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

📋 Description

• • We are seeking a highly motivated and accomplished Senior Account Executive to spearhead the growth of HTS Fintech revenue across the dynamic Asia-Pacific (APAC) region. This pivotal role is designed for a seasoned sales professional who thrives in a full-cycle enterprise sales environment, taking ownership from initial contact through to the signing of multi-year contracts. You will be instrumental in expanding HTS Fintech's presence within key travel commerce players, including airlines, financial institutions, hotels, and Online Travel Agencies (OTAs) that shape the APAC travel landscape.
• • HTS Fintech is a recognized leader in its category, boasting a proven ability to generate significant ancillary profit for partners from the outset. It accelerates attach-rate growth and has established a robust global partner base. The APAC market presents a substantial, yet largely untapped, opportunity. This is not a passive role; we are actively seeking a proactive 'hunter' with a documented history of successfully closing large, complex enterprise deals. The ideal candidate is a self-starter who consistently ranks among the top performers in their sales organization, has achieved President's Club recognition, and possesses a deep understanding of how to execute a disciplined, high-velocity enterprise sales motion. This includes everything from initial whitespace mapping to contract finalization, demonstrating exceptional executive presence and the ability to engage effectively with stakeholders at all decision-making and influencing levels.
• • The HTS Fintech product suite comprises AI-powered embedded travel ancillary solutions, such as 'Cancel For Any Reason' (CFAR) and 'Disruption Assistance for Any Reason' (DAFAR). These are delivered seamlessly via API, SDK, and white-label UI widgets. Partners can integrate these solutions with minimal effort, typically within eight weeks, and begin realizing incremental revenue immediately, without requiring any modifications to their core booking systems. Partners benefit from a revenue-sharing model on every transaction, while HTS manages dynamic pricing, provides 24/7 customer service with a high self-service rate (98%+), supports over 30 languages, and acts as the Merchant of Record in 35 currencies. The product's efficacy is validated by its widespread adoption across global airlines, financial institutions, and OTAs, evidenced by repeat purchase rates exceeding 84% and industry-leading customer satisfaction scores.
• • Your day-to-day responsibilities will encompass comprehensive quota ownership and proactive pipeline generation. You will be accountable for consistently exceeding a multi-million dollar Annual Contract Value (ACV) quota across the APAC region, with a strategic focus on airlines, financial institutions, hotels, and OTAs. You will own the entire outbound prospecting and pipeline generation process, from identifying whitespace and prioritizing targets based on revenue potential and strategic alignment to driving initial meetings through targeted executive outreach and leveraging partner channels. Maintaining a robust and accurately forecasted pipeline through rigorous CRM discipline and detailed stage-by-stage close plans will be critical.
• • In terms of enterprise sales execution, you will manage a disciplined, full-cycle sales process, from initial discovery and qualification through commercial negotiation, legal review, and final contract signature. Adherence to established business processes and close collaboration with Product, Finance, and Legal teams throughout the pre-sales, implementation, and launch phases are essential. You will lead complex, multi-stakeholder deal cycles, engaging with counterparts across product, finance, legal, and C-suite levels at target accounts. Developing compelling business cases that quantify the ancillary profit opportunity for partners, supported by HTS Fintech's pricing data, attach-rate benchmarks, and revenue-share economics, will be a key function. Negotiating and closing multi-year agreements with favorable commercial terms, including revenue-share structures, exposure commitments, and expansion provisions, is paramount.
• • Market development will involve mapping whitespace across APAC verticals, formulating account-level sales strategies, and prioritizing coverage of Tier 1 and Tier 2 targets. You will be responsible for feeding market intelligence back to Product, Pricing, and Leadership teams to inform roadmap development, localization priorities, and the identification of new monetization opportunities. Representing HTS at key industry events and executive forums throughout the region will also be part of your role.
• • Cross-functional execution requires comfort and proficiency in working with a globally distributed team. You will collaborate closely with Solutions, Product, Legal, and Finance departments from pre-sales through to implementation and launch to ensure successful deal closures and partner onboarding. Partnering with RevOps to maintain forecast accuracy and pipeline hygiene to the high standards expected by executive leadership is also crucial.
• • This role demands a proactive, resilient, and driven individual with a passion for continuous learning and improvement, eager to share knowledge and elevate the team's performance. Excellent written and verbal English communication skills are required, with fluency in an additional Asian language being a significant advantage. A willingness to travel up to 50% across the APAC region is expected. A strong focus on integrity, prioritizing customer and company success without ego, is fundamental.