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, 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.

Key Responsibilities

New business acquisition

Identify, qualify and develop a pipeline of hotel partners through direct outreach, referrals and your own network
Present and demonstrate the platform to general managers, owners and operations directors, both on site and remotely
Lead commercial negotiations and close partnership agreements
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
Train front office and F&B teams and drive adoption through the activation period
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
Represent CMPNION at industry events and within the local hospitality network
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
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
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
Full professional proficiency in Bahasa Indonesia and working proficiency in English
Proven ability to work to targets, and comfort with a compensation structure weighted towards uncapped commission
Disciplined approach to pipeline management and CRM records
Based in Bali, or willing to relocate, with the ability to be at properties in person regularly

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

Preferred Experience

Experience at an online travel agency, Travel Tech or travel platform in market management, partnership management or hotel acquisition
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
An established network of hotel general managers and owners in Bali
Experience introducing a new product or category into an existing market
Fluent use of AI tools in your own workflow to work faster and to a higher standard
Bachelor's degree in Business, Hospitality Management or a related field

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.

Hotel partnerships manager