Director, Lodging Partner Acquisition

About the Role

Engine is looking for a Director, Lodging Partner Acquisition to source, structure, and close net-new lodging supply partnerships that expand the rate content, coverage, and economics available on the Engine platform.

This is a full-cycle hunter role. You will identify and win new supply partners across supply aggregators and distribution partners, property management groups (PMGs), hotel chains, and large independent and complex properties — including casinos, resorts, and destination properties.

You’ll acquire supply across Engine’s growing set of booking products and distribution surfaces — spanning transient, group, and API-based channels (including Groups and Omni) — matching partners to where they fit best. Each is a distinct surface with its own content, and part of your role is structuring agreements that fit how each partner can best participate.

You will own each opportunity from first conversation through signed, activated agreement: building the pipeline, engaging supplier executives, structuring the commercial deal, and driving it live in partnership with our connectivity, onboarding, product, and Partner Success teams. Once a partner is signed and activated, you hand off ongoing account management and growth to Partner Success and move to the next target.

What You’ll Do

• Own net-new supply acquisition end to end: source, qualify, negotiate, close, and drive to activation new lodging supply partnerships across aggregators and distribution partners, PMGs, chains, and large or complex independent properties.
• Acquire supply across Engine’s surfaces: win supply for the core transient platform, Groups, and Omni (API), treating each as a distinct surface with its own content and structuring agreements accordingly.
• Build and manage a supply pipeline: develop a named target list across supply categories and Engine product lines, tier opportunities by rate-content and net-direct-revenue potential, and self-source with creativity and urgency.
• Lead executive-level deal-making: run complex, multi-stakeholder negotiations with commercial, revenue-management, and distribution leaders at supplier organizations, structuring agreements (direct rates, commissions/overrides, net-rate/contracted content, connectivity terms) that are commercially sound and durable.
• Build commercial and distribution fluency: develop a strong working command of lodging distribution economics, rate/content models, connectivity paths, and supplier incentives, and use it to identify where Engine can unlock differentiated content.
• Drive deals to activation, not just signature: partner with Connectivity, Onboarding, Product, and Finance to ensure signed agreements go live and produce consumed net direct revenue, then hand off cleanly to Partner Success.
• Represent Engine in market: carry Engine’s supply story at industry events and executive forums, building credibility and relationships across the lodging ecosystem.
• Maintain pipeline rigor: keep an accurate, well-organized pipeline and forecast, and communicate progress and risks clearly to leadership.

What You’ll Bring

• 8+ years in business development, commercial partnerships, or enterprise/strategic sales, with a demonstrated focus on winning net-new business — not managing an inherited book.
• A proven hunter track record: sourcing, structuring, and closing complex, high-value commercial agreements at meaningful scale. You find the opportunity, build the relationship, and drive it to signed.
• Executive presence and negotiation strength: credibility with senior stakeholders and the ability to lead complex, multi-stakeholder negotiations to a durable close.
• Commercial acumen: able to model and defend deal economics, structure creative terms, and align cross-functional partners on terms and execution.
• A builder’s mindset: comfort creating the playbook, operating without a defined script, and turning ambiguity into signed, activated deals.
• Fast learner with commercial curiosity: able to get up to speed quickly on lodging distribution and supplier economics (rate and content models, commissions/overrides, connectivity), even if you haven’t worked in them before.
• Bonus: experience in travel, hospitality, lodging, marketplaces, or other supply/distribution businesses, and existing relationships across chains, PMGs, property groups, or distribution partners.