Director, Strategic Business Development – Fintech & Payments

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🕒 July 21

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Hotel Engine

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2018

🏨 Hospitality

📦 Logistics

🛍️ eCommerce

💰 $65M Series B on 2021-12

Hospitality • Logistics • eCommerce

Hotel Engine is a powerful platform that simplifies business travel by allowing companies to easily book, manage, and save on travel needs. The platform offers access to over 750,000 hotels globally, enabling seamless reservations for various group sizes, from small teams to large corporate events. With features like centralized reporting, flexible payment options, and dedicated support, Hotel Engine aims to streamline the travel experience for both organizations and individual travelers, ensuring significant savings in time and money.

📋 Description

• Own the end-to-end lifecycle for Fintech & Payments partnerships — from initial outreach and qualification through negotiation, close, onboarding, and long-term growth. • Identify, qualify, and build a high-value pipeline of Fintech & Payments partnerships, each with the potential to reach $100M+ in annual volume. • Lead complex, multi-stakeholder deal negotiations with C-suite and VP-level decision-makers at Fintech & Payments organizations. • Develop and maintain deep knowledge of the Fintech & Payments landscape — key players, buying dynamics, competitive forces, regulatory considerations, and partnership models that unlock distribution or revenue at scale. • Serve as Engine's primary executive relationship owner for Fintech & Payments partners post-close. Drive retention, expansion, and partner satisfaction across your portfolio. • Partner with Product, Marketing, Revenue Operations, and Finance to craft tailored proposals, support partner onboarding, and ensure Engine's platform capabilities match Fintech & Payments partner needs. • Represent Engine at Fintech & Payments-relevant conferences, industry events, and executive forums. Build Engine's brand and credibility in the market. • Maintain a well-organized, accurate pipeline in Salesforce. Forecast clearly, communicate progress to leadership, and leverage tools like ZoomInfo, Outreach, and Gong to drive efficiency. • As the Fintech & Payments vertical matures and scales, recruit, develop, and lead a high-performing BD team beneath you.

🎯 Requirements

• 10+ years of strategic BD, partnerships, or enterprise sales experience with a demonstrated focus in Fintech & Payments. Deep network and established credibility within the Fintech & Payments ecosystem. • Proven history of sourcing, structuring, and closing complex B2B partnerships at significant scale — not just transactional deals. You've managed high-value portfolios and know what it takes to win and keep strategic accounts. • Strong executive presence with the ability to navigate complex organizations, build trust with senior stakeholders, and lead high-stakes conversations at the C-suite level. • You create the playbook as you go. You thrive in environments without a defined script, identify the right path forward independently, and turn ambiguity into momentum. • Experience building, managing, or mentoring BD or sales teams — and a genuine drive to scale a high-performing team as this vertical grows. • Ability to model and communicate the commercial value of complex deals. Comfortable with deal economics, partnership structures, and cross-functional alignment on contract terms. • Experience in travel, fintech, SaaS, or marketplace platforms is a strong plus. Familiarity with the corporate travel ecosystem is an advantage.

🏖️ Benefits

• Competitive base pay tied to role and experience, with opportunities for bonuses, commissions, and equity. • Check out our full list at engine.com/culture.