Sr. Strategic Partner Manager, Lodging

About the Role

As Sr. Strategic Partner Manager, Lodging, you will own a portfolio of regional hotel chain partnerships, working directly with centralized brand teams, franchise and ownership networks, and regional revenue leadership to drive chain-wide growth and expansion.

These regional chains have a central brand organization and franchise network similar to larger global brands, but with a footprint concentrated in one country or region. Your mandate is to take Engine's existing presence within these organizations and turn it into a complete, standardized partnership - expanding rate health, distribution adoption, and marketing campaign spend across their properties.

This is a highly strategic, commercially focused role. You will lead executive-level relationships and negotiations, build chain-level account strategies, and translate market data into compelling business cases that drive measurable revenue growth. You will be accountable for incremental net revenue generated through rate health across your book, as well as advertising revenue consumption.

Regional hotel chains often operate with lean central teams, so success requires a proactive, hands-on approach to building relationships and driving adoption across corporate leadership, franchise owners, and individual properties. You'll also help establish the playbook for how Engine scales its regional chain partnerships, creating repeatable processes and strategies that can be adopted across the team.

This is an individual contributor role for an experienced commercial leader who brings executive presence, strong analytical instincts, and the ability to operate independently in a fast-moving environment.
What You'll Do

• Own a portfolio of regional hotel chain partnerships end-to-end, developing and executing account strategies that drive chain-wide growth and expansion
• Build relationships across centralized brand organizations, franchise and ownership groups, and regional revenue leadership to expand Engine's presence across each chain
• Lead chain-level commercial negotiations and executive business reviews, including QBRs and monthly performance reviews
• Identify opportunities to improve rate health, expand distribution adoption, and grow advertising and campaign spend across properties
• Develop data-backed business cases that demonstrate the value of Engine's platform and influence senior-level commercial decisions
• Build and maintain strategic account plans, prioritizing opportunities and allocating time based on commercial potential and partner value
• Create a repeatable playbook for regional chain partnerships, including activation criteria, rate and campaign motion templates, and QBR frameworks
• Document, share, and continuously refine successful approaches so other Strategic Partner Managers can apply them
• Serve as a subject matter expert and escalation point for complex chain partnerships, providing guidance and peer support to other sellers
• Partner cross-functionally with Product, Marketing, Data, and Support to drive partner outcomes and address operational or product-related challenges
• Collaborate with Acquisition on new chain handoffs and own the transition of newly activated partnerships into the Growth organization
• Maintain disciplined account plans, Salesforce pipeline management, forecasting, and predictable operating cadences

What We're Looking For

• 7+ years of B2B sales or account management experience in travel, hospitality, or adjacent supply-side markets, with a demonstrated track record managing multi-property accounts
• Direct experience selling to or managing franchised or regional hotel chains, including relationships with centralized brand teams and independent franchise or ownership groups
• Proven ability to build relationships and influence senior executive stakeholders, including VP of Sales, VP of Marketing, and President-level decision-makers
• Demonstrated success negotiating commercial opportunities and driving revenue growth, adoption, or expansion across multi-property organizations
• Experience developing and scaling repeatable sales or account management processes that have been adopted by others
• Strong analytical and commercial acumen, with the ability to use market data to build compelling, chain-level business cases and demonstrate ROI
• Consultative problem-solving skills and comfort navigating ambiguity, particularly within complex partner organizations
• Strong executive presence, communication, and stakeholder management skills
• High ownership and operating discipline, including maintaining accurate Salesforce pipelines, forecasts, and consistent account management cadences
• A builder mindset and the ability to operate independently while contributing to the broader team's success

Nice to Have

• Experience working with regional hotel franchisors, property management groups (PMGs), or multi-property ownership organizations
• Familiarity with hotel distribution, negotiated rate programs, and marketing or advertising campaigns
• Advanced business and financial acumen
• Experience mentoring or serving as a subject matter expert for other senior sellers

Applications for this role will be accepted through February 9, 2027 or until the role is filled. We encourage you to apply early, as we may begin reviewing applications before the deadline.

OTE Compensation
In addition to a competitive base salary, our listed compensation range includes the estimated variable target. Your OTE (on-target earnings) are based on several factors including your experience, expertise, and location. In addition, all roles receive equity. Your recruiter will share your complete compensation package as you move through the process.

Total OTE Range (Base Salary + Variable)

$160,000-$215,000 USD

The Engine Edge: Perks & Compensation
We believe in rewarding great work with great benefits:

• Compensation: Competitive base pay tied to role and experience, with equity for all employees. Some roles are also eligible for bonuses or commissions.
• Benefits: Check out our full list at engine.com/culture
• Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we'll make sure you have what you need to succeed.

Perks and benefits may vary based on employment type, location, and more