Director, OBT Partnerships

Your Mission
We’re seeking an OBT Partnerships Director to own go-to-market strategy and execution for the Engine OBT+ business, shaping how the company identifies, signs, and scales TMC partnerships.

You’ll build the OBT channel from the start, in one of the most entrepreneurial areas of the business. You’ll own GTM, close deals yourself, and influence the product, often before the playbook exists.

You’ll build and execute strategy, prospect and close your own book of TMC business, and serve as a senior cross-functional partner to Product, Engineering, Supply, Implementation, Legal, and Marketing. You’ll set the strategy and do the work, and you’ll represent Engine externally.

What You’ll Do

• 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