Director, Strategic BD - Travel & TMCs

Accountabilities:

• • Own the complete lifecycle of strategic Travel & TMC partnerships, from initial outreach, qualification, and negotiation through closing, onboarding, retention, and expansion.
  • Build and manage a high-value pipeline of Travel & TMC opportunities, maintaining a strategic named-account list and prioritizing partnerships with significant commercial potential.
  • Self-source new opportunities through industry relationships, executive networks, market intelligence, and creative business development strategies.
  • Lead complex, multi-stakeholder negotiations with C-suite and VP-level executives, developing partnership structures that deliver sustainable commercial value.
  • Develop deep expertise in the Travel & TMC ecosystem, including key market players, competitive dynamics, buying behaviors, regulatory considerations, distribution models, and revenue opportunities.
  • Act as the primary executive relationship owner for major partners following close, driving retention, expansion, satisfaction, and long-term strategic value.
  • Collaborate with Product, Marketing, Revenue Operations, Finance, and other internal teams to develop tailored proposals, support onboarding, and align platform capabilities with partner requirements.
  • Represent the organization at relevant travel conferences, industry events, executive forums, and other strategic networking opportunities.
  • Maintain accurate pipeline data and forecasting in Salesforce, provide clear visibility to leadership, and leverage AI and sales technologies to improve business development efficiency.
  • Build the Travel & TMC business development organization as the vertical scales, including recruiting, mentoring, coaching, and developing a high-performing team.

  Requirements

  • 10+ years of strategic business development, partnerships, or enterprise sales experience, with a substantial focus on Travel and/or TMC organizations.
  • Deep knowledge of the corporate travel ecosystem and an established network and reputation among relevant industry stakeholders.
  • Demonstrated success sourcing, structuring, negotiating, and closing complex B2B partnerships at significant scale, rather than primarily transactional sales.
  • Experience managing high-value strategic accounts and demonstrating the ability to retain, expand, and deepen executive-level partnerships.
  • Strong executive presence and communication skills, with the ability to build trust, influence senior stakeholders, and navigate complex organizations.
  • Strong commercial and financial acumen, including the ability to model partnership economics, evaluate deal structures, communicate commercial value, and align stakeholders around contract terms.
  • Builder's mindset with the ability to operate independently, create processes and playbooks in ambiguous environments, and turn strategic opportunities into measurable business results.
  • Experience building, managing, mentoring, or scaling business development or sales teams, with a genuine interest in developing future leaders.
  • Experience in travel, fintech, SaaS, marketplace, or other technology-driven platforms is strongly preferred.
  • Ability to balance strategic thinking with relentless execution, strong ownership, organization, and follow-through.

  Benefits

  • Total target compensation (base salary plus variable): $265,000–$345,000 USD.
  • Competitive base salary determined by role, experience, expertise, and location.
  • Performance-based variable compensation, including potential bonuses and commissions.
  • Potential equity participation as part of the overall compensation package.
  • Hybrid-hub working model designed to provide flexibility based on role and location, including fully remote opportunities where applicable.
  • Access to a comprehensive benefits and perks package, with offerings varying by employment type and location.
  • An opportunity to work in a fast-growing technology environment focused on transforming corporate travel.
  • High level of ownership and visibility, with the opportunity to shape a strategic business vertical and build a team.
  • Exposure to senior executives, major industry partners, and strategic commercial initiatives.
  • Applications are accepted through November 20, 2026, or until the position is filled; early applications are encouraged.