Director, Strategic BD – Travel, TMCs

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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 Travel & TMC partnerships from outreach and qualification through negotiation, closing, onboarding, and long-term growth • Identify, qualify, and build a high-value pipeline of Travel & TMC partnerships with potential for $50M+ annual volume • Manage named accounts, strategically tier opportunities, and self-source partnerships • Lead complex negotiations with C-suite and VP-level decision-makers • Develop deep knowledge of the Travel & TMC landscape, including market players, buying dynamics, competition, regulations, and partnership models • Serve as primary executive relationship owner for major partners after closing • Drive partner retention, expansion, and satisfaction • Collaborate with Product, Marketing, Revenue Operations, and Finance on proposals, onboarding, and partner needs • Represent Engine at relevant conferences, industry events, and executive forums • Maintain an accurate Salesforce pipeline, forecast clearly, communicate progress to leadership, and use AI and sales tools • Recruit, develop, and lead a high-performing BD team as the vertical scales

🎯 Requirements

• 10+ years of strategic BD, partnerships, or enterprise sales experience focused on Travel & TMC • Deep network and established credibility within the Travel & TMC ecosystem • Proven history of sourcing, structuring, and closing complex B2B partnerships at significant scale • Experience managing high-value portfolios and strategic accounts • Strong executive presence and ability to navigate complex organizations and C-suite conversations • Ability to work independently in ambiguous environments and create effective playbooks • Experience building, managing, or mentoring BD or sales teams • Ability to model and communicate commercial value, deal economics, partnership structures, and 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 • Opportunities for bonuses, commissions, and equity • Benefits package; full list referenced at engine.com/culture • Fully remote work option • Employer-provided resources to support success in the working environment