Director of Partnerships

OverseeCorporate Travel, Travel Technology

United StatesFull-TimeDirector

Salary not disclosed

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Job Details

Experience: 7–12+ years

Requirements

7–12+ years of experience in partnerships, business development, or strategic alliances
Proven track record of building or scaling a partnerships or channel function from scratch
Demonstrated ability to negotiate and close complex, multi-stakeholder partnership deals
Strong commercial acumen
Comfortable operating at both the strategic and tactical level in a fast-moving, resource-constrained environment
Experience in corporate travel, the TMC ecosystem, or travel technology strongly preferred
Familiarity with GDS, booking tools, expense platforms, or travel data ecosystems is a significant plus
Background in SaaS or API-driven products
Experience working in a growth-stage company (25–150 employees) is highly valued
Exceptional communicator and relationship builder

Responsibilities

Design and implement a scalable partnerships and channel strategy aligned with company growth goals, including a structured partner program with tiers, incentives, enablement, and GTM motion
Identify and prioritize high-impact partner segments across the TMC ecosystem; booking tools, expense platforms, GDS providers, and travel data ecosystems
Source, negotiate, and close strategic partnerships that drive revenue and product adoption, including rev share, referral, and embedded distribution agreements
Develop joint value propositions and business cases with partners, and co-sell alongside the Direct Sales Team to accelerate client-level revenue opportunities
Collaborate with Sales, Marketing, and Product to launch and scale partner-driven GTM motions, equipping partners with the messaging, tools, and support needed to generate and close pipeline
Build and manage senior relationships across partner organizations; represent Oversee at industry events and travel tech forums
Continuously map and expand the travel and TMC ecosystem to surface new partnership opportunities
Work cross-functionally with Product and Engineering to prioritize integrations and partner requirements, and with Customer Success to drive successful onboarding and expansion of partner accounts
Establish KPIs, reporting frameworks, and operating cadence for the partnerships function

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