Commercial Lead - 3rd Party Hotel Supply, International

Tokyo, Japan
International Expansion – Business Development /
Full-Time /
The role

The Commercial Lead will be responsible for discovery, engagement, contracting, and account management for Hopper’s partnerships with critical 3rd party hotel providers and channel managers in markets we are newly entering. These partnerships will be strategic, regional experts with unique content essential to serving the travel needs of localized closed user groups. 

You’ll be charged with identifying and scoping new opportunities by procuring local data sets to help inform market analyses and build acquisition target lists, identifying prospective partnership leads, owning the outreach and communication with the partner, and helping assess the value and feasibility of contracting and establishing connectivity in conjunction with our data, product, and engineering teams.

For partnerships that are ultimately pursued, you will lead the contracting and account management to close, launch, and optimize the partnership.

What would your day-to-day-look like:

    • Identify, engage, and develop the day to day relationships with your partners and build account plans to help grow their business with Hopper
    • Deliver quantitative results, business understanding and strategic insights to partners
    • Write business cases to justify new initiatives and help prioritize them with the product and engineering team
    • Manage partner marketing plans, strategic initiatives and promotions
    • Deliver against Hopper supply and revenue goals for your partners 

An ideal candidate has:

    • Experience in e-commerce or in the travel industry
    • A demonstrable portfolio in the APAC region, especially in Japan and South Korea
    • A proactive mind set and enthusiasm to own a series of varied problems 
    • Proven ability to communicate across a large portfolio of partners in diverse markets
    • Solid understanding of the business processes and their impact on the end consumer
    • A natural curiosity and analytical ability to answer hard questions with data
    • A preference for action, testing and reporting on all project performance
    • Proven ability to communicate and influence internal and external stakeholders effectively
    • The ability to work with minimal guidance, be proactive and to handle ambiguity and the challenge of quickly evolving goals
    • At least 3 years of relevant work experience
    • A background with online travel agencies or hotels connectivity and revenue management teams
    • Working knowledge of Amplitude, Big Query, Looker or Looker Studio

Perks and benefits of working with us:

      Well-funded and proven startup with large ambitions, competitive salary
      Quarterly performance bonus
      Hopper provides a monthly allowance* of ¥ 46,000 JPY for our employees in Japan to help reduce costs related to EHI premiums and out of pocket medical expenses.
      Please ask us about our very generous parental leave, much above industry standards!
      Unlimited PTO
      Work-from-home stipend
      Hopper employees have access to utilize flexdesk all access pass for locations in the world - and we will reimburse you up to ¥ 50,000 per month for commuting expenses related co-working or on-site client obligations.
      Carrot Cash travel stipend
      Hopper provides a cash benefit of 1 month salary for each year of service completed, for employees to put towards retirement.
      An entrepreneurial culture where pushing limits and taking risks is everyday business
      Open communication with management and company leadership
    • Small, dynamic teams = massive impact

More about Hopper

At Hopper, we are on a mission to become the leading travel platform globally – powering Hopper’s mobile app, website and our B2B business, HTS (Hopper Technology Solutions). By leveraging massive amounts of data and advanced machine learning algorithms, Hopper combines its world-class travel agency offering with proprietary fintech products to bring transparency, flexibility and savings to travelers globally. We have developed several unique fintech solutions that address everything from pricing volatility to trip disruptions – helping people travel better and save more on their trips.

The Hopper platform serves hundreds of millions of travelers globally and continues to capture market share around the world. Ranked the third largest online travel agency in North America, the Hopper app has been downloaded over 120 million times and has become largely popular among younger travelers – with 70% of its users being Gen Z and millennials.

While everyone knows us as the Gen Z and Millennial travel app, Hopper has evolved to become much more than that. In recent years, we’ve grown into a global travel agency and travel fintech provider that powers some of the world’s largest brands.

Through HTS, our B2B division, the company supercharges its partners’ direct channels by integrating our fintech products on their sites or powering end-to-end travel portals. Today, our partners include leading travel brands like Capital One, Nubank, Air Canada and many more.

Here are just a few stats that demonstrate the company’s recent growth:

Hopper sells billion worth of travel and travel fintech every year. In 2023, over 1.3 billion trips were planned through the Hopper app and our HTS partnerships. 

Our fintech products – including Price Freeze, Flexibility for Any Reason and Flight Disruption Assistance – have exceptionally strong CSAT because the terms are always clear, and customers receive instant, no-questions-asked resolutions. 

Almost 30% of our app customers purchase at least one fintech product when making a booking; and consumers are 1.6x more likely to repurchase if they add fintech to their booking vs if they booked just travel. 

Given the success of its fintech products, Hopper launched a B2B initiative, HTS (Hopper Technology Solutions), which represents more than 50% of the business.

 Through HTS, any travel provider (airlines, hotels, banks, travel agencies, etc.) can integrate and seamlessly distribute Hopper’s fintech or travel inventory on their direct channels. As its first HTS partnership, the company partnered with Capital One to co-develop Capital One Travel, a new travel portal designed specifically for cardholders. Other HTS partners include Air Canada, Uber, CommBank, Nubank, Flair Airlines with many more in the pipeline. 

Featured in Apple’s Best of the App Store list of Essential Travel Apps in 2023 and recognized by the likes of Fast Company’s Most Innovative Companies, Hopper has been downloaded over 120 million times and continues to have millions of new installs each month. Hopper is now the #3 largest online travel agency in North America and 70% of our app customers are Gen-Z and millennials travelers.

Hopper has raised over $750 million USD of private capital and is backed by some of the largest institutional investors and banks in the world. Hopper is primed to continue its acceleration as the world’s fastest-growing mobile-first travel marketplace. 

Come take off with us!