

• Manage and grow revenue within your territory, focusing on retention and upsell.
• Develop strategic account plans based on client needs.
• Expand relationships with existing customers and tailor solutions.
• Conduct product demonstrations and position hotel solutions.
• Negotiate renewals and close new business.
• Articulate ROI and align with clients' business objectives in QBRs.
• Maintain sales pipeline and forecast attainment.
• Travel as needed to meet clients and attend events.

Skills

Key Account Mgmt

Sales

Negotiation

Communication

CRM (Salesforce)

Education

Bachelor's Degree

Tools

Salesforce

Job description

We believe that we are better together. At Tripadvisor we welcome you for who you are. Our workplace is for everyone, as is our people‑powered platform. We want you to bring your unique identities, abilities, and experiences, so we can collectively revolutionize travel and together find the good out there.

We are looking for an experienced sales professional to join our Key Accounts team within the Hotel Solutions group. Our team builds exceptional, strategic, and long‑term relationships with the largest and most valuable hotel companies in the portfolio. We solve our clients’ many business challenges with a variety of Tripadvisor solutions, supporting our customers and driving revenue for Tripadvisor.

What You’ll Do

• Manage and grow revenue within your territory, focusing on maximizing customer retention, acquiring new clients, and identifying upselling opportunities throughout the sales life cycle.
• Develop a comprehensive understanding of key customer needs by creating impactful and strategic account plans.
• Expand and nurture relationships with existing customers by uncovering their business needs and consistently proposing tailored solutions that align with their objectives.
• Conduct in‑depth product demonstrations and consultatively position our hotel solutions, value proposition and benefits for business success.
• Successfully negotiate, renew existing customers, and close new business.
• Articulate data insights and metrics to demonstrate return on investment in line with clients’ business objectives during QBRs.
• Consistently grow and maintain a sales opportunity pipeline and effectively forecast attainment.
• Achieve and exceed agreed sales targets quarterly on revenue and related KPIs.
• Serve as the link of communication between key customers and internal teams.
• Collaborate with other teams in the pursuit of excellent results and flawless execution.
• Network with senior internal and external personnel to further industry knowledge and expertise.
• Travel as needed to meet with clients and attend industry events.

Skills and Experience

• Minimum of 5 years of proven experience in Key Account Management or Sales, preferably within the Travel Industry or selling to complex organizations.
• Strong ability to build and maintain long‑term relationships with key clients, with a commitment to customer satisfaction and prompt issue resolution.
• Demonstrated track record of achieving sales targets and driving revenue growth within Business Development or Key Account Sales.
• Excellent negotiation and closing skills to secure profitable contracts and agreements.
• Exceptional verbal and written communication skills for effective client interaction and presentations.
• Ability to analyze market data and client feedback to inform strategy and decision‑making autonomously.
• Target‑driven and proven self‑starter with the ability to deliver on initiatives without constant supervision.
• Experience managing territory and pipeline using a CRM, such as Salesforce.
• Bachelor’s Degree.
• Demonstrated ability to use AI tools to improve efficiency, quality, and decision‑making in day‑to‑day work.
• Proven ability to operate effectively with a global‑first mindset.

What We Offer

• Competitive compensation packages, including base salary and annual bonuses.
• Work‑your‑way flexibility to suit your lifestyle, with remote‑friendly collaboration across a worldwide team and the option to join on‑site as often as needed.
• Flexible schedule to support work‑life balance.
• Donation matching for qualifying charitable donations.
• Tuition assistance for qualified programs.
• Lifestyle benefit for personal use, such as travel or wellness.
• Travel perks, including discounts and additional benefits.
• Employee assistance program for life’s challenges.
• Health benefits with competitive premiums.
• Generous referral scheme with rewards for successful candidates.
• Generous sales bonus structure.

Our Cultural Pillars

Traveler First

We exist to create value for our customers, the travelers. We enable our suppliers and partners to unlock this value. Their collective behaviours and insights are what drives us.

Execution Is Our Edge

We act fast, experiment, learn from failure, iterate, and improve the solutions of tomorrow across every aspect of our business. Our execution is agile, data‑driven, prioritised, and built to scale. We assume no problem is someone else’s problem and finish what can be done today, knowing tomorrow will bring fresh challenges.

We Succeed Together

The best outcomes are driven by empathic, humble, and diverse subject matter experts working toward shared goals. We collaborate relentlessly, challenge assumptions, give actionable feedback, and set each other up for success through empowered teams with a clear charter. We transparently take ownership of our growth, individually and as a team.

Salary range: $65,000 – $76,000. The compensation range may be modified in the future and may be paid more or less than the posted range based on education, qualifications, certifications, experience, skills, seniority, geographic location, performance, and business needs.

Location: Needham, MA – Hybrid.

We strive to create an accessible and inclusive experience for all candidates. If you need a reasonable accommodation during the application or recruiting process, please reach out to your recruiter or contact [e-mail].