Engine Director, OBT Partnerships at Engine leads go-to-market strategy and execution for the OBT+ business, building and scaling TMC partnerships. The role includes deal negotiation, cross-functional collaboration, and external representation.
Responsibilities
Lead GTM strategy and execution for Engine OBT+ and its TMC partnership portfolio, segmenting and prioritizing the TMC market by size, GDS, client mix, and readiness to switch
Prospect, negotiate, and close strategic TMC partnerships, owning your book of business from first outreach through contract, implementation handoff, and early launch
Structure commercial agreements (commission, override, and content economics) and define TMC value propositions, pricing and incentive inputs, and launch plans with Product, Finance, and GTM
Translate TMC opportunities into business cases with a clear ROI (including total cost of ownership versus incumbent tools) and clear product requirements, influencing the roadmap on GDS content, agent tooling, and expense and back-office integrations
Be the main point of contact between TMC partners and Engineering, Supply, Implementation, Legal, Finance, and Support, moving deals from concept to live bookings and turning TMC and agent feedback into a repeatable sales playbook
Represent Engine at corporate-travel industry events (e.g., GBTA) and executive-level TMC meetings, building its reputation as the booking platform TMCs want to work with
What You’ll Bring to Engine
8–12+ years in business development, channel or strategic partnerships, or enterprise sales, ideally selling to or within TMCs, corporate travel, or travel technology, with a proven record of prospecting, negotiating, and closing complex deals
Experience building and executing GTM strategy for a new product or channel from zero, and comfort working independently when priorities are still being set
Strong cross-functional leadership, particularly with Product and Engineering, and the ability to build business cases that influence roadmap decisions
Excellent executive communication, negotiation, and stakeholder management skills, including representing 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
Qualification
8–12+ years in business development
Required
8–12+ years in business development, channel or strategic partnerships, or enterprise sales
