Descrição da Função

About Hosco

Founded in Switzerland in 2011 and headquartered in Barcelona, Hosco is the world's leading hospitality network, redefining how hospitality professionals and companies connect at scale.

Our platform serves three communities:

Employers gain access to a powerful talent acquisition engine, including a unique job distribution network spanning 500+ hospitality channels, job boards, schools, and associations, alongside a global community of 2M+ professionals.

Professionals and Students access curated job opportunities, career resources, peer networking, and learning, all in one place.

Educators shape the future of the industry through exclusive partnerships with hundreds of leading hospitality schools and universities worldwide.

Hosco is scaling rapidly, leveraging technology, data, and deep industry expertise to transform recruitment and careers across the global hospitality sector.

The Role

We're looking for an experienced, commercially minded Strategic Partnerships Manager to own and grow Hosco's relationships with the world's most influential hospitality groups.

This is a senior, high-impact role focused on two things: winning new strategic partnerships with global hospitality brands and maximising the value of existing key accounts through deep relationship-building, consultative account planning, and commercial expansion.

You won't be running a high-volume pipeline. You'll be running a high-value one, investing time in understanding enterprise clients at a structural level, navigating complex buying groups, and positioning Hosco as an indispensable strategic partner for talent acquisition and employer branding at scale.

This role suits someone who has sold into or managed large enterprise accounts in hospitality, HR Tech, or SaaS, and who thrives on building genuine executive relationships over time.

What You'll OwnNew Business Development – Enterprise and Strategic Accounts

• Identify, target, and pursue senior-level relationships at global hotel groups, restaurant chains, resort operators, other major hospitality brands, and other relevant industry partners across EMEA
• Develop and execute a strategic account pursuit plan, mapping organisational structures, identifying decision-makers, and building multi-threaded relationships across HR, Talent, Operations, and C-suite.
• Lead complex, multi-stakeholder sales cycles from initial engagement through to commercial agreement, with patience, precision, and a long-term mindset.
• Represent Hosco at major industry events, summits, and executive forums to build brand credibility and open doors.

Key Account Growth and Retention

• Serve as the primary commercial owner for Hosco's most strategically significant existing accounts.
• Develop tailored account growth plans, identifying expansion opportunities across business units, geographies, and product lines.
• Conduct regular executive business reviews to demonstrate ROI, deepen trust, and unlock new budget and scope.
• Proactively identify risks to account health and work cross-functionally to resolve them before they become issues.

Strategic Partnership Development

• Structure and negotiate enterprise-level partnership agreements that deliver mutual value, going beyond transactional recruitment to position Hosco as a long-term talent infrastructure partner.
• Collaborate with Hosco's product, marketing, and leadership teams to shape bespoke solutions and go-to-market approaches for strategic accounts.
• Build internal champions within key accounts who advocate for Hosco at a senior level.

Performance and Forecasting

• Own and consistently meet or exceed revenue targets across new business and account growth.
• Maintain accurate opportunity and account data in Salesforce, with clear pipeline visibility and revenue forecasting.
• Feed strategic intelligence, including competitor activity, client priorities, and market trends, back to the wider commercial and product teams.

What We're Looking For

• 5+ years of B2B sales or account management experience, with a track record of winning and growing large, complex accounts.
• Experience selling into or partnering with major hospitality groups such as global hotel chains, restaurant groups, or resorts is a strong advantage.
• Background in SaaS, HR Tech, Recruitment Technology, or Hospitality Solutions preferred.
• Proven ability to navigate multi-stakeholder sales cycles and build relationships at C-suite and VP level.
• Strategic thinker who can develop account plans, map buying organisations, and execute with discipline over extended timelines.
• Strong commercial acumen, confident building business cases, structuring deals, and negotiating enterprise agreements.
• A collaborative, credible, and consultative presence, someone key accounts trust as a partner, not just a vendor.
• Fluent in English plus at least one additional language (Spanish, French, Italian, Portuguese).
• Based in Barcelona or willing to relocate; eligible to work in the EU.

Why Hosco?

• Competitive base salary with an uncapped commission structure weighted for enterprise deal sizes.
• Hybrid working model, with Barcelona office flexibility and regular travel to key accounts and industry events.
• A genuinely differentiated product with strong brand recognition in the hospitality sector.
• International, entrepreneurial team with a flat structure and real ownership culture.
• Direct exposure to and support from senior commercial leadership.
• The chance to build and define a function, with real scope to shape how Hosco approaches its most important commercial relationships.
• Flexible working hours and a generous public holiday policy.

If you're a strategic sales professional who builds enterprise relationships that last and knows the hospitality industry inside out, we'd love to talk.

Perfil do Candidato

1. Strategic Partnership Development. 2. Business Development & Sales. 3. Stakeholder Relationship Management. 4. Hospitality Industry Knowledge. 5. Negotiation & Contract Management. 6. Key Account Management. 7. Market Analysis & Research. 8. Communication & Presentation Skills. Join our dynamic team and be part of an exciting hospitality environment.

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