Location: Spain (any city)
Work model: Remote / field-based within Spain
Domain: B2B Travel Technology / Hotel Distribution

About the role
This role is focused on acquiring, onboarding, and scaling B2B partners consuming hotel inventory via API. As API Business Development Manager, you will own the full commercial lifecycle - from identifying and closing new API partners, through integration and go-live, to scaling booking volumes and long-term revenue. The role is commercially driven, API-centric, and results-oriented, requiring strong understanding of hotel distribution, pricing models, and high-volume B2B travel platforms.

What you will do

• Identify and onboard new B2B API partners, including:

  • OTAs

  • Travel tech platforms

  • Wholesalers

  • DMCs

  • TMCs

• Own the end-to-end sales cycle from lead generation to contract closure

• Expand API distribution across assigned source markets

• Lead commercial negotiations, including commissions, overrides, and SLAs

• Ensure agreements align with revenue and margin objectives

• Coordinate pricing approvals with internal finance and leadership teams

• Act as the commercial SPOC between partners and internal product/tech teams

• Drive API documentation exchange, UAT completion, and production go-live

• Ensure successful activation with at least one confirmed booking post go-live

• Track and manage performance of newly onboarded API clients:

  • Booking volume

  • Net revenue

  • Conversion ratios

• Build and execute growth plans to scale volumes after go-live

• Conduct regular performance and optimization reviews with partners

• Monitor competitor APIs, pricing models, and distribution trends

• Provide structured feedback to product and tech teams to improve API performance

Requirements

• 6+ years of experience in B2B hotel distribution and API sales

• Strong understanding of hotel supply chains and pricing models

• Proven track record of closing enterprise-level B2B deals

• Experience managing API-based commercial relationships, not only account management

• Strong negotiation and relationship-management skills

• Ability to drive deals from first contact to live bookings

• Comfortable working with technical and product teams during integrations

• Data-driven mindset with focus on volume, conversion, and revenue

• Valid work authorization to work in Spain

• Ability to operate autonomously across Spain and European markets

Nice to have

• Experience working with global hotel suppliers or aggregators

• Exposure to high-volume, API-driven travel platforms

• Existing network within European B2B travel or travel-tech ecosystems

Benefits

• Ownership of API-driven B2B growth in a global travel-tech business

• Direct impact on revenue, distribution scale, and partner ecosystem

• High autonomy with clear performance ownership

• Opportunity to scale long-term API partnerships, not one-off deals

• A role built for commercial closers, not order-takers