(Associate) Director, B2B (New Business)

Klook; Barcelona; Presencial; EUR 70.000 - 120.000; Jornada completa

Descripción de la vacante

Klook seeks a results-driven partnerships hunter to sign and scale high-value B2B agreements with global OTAs, airlines, hotel groups, and mobility providers. You will own deals from first contact to signed contract, with no account management.

In this pure new-business role, you'll build the pipeline, reach senior decision-makers, and coordinate with Legal, Finance and Tech to move opportunities quickly. You should be comfortable presenting to C-suite and traveling internationally.

Formación

• Track record of personally opening and closing large B2B partnerships.
• Travel industry experience preferred — OTA, airline, hotel group, rail, mobility, travel technology or wholesale.
• Strong partnerships background; category knowledge can be taught.
• Comfortable opening cold at senior level; credible with C-suite.
• Fluent English; other languages a plus.
• Willing to travel internationally.
• Self-directed; you own your pipeline.

Responsabilidades

• Build the Pipeline: identify and size global platforms to distribute Klook experiences.
• Open Doors: reach senior decision-makers and create opportunities via outreach and events.
• Close the Deal: lead discovery, proposals, and negotiations to signed contracts.
• Hand Over: transition partners to the launch/growth team with full context.

Conocimientos

Open & close deals

Partnerships

Executive outreach

Fluent English

API basics

Descripción del empleo

About Klook

We are a leading pan-regional experiences platform in Asia Pacific, purpose built to digitalize experiences and make them accessible to every traveler.

Our mission is to build the digital infrastructure for the global experience economy — empowering merchants to share their passions and travelers to discover the heartbeat of each destination.

We operate a mobile-first, curated platform featuring diverse experiences across global destinations.

Do you share our belief in the wonders of travel? Global citizens ourselves, Klookers are not only curating memorable experiences for others but co-creating our world of joy within Klook.

We work hard and play hard, upkeeping our high-performing culture as we are guided daily by our 6 core values:

• Customer First
• Push Boundaries
• Critical Thinking
• Build for Scale
• Less is More
• Win as One

We never settle, and together, we believe in achieving greater heights and realizing endless possibilities ahead of us in the dynamic new era of travel. Care to be a part of this revolution? Join us!

Role Summary

Klook distributes its experiences inventory through some of the largest OTAs, airlines, hotel groups and travel platforms in the world. It is one of the fastest-growing parts of our business — and the partners we haven't signed yet are the ones that will define its next phase.

This role exists to sign them.

It is a pure new business role. You'll identify, open and close the partnerships that matter most: global OTAs, airline and hotel groups, rail and mobility operators, super-apps, loyalty programmes and fintech platforms. You'll own each deal from first contact to signed commercial contract, then hand it to the team that takes it live and grows it.

No account management. Your job is to bring in what isn't here yet.

What You'll Do

Build the Pipeline

• Identify and size the platforms globally that should be distributing Klook experiences and aren't.
• Build the commercial case for each — audience fit, category fit and volume potential.
• Prioritise ruthlessly by opportunity size and strategic value.

Open Doors

• Reach senior commercial decision-makers at target partners.
• Create opportunities through direct outreach, industry events and your own network.
• Establish Klook's positioning with partners who may not yet know what we can offer them.

Close the Deal

• Lead partners through discovery, commercial proposal, technical scoping and negotiation.
• Structure commercial terms that work for both sides and protect margin.
• Work across Legal, Finance and Technology to move from first conversation to signed contract at pace.

Hand Over

• Transition each signed partner to the team that will launch and grow it.
• Leave the context, relationships and commitments fully documented.
• Stay available as the relationship's originator without holding the account.

Represent Klook

• Senior-level representation at industry events and with partners worldwide.
• Bring market and competitor intelligence back into the business.

What You'll Need

• A track record of personally opening and closing large B2B partnerships. We care far more about the deals you've signed than the years on your CV. Tell us about the biggest one and exactly how you got it.
• Travel experience preferred — OTA, airline, hotel group, rail, mobility, travel technology or wholesale. If you've run partnerships for a hotel OTA, the counterparts you were chasing are largely the counterparts we're chasing.
• A tours and activities background is not required. We will teach you the category.
• We're equally open to strong partnerships operators from adjacent sectors — fintech, loyalty, telco, super-apps and marketplaces — where the counterpart and the deal shape are similar.
• Comfortable opening cold at senior level, and credible in the room with a C-suite audience.
• Commercially fluent. You can structure a net rate or revenue-share deal and defend the margin in it.
• Enough understanding of API and technical distribution to scope an integration conversation without an engineer in the room. You don't need to be technical.
• Self-directed. This is the only new business role on the team — nobody will fill your pipeline for you.
• Willing to travel internationally.
• Fluent English. Additional languages a strong plus.

Klook is proud to be an equal opportunity employer. We hire talented and passionate people of all backgrounds. We believe that a joyful workplace is an inclusive workplace, one where employees from all walks of life have an equal opportunity to thrive. We’re dedicated to creating a welcoming and supportive culture where everyone belongs.

Klook does not accept unsolicited resumes from any temporary staffing agency, placement service or professional recruiter (“Agency”). Klook will not be responsible for, and will not pay, any fees, commissions or other payments related to such unsolicited resumes.

An Agency must obtain advance written approval from Klook’s Talent Acquisition Team to submit resumes, and then only in conjunction with a valid fully-executed agreement for service and in response to a specific job opening for which the Agency has been requested to submit resumes for. Klook will not be responsible for, and will not pay, any fees, commissions or other payments to any Agency that does not have such agreement in place or does not comply with the foregoing.