Senior BDR - Global markets - Hospitech

SU, a brand of STAAH—Part of The Access Group

Location: Spain (required for contract purposes) · Ideally Barcelona

Work model: Fully Remote

✈️Travel: Some travel required — industry events in Europe

Reports to: SU Sales manager, Access Accommodation

ABOUT SU

SU is redefining hospitality connectivity as the distribution technology arm of STAAH — a global leader trusted by 30,000+ accommodation properties across the world. Our mission is to empower Property Management Systems (PMS), Vacation Rental platforms, and Central Reservation Systems (CRS) with best-in-class white-label API connectivity, enabling seamless integration with the world's leading OTAs including Airbnb, Booking.com, and Expedia.

Since launch, SU has doubled its partner base year-over-year for five consecutive years, backed by STAAH's 15+ years of hospitality expertise and a global team of 280+ professionals. In December 2024, SU became part of The Access Group — one of the UK's leading business software companies — unlocking significant resources to accelerate expansion across international markets.

THE ROLE

As Senior BDR for Global Markets, you will be SU's commercial engine across some of the world's most dynamic hospitality regions — from continental Europe and the Middle East to APAC and Latin America. This is a genuinely international role, spanning multiple time zones, languages, and hospitality market structures, with the US and UK handled by dedicated teams.

You will leverage your B2B SaaS sales expertise to identify, engage, and qualify high-value partnership opportunities with PMS providers, vacation rental platforms, and enterprise hotel technology companies operating outside the US and UK. The ideal candidate is a multilingual, culturally fluent sales professional who thrives in complex, consultative sales environments and is energized by the challenge of opening new markets.

This is a fully remote position. Candidates must be based in Spain for contractual reasons — ideally in Barcelona, where our European commercial presence is anchored. You will work with considerable autonomy while collaborating with an SDR on lead generation and staying tightly connected to the global SU sales and product teams. Sporadic travel is expected for European trade shows.

KEY RESPONSIBILITIES

Strategic Prospecting & Global Market Development

• Identify and pursue high-value partnership opportunities across Europe (excl. UK), Middle East, APAC, and Latin America
• Develop and execute account-based prospecting strategies tailored to the specific market dynamics of each target region
• Build territory plans and prioritize accounts by strategic fit, integration potential, and revenue opportunity across geographies
• Represent SU at key international industry events (ITB Berlin, FITUR Madrid, WTM London, TTG Rimini) to generate qualified leads and build regional presence

Complex Qualification & Consultative Discovery

• Lead in-depth discovery conversations with C-level executives, CTOs, and product leaders across multiple regions and cultural contexts
• Assess technical compatibility, integration complexity, and strategic alignment with SU's white-label connectivity solutions
• Build tailored business cases that articulate ROI and competitive advantages adapted to each prospect's local market reality
• Navigate multi-stakeholder buying processes in diverse regulatory and commercial environments
• Qualify opportunities using structured sales methodologies (MEDDPICC or equivalent)

Technical & Industry Expertise

• Demonstrate deep understanding of SU's white-label API architecture, channel management technology, and integration capabilities
• Communicate complex technical concepts clearly to both technical and non-technical stakeholders — across languages and cultures
• Stay current on hospitality technology trends across target regions: OTA dynamics, PMS market developments, vacation rental growth, and evolving API standards
• Understand the specific operational challenges faced by accommodation providers in each target market — from European independents to Middle Eastern hotel groups to APAC vacation rental platforms
• Feed structured regional market intelligence and product feedback back to the global SU product and commercial teams
• Own and manage a robust global pipeline with accurate, disciplined forecasting in Salesforce CRM
• Maintain rigorous pipeline hygiene with detailed opportunity tracking and clear stage progression across multiple regions
• Collaborate with Partner success on seamless handoffs with comprehensive qualification documentation
• Analyze pipeline metrics to identify regional trends, optimize conversion rates, and continuously refine outreach approaches
• Collaborate with SDR team, sharing global prospecting best practices and regional market guidance
• Collaborate with Customer Success and Technical teams to ensure smooth prospect-to-partner transitions worldwide
• Contribute to the development of region-specific sales playbooks and outreach sequences in partnership with the department manager

Performance Excellence

• Consistently exceed quarterly quotas for pipeline generation, qualified opportunities, and revenue contribution (quality of partners)
• Drive continuous improvement through data analysis, A/B testing of outreach strategies, and structured win/loss reviews
• Take full ownership of global territory outcomes and account-level results across assigned regions

REQUIREMENTS

• 3+ years of successful BDR or inside sales experience in B2B SaaS — preferably in hospitality tech, proptech, or enterprise software
• Based in Spain (required for contractual reasons) — ideally in or near Barcelona
• Bilingual English proficiency (required) — able to engage C-level stakeholders, run discovery calls, and write compelling outreach in English
• Fluency in at least one additional language from: Spanish, Italian, or German (required) — further European or regional languages are a significant advantage
• Proven track record of exceeding quotas and driving pipeline generation across complex, international sales environments
• Strong business acumen and a consultative, relationship-first selling approach
• Experience with advanced sales methodologies (MEDDPICC or similar)
• Proficient in Salesforce CRM and modern sales engagement tooling (LinkedIn Sales Navigator, Lusha, or equivalent)
• Self-starter with the ability to manage multi-threaded international sales cycles independently and across time zones
• High cultural intelligence and demonstrated experience engaging prospects across diverse global markets

Preferred

• Experience in hospitality technology, property management systems, or channel management / OTA connectivity solutions
• Existing network within European, Middle Eastern, APAC, or Latin American PMS or hospitality technology ecosystems
• Fluency in additional languages beyond the required minimum is particularly valued
• Understanding of API integrations, SaaS architectures, and technical partnership models
• Experience selling to technical buyers (CTOs, VPs of Engineering, Product Managers) in international contexts
• Bachelor's degree in Business, Hospitality Management, Computer Science, or a related field
• Previous quota-carrying or closing experience in a senior BDR or AE capacity

WHAT WE OFFER

Compensation

• Highly competitive base salary benchmarked to the Spanish market

Growth & Development

• A genuinely global commercial role — rare exposure to hospitality technology markets across four continents
• Access to advanced sales training and professional development programs
• Direct visibility with global leadership across the SU and Access Accommodation teams
• Fully remote role — work from home with Co-work sessions monthly
• Join a high-growth company backed by The Access Hospitality resources, brand, and stability
• Collaborative, international team spanning Europe, Oceania, India, SEA and the US
• Direct impact on the success of 30,000+ accommodation businesses worldwide
• A culture that values ownership, initiative, and results — without the overhead of a large corporate environment

SU is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We particularly welcome applications from multilingual candidates with roots in the international hospitality technology ecosystem.

Ready to take SU global? We'd love to hear from you.

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