Key Accounts Lead

About the role

We are looking for an experienced Key Accounts person to own end-to-end relationships with domestic hotel chains. The role requires operating at CXO and VP level — leading master contract negotiations, coordinating multi-property onboarding, and running structured performance reviews with chain leadership. You will be the single point of contact for the chain and the internal owner of everything that happens across their portfolio.

Key responsibilities

Chain onboarding

• Lead CXO and VP-level negotiations to sign master agreements covering entire chain portfolios

• Coordinate multi-property onboarding — CM integration, rate loading, content, and go-live sequencing

• Present Scapia's platform and demand proposition with polished, data-backed business cases

Account growth

• Run structured quarterly business reviews with chain leadership — performance, gaps, and forward plan

• Identify and unlock expansion within the chain — new properties, new cities, new benefit tiers

• Negotiate exclusive deals, flash sales, and value-adds at chain level for maximum cardholder impact

Data & performance

• Own chain-level P&L — track room nights, GMV, ADR, and Scapia demand share across every property

• Build and present performance decks to chain stakeholders — translating data into clear recommendations

• Monitor competitor positioning and flag pricing or inventory gaps that affect chain performance on the platform

What we are looking for

• 5–8 years of experience managing domestic hotel chain accounts, with relationships at VP or CXO level

• Proven ability to lead senior-level negotiations and close multi-property contracts

• Sharp presentation skills — comfortable owning the room with senior stakeholders using data-led storytelling

• Strong analytical mindset — able to go deep on production data, spot trends, and build a compelling narrative

• Postgraduate degree in Business Management or Hospitality preferred