We sell check-in automation and legal compliance to hosts and hotels. So far the business has been built on small and mid-sized accounts, with a 15-person sales team trained for that. The next phase is enterprise: OTAs, hotel PMSs, property management groups and hotel chains that bring thousands of units per deal through marketplace integrations, an embedded SDK or our API. Nobody on the team has closed that kind of account before. You have.

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You own enterprise and partner acquisition end to end: target list, first contact, business case, technical validation with our tech lead, negotiation, signature, launch and the yearly relationship after that. Onboarding goes to the partner growth team, but the account stays yours. You carry a quota and a channel P&L.; Company based in Spain
What you'll do

Build and run the enterprise pipeline in the CRM through research, outbound, events, inbound and your own network, with a monthly forecast you stand behind.
Sell to CEOs, CTOs, Heads of Product and Heads of Partnerships through long, multi-stakeholder cycles, choosing the right integration model and writing the business case for each partner.
Structure and sign agreements: per-unit or per-room pricing, minimum commitments, revenue share or reseller terms, premium features, go-to-market obligations and service levels.
Lead the kick-off, set success metrics with the partner and own the renewal.
Bring market intelligence back to the company: regulatory changes that open deals (police registration, ID verification, e-invoicing, tourist taxes), competitor moves and what large partners need from the product.
Be on the road: industry conferences,



partner offices and hotel groups.
How we measure success

Enterprise and partner deals signed against a quarterly quota, with an agreed ramp for the first two quarters.
Contracted MRR and units under contract, by partnership model.
Qualified pipeline (monthly): named accounts with a next step and a date.
Time from first contact to signature. Reported per deal
Renewal and expansion of your accounts after year one.
Must-have

7+ years in B2B SaaS sales or business development, at least 3 closing enterprise or partnership deals in travel tech, hospitality, PMS or OTA ecosystems.
A verifiable track record: three enterprise accounts you closed, the model, the contract value and what happened after year one.
Experience carrying a quota and a P&L;, and reading a revenue-share model on your own.
Fluency in integration conversations (marketplace, SDK, API, white label). You don’t need to code, but you hold the room when the CTO speaks.
An active network of decision makers in European travel tech, PMS and hospitality platforms.
Fluent English; Spanish or Italian is a strong plus.
Not a fit if

Your enterprise experience is managing accounts someone else closed.
You need Marketing to generate your pipeline.
What we offer

Base salary plus uncapped commission on contracted MRR, accelerators above quota and a retention component paid at renewal. Ranges are shared in the first call.
A senior role building a new enterprise motion, with room to grow towards a VP Partnerships scope.
How we hire

A 30-minute call, then a 48-hour case on a real anonymised target account (approach, business case and term sheet), then a 60-minute defence with the CEO and COO, who play the partner. Reference calls with two partners you closed. xlwpduy Decision within a week.

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📌 Enterprise Partnerships (Roma)
🏢 Chekin
📍 Roma