Manager, Booking for Business

About Us:

At Booking.com, data drives our decisions. Technology is at our core. And innovation is everywhere. But our company is more than datasets, lines of code or A/B tests. We're the thrill of the first night in a new place. The excitement of the next morning. The friends you encounter. The journeys you take. The sights you see. And the memories you make. Through our products, partners and people, we make it easier for everyone to experience the world.

Role Title: Manager, Booking for Business - Gurgaon (Gurugram)

As the leader of the Booking.com for Business India team you will be directly involved in the successful onboarding of new and existing customers on our new travel platform.

This is an exciting opportunity to lead and grow the India market entry of the global Booking.com for Business tool. We are looking for an innovative and entrepreneurial leader who can devise strategies to sell this tool to SMEs in India and successfully convert and onboard these customers onto our platform while providing a high-touch service to selected high-value companies.

• Strategy Ownership: Develop and execute the comprehensive go-to-market strategy for Booking.com for Business across India, driving market penetration and sustainable, profitable revenue growth. Adapt the strategy to identify the right channel based on customer needs.
• Pioneer Sales & Key Accounts: This is a player-coach role. You will personally lead the most complex, high-value enterprise sales cycles while simultaneously coaching and scaling a small, dedicated sales / customer success team.
• Customer Success as a Growth Engine: Design and implement a world-class customer success (CS) motion. Your CS strategy won't just focus on retention; it will be a major driver for expansion and advocacy.
• Team & Culture Foundation: Recruit, mentor, and inspire a small, highly effective team. Instill a culture of ownership, rapid iteration, data-driven decision-making, and relentless focus on the customer.
• Cross-Functional Leadership & Collaboration: Serve as the definitive voice of the India B2B market internally, collaborating closely with Global Product, Marketing, and Operations teams to ensure our offering is locally optimized and our marketing campaigns are targeted. Enable the team to understand and embed change into daily operations and be the bridge between them and Central teams on related discussions.

• Regional Leaders (CEM, ArM, RM and HR( region specific))
• HQ/Central Teams/Change Team
• Product teams
• AE, AMs, KAMs,MTMs

• The Builder: You have a proven track record (7+ years) of building and scaling a B2B sales/customer-facing organization from an early stage, ideally within the Business Travel, SaaS, FinTech, or high-growth e-commerce sector.
• The Closer: You are a seasoned sales leader who is not afraid to roll up your sleeves and personally close deals. Experience with Challenger Sales or similar consultative methodologies is a major plus.
• The Operator: You understand that scaling requires process. You can move seamlessly between high-level strategy and deep-dive operational metrics.
• The Leader: You lead by example, are intensely ambitious for your team, and demand excellence without micromanaging. You are an expert in change management and excellent communicator in purposeful narratives for both internal and stakeholders. You are also a force multiplier by working through your teams to exceed targets and foster team camaraderie.
• The Innovator: You see market challenges as opportunities. You are comfortable challenging the status quo and quickly pivoting strategy based on market feedback and data.
• Creative thinking that drives innovation. The ability to "see around corners" and "connect the dots" that enables proactively driving the business forward, not just respond to it
• Strong interpersonal skills with ability to build and maintain a network, flexible and a positive attitude
• Ability to successfully influence external teams and coordinate customer responses
• Very strong communication and influencing skills, effectively communicate in front of small audiences and ability to influence in 1:1
• Outstanding project management skills, able to drive transformational project with large cross-functional; impact on the organization
• Managerial and leadership skills: able to lead and inspire medium size team, including senior specialists
• Strong problem solving abilities, including strong familiarity with deal structuring, negotiation and contracting processes
• Analytical with the ability to identify opportunities
• Advanced user of Microsoft Excel required
• Experience with BI tools such as Tableau, Google Analytics, or Microsoft Power BI a plus
• Proactive in taking ownership
• Flexible, ability to multi-task and strong organizational skills
• Stimulates team work, within and outside of own team

• Annual paid time off and generous paid leave scheme including: parent, grandparent, bereavement, and care leave
• Hybrid working including flexible working arrangements, and up to 20 days per year working from abroad (home country)
• Industry leading product discounts - up to ₠1400 per year - for yourself, including automatic Genius Level 3 status and Booking.com wallet credit

• Let's go places together: How we Hire
• Detailed instructions on post-application requirements including any required application materials, deadlines, portfolios, coding challenges, or other assessments as defined by BU or department.