ABOUT THE JOB
We are looking for a top-performing Senior Account Executive to own and grow HTS Fintech revenue across the Asia-Pacific region. This is a full-cycle enterprise sales role: you will carry a multi-million dollar quota, build and advance pipeline from first contact through signed multi-year contracts, and expand HTS Fintech into the airlines, financial institutions, Hotels, and OTAs that define travel commerce in APAC.
HTS Fintech is an established, category-leading product with a track record of generating meaningful ancillary profit for partners from day one, accelerating attach-rate growth, and a global partner base. The APAC opportunity is large and underpenetrated. This is not a role for someone who waits on inbound. We want a hunter with a demonstrable record of closing large, complex enterprise deals.
The right candidate is self-starter who has been in the top 10% of their sales org, has made President's Club, and knows how to run a disciplined, high-velocity enterprise motion from whitespace mapping through contract execution, with a proven ability to communicate effectively with executive presence, and can lead conversations at various decision-making and influencing levels.
THE PRODUCT: HTS FINTECH
HTS Fintech is a suite of AI-powered embedded travel ancillary products, including Cancel For Any Reason (CFAR), Disruption Assistance for Any Reason (DAFAR), delivered via API, SDK, and white-label UI widgets. Partners integrate with minimal lift (under 8 weeks) and begin generating incremental revenue from day one, with no changes required to their core booking stack.
Partners earn a share of fintech profit on every transaction. HTS manages pricing dynamically, handles 24/7 customer servicing with a 98%+ self-service rate, supports 30+ languages, and operates as Merchant of Record in 35 currencies. The product is proven across global airlines, financial institutions, and OTAs, with repeat purchase rates above 84% and industry-leading customer satisfaction.
WHAT WOULD YOUR DAY-TO-DAY LOOK LIKE:
Quota Ownership and Pipeline Generation
- Carry and consistently exceed a multi-million dollar ACV quota across APAC, with a primary focus on airlines, financial institutions, Hotels, and OTAs.
- Own outbound prospecting and pipeline generation end to end: identify whitespace, prioritize targets by revenue potential and strategic fit, and drive first meetings through executive outreach and partner channels.
- Build and maintain a healthy, accurately forecasted pipeline with rigorous CRM discipline and stage-by-stage close plans.
Enterprise Sales Execution
- Run a disciplined, full-cycle enterprise sales motion from discovery and qualification through commercial negotiation, legal execution, and contract signature.
- Adhere to business processes and collaborate with Product, Finance, Legal teams from pre‑sales through implementation and launch.
- Lead multi-stakeholder deal cycles across product, finance, legal, and C-suite counterparts at target accounts.
- Build business cases that quantify the ancillary profit opportunity for partners, grounded in HTS Fintech's pricing data, attach-rate benchmarks, and revenue-share economics
- Negotiate and close multi-year agreements with durable commercial terms, including revenue-share structures, exposure commitments, and expansion provisions.
Market Development
- Map whitespace across APAC verticals, develop account-level sales plans, and prioritize coverage of Tier 1 and Tier 2 targets.
- Feed market intelligence back to Product, Pricing, and Leadership to influence roadmap, localization priorities, and new monetization opportunities.
- Represent HTS at industry events and executive forums across the region.
Cross-Functional Execution
- Comfortable working with a globally distributed team.
- Collaborate with Solutions, Product, Legal, and Finance from pre-sales through implementation and launch to ensure deals close and partners go live.
- Partner with RevOps to maintain forecast accuracy and pipeline hygiene at the standard expected by executive leadership.
WHAT DOES AN IDEAL CANDIDATE LOOKS LIKE:
- 7+ years of enterprise SaaS sales, with a consistent record of carrying and closing multi-faceted, multi‑stakeholder, multi-million dollar ACV quotas.
- Demonstrated top-of-org performance: President's Club, top-decile quota attainment, or equivalent recognition at a high-growth SaaS or technology company.
- Proven hunter with a track record of sourcing and closing new logos in Asia, not just expanding existing accounts. Comfortable operating across cultures, languages, and regulatory environments.
- Experience selling API, SDK, or white-label embedded solutions, with the ability to translate technical product capabilities into clear commercial outcomes.
- Strong command of enterprise deal mechanics: pricing and margin analysis, multi-year contract structuring, revenue-share models, commercial and legal negotiatio and critical thinking skills.
- Experience closing multi-stakeholder, multi-year agreements in APAC markets, with comfort operating across cultures, regulatory environments, and time zones.
- Methodical sales operator: value selling discipline, high CRM hygiene, rigorous forecasting, and executive-level communication and presentation.
- Self-starter with urgency, resilience, and the hunger to close, comfortable with ambiguity and the pace of a high-growth environment.
- Demonstrated passion for continuous self-improvement and learning, sharing knowledge with the team to continue raising the bar.
- Excellent written and verbal English; additional Asian language fluency is a strong plus.
- Willingness to travel up to 50% across APAC.
- No ego. Strong focus on doing what is right for the customer and the company.
NICE TO HAVES
- Experience in travel fintech, ancillary revenue, or embedded insurance and protection products.
- Familiarity with PSS ecosystems (Amadeus, Sabre, Navitaire) and how airlines manage ancillary distribution.
- Exposure to loyalty, rewards, or co-branded financial products as it relates to travel commerce.
- Prior experience working with or selling into financial institutions on travel-adjacent card or rewards products.
Perks and benefits of working with us:
- Well-funded and proven startup with large ambitions, competitive salary, and the upsides of a pre-IPO equity package.
- Hopper covers 100% of the premiums for a group Health and Dental insurance plan.
- Hopper offers life insurance and critical illness coverage to all employees.
- All employees and their dependents have access to an on demand network of international doctors - anywhere and anytime.
- Please ask us about our very generous parental leave, much above industry standards!.
- Access to co-working space on demand through FlexDesk AND Work-from-home stipend.
- Hopper makes the full employer contributions to CPF for first and second year Permanent Residents.
- Carrot Cash travel stipend.
- Entrepreneurial culture where pushing limits and taking risks is everyday business.
- Open communication with management and company leadership.
- Small, dynamic teams = massive impact.
Perks and benefits of working with us:
- Well-funded and proven startup with large ambitions, competitive salary and the upsides of pre-IPO equity packages.
- Carrot Cash travel stipend.
- Hopper offers a monthly cash allowance to cover the cost of private Medical, Dental and Vision & Life insurance expenses as part of your CPC (Cost-To-Company)
- Voluntary employer contribution as part of your Employee Provident Fund (EPF)
- Very generous parental leave
- Flexdesk All Access Pass & Work-from-home stipend.
- Entrepreneurial culture where pushing limits and taking risks is everyday business.
- Open communication with management and company leadership.
- Small, dynamic teams = massive impact.
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