# Senior Manager, Market Development & Strategic Partnerships > American Hotel & Lodging Association · Washington, United States (Hybrid) · Full-time · Posted 2026-03-25 **Salary:** USD 85,000–95,000 **Workplace:** hybrid ## Description **About Us** Co-operated by the American Hotel & Lodging Association (AHLA) and Hotels Canada (HC), Green Key Global is a leading international environmental certification body providing standardized sustainability programs for the hotel and meetings industries. Green Key Global is entering a period of rapid expansion across North America as AHLA and HC work together to scale sustainability certification across the hospitality sector. **About the Role** Green Key Global is seeking a **Senior Manager, Market Development & Strategic Partnerships** to play a key role in accelerating certification adoption across the hospitality ecosystem. Reporting to the VP, Market Development, this role is responsible for **driving new partnerships, new member growth and strategic market expansion** across management companies, ownership groups, destination organizations, and travel ecosystem partners. This is a **sales-driven role** responsible for building pipeline, closing partnerships, and delivering measurable revenue impact. The position operates in a **high-growth environment**, requiring the ability to manage multiple projects while helping scale a rapidly expanding certification program. This position works closely with Account Managers to support partner transition, adoption visibility, and consistent execution, while remaining primarily focused on sales and market development. **Key Responsibilities** **Market Development & Sales Execution** - Own defined growth segments with clear revenue and new member growth targets - Lead the full business development lifecycle including prospecting, discovery, value positioning, proposal development, negotiation, and closing partnerships - Identify underpenetrated portfolios and develop enterprise partnership opportunities with hospitality organizations and portfolio owners. - Build structured engagement strategies for management companies, ownership groups, and associations - Build and maintain a qualified sales pipeline sufficient to achieve revenue and enrollment targets. **Destination & Ecosystem Partnerships** - Develop and execute partnership strategies with DMOs/CVBs that drive measurable property enrollments - Cultivate relationships with hospitality associations, travel buyers, and ecosystem stakeholders - Represent Green Key Global at industry conferences, trade shows, and strategic events **Partner Transition & Adoption Alignment** - Collaborate with the Account Management team to ensure smooth transition of newly established partnerships and alignment on portfolio expansion opportunities. - Ensure structured handoffs post-close and clear accountability for adoption execution **Sales Infrastructure & CRM Discipline** - Maintain disciplined HubSpot CRM pipeline management, forecasting, and reporting - Ensure leads generated through conferences, events, partner channels, and outbound outreach are documented, assigned, and actively worked - Contribute to development of sales processes, partnership launch protocols, and playbooks - Maintain accurate documentation, dashboard visibility, and reporting standards **Sustainability Value & Market Positioning** - Articulate the business case for certification using data-driven frameworks including operational efficiency, RFP competitiveness, brand positioning, and asset value - Translate market insights into feedback that strengthens the program’s value proposition **Success Metrics** - New partnership agreements signed - Partner-driven property enrollments - Portfolio penetration within enterprise partners - Pipeline coverage ratio and forecast accuracy - Revenue contribution aligned with growth targets **Knowledge & Skills Required** - Proven experience in **business development and sales in high-growth environments** - Entrepreneurial mindset with the ability to operate effectively in a small, high-growth organization where roles evolve, and priorities shift quickly. - Strong leadership and people management capabilities - Ability to manage multiple initiatives in a fast-paced growth-stage organization - Excellent communication and relationship-building skills - Strong understanding of the hospitality ecosystem including brands, ownership groups, third-party management companies, and destination organizations. - Comfortable operating in a small, high-growth team environment where sales, strategy, CRM discipline, and internal coordination often intersect. ## Requirements **Requirements** - Degree in business, hospitality, or related field (or equivalent experience) preferred - **5+ years of recent sales, business development or partnership experience, including 2+ years of hospitality industry experience** - Demonstrated success selling into hospitality ownership groups, management companies, or travel ecosystem partners - Strong commercial acumen and executive presence - Experience managing CRM systems (HubSpot preferred) and sales pipelines **Location & Travel** - Role has the flexibility to be based in our Washington, D.C. office within our Tuesday - Thursday Hybrid work environment or to be fully remote based on the candidates location. - Moderate travel required (up to 60%) **Compensation** - The targeted salary for this position is $85,000 - $95,000 USD, annual bonus up to 5% based on performance ## Benefits AHLA is an equal opportunity employer. We encourage you to apply even if your experience is not a 100% match with the position. We are looking for someone with relevant skills and experience, not a checklist that exactly matches the job description. We want to help you grow and in return, you help us grow into a stronger, more inclusive organization. We celebrate diversity and are committed to creating an inclusive environment for all employees. ## Apply [Apply at American Hotel & Lodging Association](https://apply.workable.com/american-hoteland-lodging-association/j/6892120806/apply) --- Powered by [Workable](https://www.workable.com)