Business Development Manager, Hotels

Company Description

CMPNION is an agentic AI platform for the hospitality industry. We give hotels a single system to manage guest requests end to end, from the first message through to fulfilment and payment, replacing the phone calls, paper dockets and disconnected tools that guest service has always run on. Hotels working with CMPNION increase revenue per stay, reduce the manual work behind every request, and respond to their guests faster.

We build for one of the largest and least digitised industries in the world, and we are expanding our partner network across Indonesia.

Role Description

This is a full-time role for a Business Development Manager responsible for acquiring and activating hotel partners in Bali.

You will own the commercial cycle end to end: identifying and qualifying hotels, getting through to the general manager, owner or operations director, presenting to ownership and senior management, negotiating and closing partnership agreements, and leading the onboarding that follows.

Success in this role is measured on hotels live and transacting, not on agreements signed. You will work closely with our product and operations teams, and your work in market will directly shape how we grow the partner network across the region.

Please note this role concerns selling our product to hotels, rather than selling rooms on behalf of a hotel.

Key Responsibilities.

New business acquisition

Identify, qualify and develop a pipeline of hotel partners through direct outreach, referrals and your own network

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Get through to the right person within the hotel: general managers, owners and operations directors
Present and demonstrate the platform to general managers, owners and operations directors, both on site and remotely

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Lead commercial negotiations and close partnership agreements

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Achieve quarterly targets for hotels acquired and the transaction revenue they generate

Onboarding and activation.

Lead the onboarding of new partners, coordinating with the product and operations teams to get each property configured

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Train front office and F&B teams and drive adoption through the activation period

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Stay close to your partners through their first months, increasing usage and transaction volume

Market development.

Build and maintain relationships across the hotel community in your market

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Represent CMPNION at industry events and within the local hospitality network

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Provide structured market, competitor and product feedback to the leadership team.
Maintain accurate pipeline, forecast and account records.

Skills and Experience Required

3+ years in business development, partnerships or B2B sales into hotels, with a demonstrable record of closing

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Experience selling an AI or SaaS product.
Proven access to hotel decision makers, specifically general managers, owners, operations directors or group leadership, evidencing the ability to reach the person who signs rather than the person who recommends

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Experience finding leads and getting through to the right person within the hotel.
Experience owning the full cycle from prospecting through to a live and active account, including responsibility for what happens after signature.
Strong consultative selling, presentation and negotiation skills, in person and remotely.
Ability to work independently, manage your own territory and set your own priorities

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Full professional proficiency in Bahasa Indonesia and working proficiency in English

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Proven ability to work to targets, and comfort with a compensation structure weighted towards uncapped commission

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Disciplined approach to pipeline management and CRM records
Based in Bali

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N
ice to have:

An established network of hotel general managers and owners in Bali

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Experience at an online travel agency, Travel Tech or travel platform in market management, partnership management or hotel acquisition

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Experience selling hotel technology, including property management systems, channel managers, booking engines or guest experience platforms.
Experience in payments or fintech sold into the hospitality sector

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Experience introducing a new product or category into an existing market

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Fluent use of AI tools in your own workflow to work faster and to a higher standard

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Bachelor's degree in Business, Hospitality Management or a related field

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Join us

We are looking for someone who measures their own work by what their partners do with the product after the contract is signed, and who wants their results to be visible rather than absorbed into a large organisation.

If that is you, we would like to hear from you.

Business Development Manager - Hotels