Commercial Partnerships Lead

Job description

- Who we’re looking for: A commercially driven partnerships specialist to lead and optimise Tillo’s indirect retail content supply across international markets outside North America. - The challenge: To build relationships with gift card aggregators to improve our country coverage at the right commercial terms. - Where you’ll work: This role will be based in our London office 2 days a week 🏢 The Tillo Difference https://www.tillo.io/the-tillo-difference We're in the business of rewards and incentives, so we know a thing or two about the importance of giving back. We can't grow as a business without growing as individuals, so we are committed to providing a workplace where passionate, driven individuals can thrive. We value collaboration, trust, positivity, and a willingness to learn - only by working as a team will we reach our goals. We’re the market leader in the UK and are active in a number of other markets including USA, Europe, Australia and India. 🌎 Job Summary: We’re looking for a commercially driven partnerships specialist to lead and optimise Tillo’s indirect retail content supply across international markets outside North America. In this role, you’ll manage and develop relationships with gift card aggregators, distributors and indirect content partners, helping Tillo access the right retail brand content in the right markets and at the right commercial terms. You’ll play a key role in expanding our country coverage, improving indirect margins, supporting buyer demand and unlocking new commercial opportunities across our brand and buyer ecosystem. This is not a direct brand acquisition role. Instead, you’ll focus on identifying and managing the best indirect routes to retail content, ensuring our aggregator relationships are commercially strong, strategically prioritised and aligned to Tillo’s growth plans. DAY TO DAY THIS ROLE WILL - Lead Tillo’s indirect retail content sourcing activity across international markets outside North America. - Manage and optimise relationships with gift card aggregators, distributors and indirect content partners. - Identify new routes to retail brand content where direct relationships are not currently available or commercially viable. - Support country expansion by mapping content gaps, market opportunities and indirect supply options. - Improve indirect margins through negotiation, route optimisation and better commercial terms. - Build a clear view of aggregator capabilities, market coverage, brand access, commercials and performance. - Work closely with Account Management, Sales and Brand Partnerships to understand buyer demand and translate this into content sourcing priorities. - Lead commercial negotiations with indirect partners, including pricing, terms, renewals and performance expectations. - Maintain a clear pipeline of content sourcing, aggregator and expansion opportunities in the CRM. - Monitor partner performance using key metrics including margin, coverage, availability, buyer demand and commercial impact. - Work cross-functionally with Product, Operations, Finance, Legal and Technology to support implementation and scalability. - Represent Tillo externally with aggregators, distributors and industry partners at relevant meetings, events and trade shows. WHAT WE’RE LOOKING FOR Essential: - Proven experience in the gift card industry is essential for this role. - Strong understanding of gift card aggregators, distributors and indirect supply routes. - Experience negotiating commercial terms, pricing and margin improvements. - Strong commercial judgement and a clear understanding of margin drivers. - Experience managing external commercial partnerships. - Ability to identify content gaps, market opportunities and buyer demand. - Confident using data to prioritise opportunities and track performance. - Excellent relationship-building and stakeholder management skills. - Highly organised and able to manage multiple partners, markets and priorities. - Self-starter who can take ownership and drive outcomes independently. - Strong written and verbal communication skills. Desirable: - International gift card experience, particularly outside North America. - Existing network across gift card aggregators, distributors, processors or retail content providers. - Experience supporting new country or market expansion. - Experience improving indirect supply routes or partner margins. - Experience in rewards, incentives, loyalty, payments, fintech or B2B2C platforms. - Experience using CRM and reporting tools to manage pipeline and performance. BENEFITS We offer all our employees trust and empower our team to work with flexibility and autonomy. We’re a close-knit team and love working collaboratively, with our hybrid model, our team can come together at our fantastic office in Hove, but also focus in their own space. The Tillo team are a motivated bunch and we all work hard to push Tillo forwards, always innovating. We completely understand the importance of work/life balance and offer a supportive and collaborative working environment with the following benefits: - Enhanced annual leave of 26 days per annum (plus an additional day for your birthday 🎂) - Private Medical care through Bupa - Employee Incentive Scheme - Access to Tillo’s Storefront with discounts & gift card vouchers - Hybrid Working - Top spec equipment including laptop, mouse, keyboard, monitor - Anniversary gifts - Monthly breakfasts, drinks, snacks and events - Team Learning & Development budget ABOUT TILLO Tillo makes gift cards, rewards, and incentives simple, efficient, and profitable. Operating in over 37 markets and 25 currencies, Tillo processes billions in gift card transactions through a single, plug-and-go API, powering rewards and incentives for the world’s leading businesses. Backed by Tenzing, Tillo is setting the global standard for digital gift card infrastructure. Diversity, Equity, and Inclusion Statement We are committed to fostering a diverse and inclusive workplace where everyone feels valued and respected. We welcome applications from individuals of all backgrounds, regardless of age, disability, gender identity, marital status, race, ethnicity, religion or belief, sex, or sexual orientation. If you require any reasonable adjustments during the recruitment process, please let us know, and we will be happy to accommodate your needs.