Sr Account Executive - Fintech (100% Remote - India)

📋 Description

• • We are seeking a highly motivated and results-driven Senior Account Executive to spearhead the growth of HTS Fintech revenue across the dynamic Asia-Pacific (APAC) region. This is a comprehensive, full-cycle enterprise sales role where you will be entrusted with a significant multi-million dollar quota. Your primary responsibility will be to cultivate and advance sales pipelines from initial engagement through to the signing of multi-year contracts. You will play a pivotal role in expanding the reach of HTS Fintech into key players within the travel commerce ecosystem, including major airlines, prominent financial institutions, leading hotel groups, and Online Travel Agencies (OTAs) that shape the travel landscape in APAC.
• • HTS Fintech is a well-established, category-leading product that has a proven history of generating substantial ancillary profit for its partners from the outset. It excels at accelerating attach-rate growth and boasts a robust global partner base. The APAC market presents a vast and largely untapped opportunity, making this a critical growth frontier for the company. This role is designed for a proactive "hunter" – an individual with a demonstrable track record of successfully closing large, complex enterprise deals. We are looking for a self-starter who consistently ranks in the top 10% of their sales organization, has achieved President's Club recognition, and possesses the expertise to manage a disciplined, high-velocity enterprise sales process. This includes everything from initial whitespace mapping and strategic outreach to contract execution, all while maintaining executive presence and effectively leading conversations across various decision-making and influencing levels within target organizations.
• • Your day-to-day will involve taking full ownership of a multi-million dollar Annual Contract Value (ACV) quota, with a strategic focus on airlines, financial institutions, hotels, and OTAs within the APAC region. You will be responsible for end-to-end outbound prospecting and pipeline generation. This includes identifying untapped market opportunities (whitespace), prioritizing potential targets based on their revenue potential and strategic alignment with Hopper's goals, and initiating first contact through targeted executive outreach and leveraging partner channels. A key aspect of this role is building and maintaining a robust, accurately forecasted pipeline, underpinned by rigorous CRM discipline and detailed stage-by-stage close plans.
• • In terms of enterprise sales execution, you will manage the entire sales cycle, from initial discovery and qualification to commercial negotiation, legal review, and final contract signature. You will be expected to adhere strictly to established business processes and collaborate effectively with cross-functional teams, including Product, Finance, and Legal, throughout the pre-sales, implementation, and launch phases. You will lead complex, multi-stakeholder deal cycles, engaging with counterparts at product, finance, legal, and C-suite levels within target accounts. A critical component of your role will be constructing compelling business cases that clearly quantify the ancillary profit opportunity for partners, utilizing HTS Fintech's proprietary pricing data, industry attach-rate benchmarks, and revenue-share economics. You will be responsible for negotiating and closing multi-year agreements with favorable commercial terms, encompassing revenue-share structures, commitment levels, and expansion provisions.
• • For market development, you will conduct thorough whitespace mapping across various APAC verticals, develop strategic account-level sales plans, and prioritize coverage for Tier 1 and Tier 2 targets. You will act as a crucial conduit for market intelligence, feeding insights back to the Product, Pricing, and Leadership teams to influence product roadmap development, localization priorities, and the identification of new monetization opportunities. Furthermore, you will represent HTS Fintech at key industry events and executive forums throughout the region, enhancing brand visibility and fostering strategic relationships.
• • Cross-functional execution is paramount. You will be comfortable and effective working within a globally distributed team environment. Close collaboration with Solutions, Product, Legal, and Finance teams is essential to ensure smooth deal progression from pre-sales through to successful partner implementation and launch. You will partner closely with RevOps to maintain impeccable forecast accuracy and pipeline hygiene, meeting the high standards expected by executive leadership. The ideal candidate possesses a strong command of enterprise deal mechanics, including pricing and margin analysis, multi-year contract structuring, revenue-share models, and commercial/legal negotiation. They will demonstrate critical thinking skills and a proven ability to close multi-stakeholder, multi-year agreements specifically within APAC markets, showing comfort operating across diverse cultures, regulatory environments, and time zones. A methodical sales approach, adherence to value selling principles, high CRM hygiene, rigorous forecasting, and executive-level communication and presentation skills are expected. This role demands a self-starter with a sense of urgency, resilience, and an unwavering hunger to close deals, comfortable navigating ambiguity and thriving in a fast-paced, high-growth environment. A passion for continuous self-improvement and knowledge sharing within the team is highly valued. Excellent written and verbal English is required, with fluency in an additional Asian language being a significant advantage. Willingness to travel up to 50% across APAC is necessary. A key attribute is having no ego, with a strong focus on doing what is right for both the customer and the company.