Key Skills

Job Description

Partnerships manager Job title: Partner manager Department: Commercial Reports to: CEO (Michiel de Vor) Location: Utrecht, at least 3 days a week in the office Do you think it is weird to stand in line at the front desk of a hotel only to ask a simple question or request? So do we. Runnr.ai, based in the heart of Utrecht (just a minute's walk from the central station), is an AI-powered guest experience platform for accommodations. We help hotels deliver seamless, personal guest experiences before, during and after the stay. Our team is a passionate group of data-driven hospitality technology professionals with experience at top tech companies like Booking.com, Catawiki and Tripaneer. We're on an exciting journey, and we want you to join us! Job purpose We're looking for a Partnerships manager to build the partner ecosystem that becomes one of Runnr.ai's main sources of new business. As we scale internationally, the right partners open doors to hotels and accommodation groups we could never reach on our own. You will work on two fronts: Consultants: you engage with the hospitality consultants and advisors who guide hotels in their technology choices, and turn them into a network that consistently recommends Runnr.ai. Technology partners: you work with partners such as PMS, restaurant booking software, task management tools and CRMs to set up integrations, and shape those partnerships so they generate leads, not just connections. This is a commercial role at heart. You have a clear target on leads generated through partners, you build joint go-to-market plans, and you work closely with the CEO, sales and product to turn partnerships into revenue. If you know the hospitality tech landscape inside out, already have a strong network in the industry, and love turning relationships into results, you'll fit right in! Key responsibilities Build the consultant ecosystem Identify and engage hospitality consultants, advisors and agencies who influence technology decisions at hotels and accommodation groups. Set up a structured referral and reseller program, with clear commercial terms, enablement materials and a simple process for passing on leads. Train consultants so they understand Runnr.ai's value and confidently recommend us to their clients. Keep the network active through regular contact, joint events, webinars and content. Grow technology partnerships Establish new integrations with technology partners and strengthen existing ones. Act as the bridge between partners and our product team: scope opportunities, align priorities and follow up until the integration is live. Turn every integration into a lead source through marketplace listings, co-marketing, joint selling and mutual referrals. Negotiate and manage partner agreements. Own the results Own the target on qualified leads generated through partners, and track and report on it in HubSpot. Prioritize partners on commercial potential and spend your time where it creates the most value. Work closely with sales on lead handovers and joint deals, and with marketing on partner campaigns. Represent Runnr.ai at industry events, trade shows and conferences. What success looks like First 3 months: a referral program is live, and partner-sourced leads are visible and reported in HubSpot. After 6 months: key integrations are generating leads, After 12 months: partners are a predictable, growing source of qualified leads for our sales team. What you bring Must haves 5+ years of commercial experience in partnerships, business development or sales in a tech company, Deep understanding of the hospitality tech landscape: you know the key players and how their systems fit together. A strong, active network within hospitality, including consultants, hotel groups and technology vendors. A proven track record of building partnerships that generate measurable pipeline and revenue. Strong negotiation, relationship-building and presentation skills. Enough technical understanding to discuss APIs and integrations with partners and our product team. An entrepreneurial, self-starting mindset: you are comfortable building a partner program from scratch. Experience with HubSpot or a similar CRM. Fluent English. Nice to haves Dutch, French and/or Spanish. Preferably experience working with an AI company or using AI in personal projects Why Runnr.ai At Runnr.ai, our core focus is delivering great guest experiences at scale, creating real value for accommodations. We value teamwork, share both failures and successes, and believe every team member contributes equally. Feedback is vital for continuous growth, and our transparent communication, agility and ambition drive us to excel. We are committed to a culture of diversity and inclusion. Don't tick every box? We still encourage you to apply, especially if you come from a background that is underrepresented in tech. We look forward to getting to know you!

Core Responsibilities

Build and manage a hospitality consultant and technology partner ecosystem, including referral programs, integrations, partner agreements, and joint go-to-market activities. Own partner-generated qualified leads, track results in HubSpot, and coordinate with sales, marketing, and product teams to turn partnerships into revenue.

Requirements

Requires at least five years of commercial experience in partnerships, business development, or sales at a technology company, along with deep hospitality technology knowledge and an active industry network. Candidates should have a track record of revenue-generating partnerships, strong negotiation and communication skills, sufficient technical understanding of APIs and integrations, HubSpot or similar CRM experience, and fluent English.