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H
Director, OBT Partnerships
Hotel Engine. Lead go-to-market strategy and execution for Engine OBT+ and its TMC partnership portfolio .
About the role
Key responsibilities & impact- Lead go-to-market strategy and execution for Engine OBT+ and its TMC partnership portfolio
- Segment and prioritize the TMC market by size, GDS, client mix, and readiness to switch
- Prospect, negotiate, and close strategic TMC partnerships
- Own the book of business from first outreach through contract, implementation handoff, and early launch
- Structure commercial agreements, including commission, override, and content economics
- Define TMC value propositions, pricing and incentive inputs, and launch plans with Product, Finance, and GTM
- Translate TMC opportunities into business cases with clear ROI and total cost of ownership comparisons
- Influence the roadmap on GDS content, agent tooling, and expense and back-office integrations
- Serve as the main point of contact between TMC partners and Engineering, Supply, Implementation, Legal, Finance, and Support
- Turn TMC and agent feedback into a repeatable sales playbook
- Represent Engine at corporate-travel industry events and executive-level TMC meetings
- Build Engine’s reputation as the booking platform TMCs want to work with
Requirements
What you’ll need- 8–12+ years in business development, channel or strategic partnerships, or enterprise sales
- Ideally selling to or within TMCs, corporate travel, or travel technology
- Proven record of prospecting, negotiating, and closing complex deals
- Experience building and executing go-to-market strategy for a new product or channel from zero
- Ability to work independently when priorities are still being set
- Strong cross-functional leadership, particularly with Product and Engineering
- Ability to build business cases that influence roadmap decisions
- Excellent executive communication, negotiation, and stakeholder management skills
- Ability to represent Engine externally at conferences and industry events
- Working knowledge of TMC operations, GDS economics (Sabre, Travelport, Amadeus), and corporate travel programs is a strong plus
Benefits
Comp & perks- Competitive base pay tied to role and experience
- Equity for all employees
- Some roles eligible for bonuses or commissions
- Benefits package; full list available at engine.com/culture
- Hybrid-hub model with office-based or fully remote work environments
- Work equipment and support to succeed, as implied by the employer's commitment to providing what employees need in their work environment