Director, OBT Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead the go-to-market strategy and implementation for Engine OBT+ along with its TMC partnership portfolio.

• Identify and rank the TMC market based on size, GDS, client mix, and willingness to transition.

• Identify, negotiate, and finalize strategic TMC partnerships.

• Manage the entire business relationship from initial outreach to contract signing, implementation transition, and early launch.

• Formulate commercial agreements, encompassing commission structures, overrides, and content economics.

• Establish TMC value propositions, pricing, incentive structures, and launch strategies in collaboration with Product, Finance, and GTM teams.

• Convert TMC opportunities into compelling business cases, highlighting clear ROI and total cost of ownership comparisons.

• Shape the roadmap concerning GDS content, agent tools, and integrations for expenses and back-office functions.

• Act as the primary liaison between TMC partners and teams in Engineering, Supply, Implementation, Legal, Finance, and Support.

• Transform TMC and agent insights into a consistent sales playbook.

• Represent Engine at corporate travel industry events and high-level TMC meetings.

• Enhance Engine’s reputation as the preferred booking platform for TMCs.

⛳️ Requirements

• 8–12+ years of experience in business development, channel or strategic partnerships, or enterprise sales.

• Preferably experience selling to or within TMCs, corporate travel, or travel technology sectors.

• Demonstrated success in prospecting, negotiating, and closing complex deals.

• Proven experience in creating and executing go-to-market strategies for new products or channels from the ground up.

• Capability to work autonomously while priorities are being established.

• Strong cross-functional leadership skills, especially in collaboration with Product and Engineering teams.

• Ability to create business cases that can impact roadmap decisions.

• Exceptional executive communication, negotiation, and stakeholder management capabilities.

• Competence to represent Engine at conferences and industry events.

• Familiarity with TMC operations, GDS economics (Sabre, Travelport, Amadeus), and corporate travel programs is a significant advantage.

🏝️ Benefits

• Competitive base salary aligned with the role and experience level.

• Equity opportunities available for all employees.

• Some positions may qualify for bonuses or commissions.

• Comprehensive benefits package; full details can be found at engine.com/culture.

• Hybrid-hub model allowing for office-based or fully remote work environments.

• Provision of work equipment and support to ensure employee success, reflecting the employer's commitment to meeting workplace needs.