Sr. Account Manager

Xebia Group; Florida; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Remote work 100%

Company laptop

Competitive salary & benefits

Job summary

Xebia Group is seeking a Travel & Hospitality Account Management Lead to drive strategic growth across North America. The role involves hunting new logos, expanding trusted CXO-level relationships, and growing Xebia’s footprint across airlines, hotels, resorts, travel platforms, cruise, and hospitality organizations.

The ideal candidate brings deep Travel & Hospitality domain expertise, a broad industry network, and a proven track record in selling consulting, digital transformation, cloud,

Qualifications

• 12+ years of experience in enterprise technology sales or account management.
• Proven track record of acquiring new logos and growing strategic Travel & Hospitality accounts in North America.
• Experience selling consulting, digital transformation, cloud, data, AI, and managed services.

Responsibilities

• Own P&L and growth targets for Travel & Hospitality accounts.
• Establish executive relationships with CIOs, CTOs, CDOs, and senior leaders.
• Develop account growth strategies focusing on revenue expansion, cross-selling and upselling.
• Lead end-to-end sales cycles from prospecting to contract closure.
• Build and maintain a strong pipeline aligned with revenue targets.
• Position Xebia’s capabilities across Cloud, Data & AI, Digital Engineering, DevOps, and Managed Services.

Skills

Account management

Business development

Executive relationships

Sales leadership

AI-enabled delivery

Job description

For more than 20 years, our global network of passionate technologists and pioneering craftspeople has delivered cutting-edge technology and game-changing consulting to companies on the brink of AI-driven digital transformation. Since 2001, we have grown into a full-service digital consulting company with 5500+ professionals working on a worldwide

Driven by the desire to make a difference, we keep innovating. Fueling the growth of our company with our knowledge worker culture. When teaming up with Xebia, expect in-depth expertise based on an authentic, value-led, and high-quality way of working that inspires all we do.

About the Role

We are seeking a highly experienced and results-driven Travel & Hospitality Account Management Lead to drive strategic growth across North America. This role will be responsible for both hunting new logos and growing existing Travel & Hospitality accounts, building trusted CXO-level relationships, and expanding Xebia's footprint across airlines, hotels, resorts, travel platforms, cruise, and hospitality organizations.

The ideal candidate will possess deep Travel & Hospitality domain expertise, an extensive industry network, and a proven track record of selling consulting, digital transformation, cloud, data, AI, and managed services engagements

What You’ll Do

Strategic Account Management

• Own P&L and growth targets for assigned Travel & Hospitality accounts.
• Establish and maintain executive relationships with CIOs, CTOs, CDOs, Heads of Digital, Business Leaders, and Procurement teams.
• Develop account growth strategies focused on revenue expansion, cross-selling, and upselling opportunities.
• Identify transformation initiatives and create proactive business development plans.
• Drive customer satisfaction, retention, and long-term partnership growth Sales Hunting & Business Development

• Identify, prospect, and acquire new Travel & Hospitality clients across North America
• Develop and execute strategic account penetration plans for target airlines, hotels, resorts, travel platforms, cruise, and hospitality organizations.
• Generate qualified opportunities through personal network, industry events, partner ecosystem, and market intelligence.
• Lead end-to-end sales cycles from prospecting to contract closure.
• Build and maintain a strong pipeline aligned with annual and quarterly revenue targets.
• Position Xebia's capabilities across Cloud, Data & AI, Digital Engineering, DevOps, Product Development, and Managed Services.
• Serve as a trusted advisor to senior client stakeholders.
• Lead executive business reviews and strategic planning sessions.
• Understand client business goals, industry challenges, and technology priorities.
• Build strong relationships across business and technology functions. Solution & Proposal Leadership
• Collaborate with Practice Leaders, Delivery Teams, and Solution Architects to shape winning solutions.
• Lead RFP, RFI, and proposal responses.
• Develop compelling value propositions and business cases.
• Negotiate commercial agreements, SOWs, MSAs, and strategic partnerships. Market & Industry Leadership
• Monitor Travel & Hospitality industry trends, technology developments, customer experience innovations, and competitive landscape.
• Represent Xebia at industry conferences, trade shows, and executive forums.
• Establish thought leadership and strengthen Xebia's Travel & Hospitality market presence.
• Support technical evaluations of other consultants when required, contributing to the assessment of skills and alignment with project needs.

Client Relationship & Executive Engagement

• Serve as a trusted advisor to senior client stakeholders.
• Lead executive business reviews and strategic planning sessions.
• Understand client business goals, industry challenges, and technology priorities.
• Build strong relationships across business and technology functions.

Solution & Proposal Leadership

• Collaborate with Practice Leaders, Delivery Teams, and Solution Architects to shape winning solutions.
• Lead RFP, RFI, and proposal responses.
• Develop compelling value propositions and business cases.
• Negotiate commercial agreements, SOWs, MSAs, and strategic partnerships.

Market & Industry Leadership

• Monitor Travel & Hospitality industry trends, technology developments, customer experience innovations, and competitive landscape.
• Represent Xebia at industry conferences, trade shows, and executive forums.
• Establish thought leadership and strengthen Xebia's Travel & Hospitality market presence.

What You Bring

• 12+ years of experience in enterprise technology sales, account management, or business development.
• Minimum 7+ years of experience selling into Travel & Hospitality clients across North America.
• Proven track record of acquiring new logos and growing strategic accounts.
• Experience selling consulting, digital transformation, cloud, data, AI, application modernization, or managed services.
• Consistent achievement of multi-million-dollar annual revenue targets.
• Technical evaluations of other consultants when required, contributing to the assessment of skills and alignment with project needs.
• Hands-on experience leveraging AI tools in software development workflows, actively using AI-assisted coding, automation, or productivity solutions to improve delivery speed, code quality, and overall project outcomes.

What We Offer

• 100% remote work to provide flexibility and work-life balance.
• Company laptop and necessary equipment to perform your role effectively.
• Competitive salary and benefits package aligned with local market benchmarks.

Xebia is committed to creating an inclusive and diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability or age.