Director of Partnerships
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Job Description
Director of Partnerships scaling the travel advisor channel for a growing travel and tour company. Building national partnerships, activating field sales, and driving profitable revenue growth.
Responsibilities:
- Develop and execute the strategy for expanding the company's travel advisor and strategic partnership channel
- Build annual operating plans, budgets, revenue targets, and investment priorities
- Identify and prioritize partnerships and markets with the greatest growth potential
- Monitor channel performance and adjust strategy based on revenue, profitability, pipeline, and market opportunity
- Build and manage a pipeline of high-value partnership opportunities
- Develop relationships with senior executives, owners, and decision-makers across priority organizations
- Lead partnerships from outreach and business development through business cases, negotiation, contracting, launch, and ongoing growth
- Personally manage major national partnerships and selected strategic accounts
- Develop joint business plans, executive reviews, growth strategies, and renewal plans
- Establish partner economics across commissions, marketing, inventory, service, technology, and reporting
- Work cross-functionally with Operations, Product, Inventory, Client Services, Technology, and Marketing to support and scale partnerships
- Define tools, processes, service standards, reporting, and technology for a strong partner experience
- Translate partner needs into internal priorities while maintaining sound economics and operational discipline
- Establish roles between national partnership management and local Business Development activity
- Equip and mobilize 30+ Business Development Managers to develop local relationships and drive advisor engagement
- Establish expectations, sales routines, training, and accountability for partner activation
- Use CRM and performance data to improve activation, conversion, and revenue
- Develop and oversee strategy for conferences, trade shows, partner events, and industry activities
- Plan executive engagement, follow-up, and measurement of event ROI
- Coordinate across Sales, Marketing, Operations, Product, Technology, and other internal teams
Requirements:
- 10+ years of experience in U.S. leisure travel sales, strategic partnerships, national accounts, business development, or a closely related field
- Deep understanding of the U.S. travel advisor ecosystem and established relationships with senior leaders across relevant distribution organizations
- Proven success sourcing, negotiating, launching, and growing national partnerships that generate measurable revenue
- Strong commercial understanding of partner economics, budgets, forecasting, business cases, and revenue growth
- Experience working with or mobilizing a distributed field sales organization
- Demonstrated ability to influence and coordinate senior stakeholders across multiple functions without direct authority
- Strong CRM discipline and experience using data to manage pipelines, forecasts, account plans, and performance
- HubSpot or Salesforce experience preferred
- Exceptional executive communication, presentation, relationship-building, and negotiation skills
- Comfortable operating in a fast-moving environment while being strategic and hands-on
- Strong ownership mentality with the ability to move opportunities forward without waiting for perfect conditions
- Experience with group travel, escorted tours, river cruises, travel advisor distribution, host agencies or consortia, AAA or affinity organizations, travel booking technology, or travel industry conferences and events is a plus
- Must be living in the United States
- Must be a U.S. citizen or Green Card holder
- Must be legally authorized to work in the United States without current or future sponsorship
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