Responsibilities
- Channel Partnerships - Build and manage a multi-million dollar pipeline of consultants, agencies, and service provider channel partners who evangelize our offerings and bring in qualified leads
- Drive the full partnership lifecycle, from sourcing to signed agreement, and collaborating with Legal on terms
- Work with Product and Marketing to build offerings that highlight client outcomes
- Track performance and partner health, using data to continuously refine your strategy
- Platform Technology Partnerships - Secure lucrative integration-driven commercial agreements with key technology partners (e.g., CRMs, waiver tools, insurance platforms, pricing engines, photo solutions, AI-enhanced tools)
- Identify and lead partnerships with emerging AI providers that improve client revenue, efficiency, or guest experience
- Drive commercial negotiations and contracts in collaboration with Legal and Finance, including creative deal structures (e.g., revenue sharing, usage-based pricing, adoption incentives)
- Work hands-on with Product and Engineering to launch scalable integrations, including AI and automation solutions, bringing clear customer value hypothesis and well-structured business cases using product-led prioritization frameworks
- Create joint go-to-market strategies that position us and our partners as innovation leaders
- Distribution - Manage key distribution integrations and lead our commercial participation as founding members of the OCTO open API ecosystem to yield the most possible value from our involvement
- Provide clients from all three brands with tools and playbooks that help them thrive in an AI-accelerated distribution environment
- Monitor partner performance and optimize integrations to ensure both client and business impact
- Scout emerging channels and technologies that enhance reach and drive growth
Requirements
- 5 to 8 years of experience in business development and partnerships roles with proven ability to manage deals end-to-end, from sourcing to execution, and comfortable working with senior leaders and founders
- Extensive background in SaaS plus travel experience, attractions, and/or cultural institutions environments is a must
- Bachelor’s degree required or equivalent experience
- Well versed in working closely with product counterparts (e.g., product intake processes, product opportunity sizing, balancing tradeoffs)
- Strategic thinking, strong execution, and a high comfort level navigating emerging tech, specifically AI, automation, and no-code ecosystems to ensure our platform continues to evolve with the market
- Excellent communicator and relationship builder
Nice to Have
- Experience partnering with or building integrations into AI-powered or automation platforms is a plus
- French fluency is a strong plus
Work Arrangement
Remote (Worldwide)
