Director, Strategic BD - Travel & TMCs

Job description

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. How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best! Why Apply Through Jobgether? Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time. #LI-CL1 This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Strategic BD – Travel & TMCs based in the United States. This is a high-impact business development leadership role focused on building and scaling strategic partnerships across the corporate travel and TMC ecosystem.You will own the full partnership lifecycle, from prospecting and executive engagement through negotiation, closing, onboarding, and long-term expansion.The role combines strategic thinking with hands-on execution, giving you significant ownership over a high-value partnership portfolio.You will engage directly with C-suite and senior decision-makers while shaping complex commercial structures that create lasting mutual value.As the vertical grows, you will help establish the strategy, playbook, and team needed to scale the business.You will work cross-functionally with Product, Marketing, Revenue Operations, Finance, and other teams in a fast-moving technology environment.This is an opportunity for an experienced travel partnerships leader to help shape the future of business travel at a rapidly scaling platform.