Senior Account Manager (Flight B2B)

Traveloka; Indonesia; On-site; IDR 90,000,000 - 150,000,000; Full time

Job summary

Traveloka is seeking a Senior Account Manager within Traveloka Partners Network Flight to own sell-side strategy for flight API partnerships, driving volume and revenue growth across our partner portfolio. You will lead a small team of account managers and collaborate cross-functionally with Product, Engineering, Pricing and Finance.

You will build and manage pipelines, optimize existing relationships, and advocate for data-driven improvements to pricing, content, and service levels.

Qualifications

• 8–12 years of experience in travel commercial roles, with a strong track record of growing and retaining large B2B accounts (quota or P&L ownership).
• Able to manage senior partner stakeholders and negotiate commercial agreements independently.
• People management experience or readiness to step into a first leadership role.
• Work directly with data to find and defend growth opportunities, backed by strong commercial acumen.

Responsibilities

• Own revenue, GBV, and margin targets for the live TPN flight partner portfolio; run the account plan, forecast, and quarterly business reviews for each strategic partner.
• Grow production within existing accounts — increase share of wallet, expand route and market coverage, improve look-to-book and conversion, and reduce look-to-book waste and booking failures.
• Diagnose partner performance with data: funnel and conversion analysis, pricing competitiveness versus the partner's other suppliers, content and ancillary attach, cancellation and refund behavior.
• Serve as the escalation and relationship owner for named partners, coordinating operational, technical, and settlement issues to resolution.
• Drive commercial hygiene: contract renewals, credit and payment terms, incentive and rebate structures, and disciplined margin management with Pricing and Finance.
• Build and qualify a pipeline of new flight API demand partners across priority markets; lead pitch, commercial negotiation, and contracting through to first booking.
• Position TPN's flight API value proposition — content breadth, pricing, ancillaries, servicing, and reliability — against competing aggregators and consolidators.
• Own partner onboarding and integration in partnership with Product and Engineering, and ramp new accounts to target production.
• Lead, coach, and develop a team of account managers; set targets, cadence, and performance standards.
• Translate partner demand into a prioritised product and API roadmap input; represent the sell side in supply, pricing, and platform decisions.

Skills

Account management

Leadership

Data analytics

Negotiation

Cross-functional collaboration

Tools

SQL

BI tools

Job description

About Traveloka

Traveloka is Southeast Asia's leading travel and lifestyle super-app. We connect tens of millions of travellers across the region with flights, hotels, experiences, financial services, and more — all from a single platform. Since our founding in 2012, we have expanded to eleven markets, processed billions of dollars in transactions, and built one of the most recognised consumer brands in the region.

Job Description

Job ID: MJ000315

About Traveloka

Traveloka is Southeast Asia's leading travel and lifestyle super-app. We connect tens of millions of travellers across the region with flights, hotels, experiences, financial services, and more — all from a single platform. Since our founding in 2012, we have expanded to eleven markets, processed billions of dollars in transactions, and built one of the most recognised consumer brands in the region. We move fast because the region demands it. Southeast Asia is young, mobile-first, and growing faster than almost anywhere else on earth. We are not transplanting a Western playbook — we are writing a new one, from scratch, for a market that does not look like anywhere else — and we are calling for people who want to be part of that.

About The Team

Traveloka Partners Network (TPN) is the dedicated B2B distribution arm of Traveloka. TPN specializes in powering external business partners with Traveloka’s extensive travel inventory, infrastructure, and technology—enabling seamless API integrations for partners to distribute travel content globally.

About The Job

As the Senior Account Manager in TPN Flight, you will own the sell‑side commercial strategy for TPN as a flight API supplier. Your core mandate is driving volume and revenue growth across our existing portfolio of partners—including strategic e‑commerce platforms, super‑apps, OTAs, TMCs, and global resellers—while selectively building new distribution pipelines. This role combines commercial strategy, account optimization, and people leadership (split roughly 70% account management & portfolio scaling, 30% strategic business development). You will also manage a small team of account managers and collaborate cross‑functionally with Product, Engineering, Flight Supply, Pricing, and Finance.

Account Management & Scaling (70%)

• Own revenue, GBV, and margin targets for the live TPN flight partner portfolio; run the account plan, forecast, and quarterly business reviews for each strategic partner.
• Grow production within existing accounts — increase share of wallet, expand route and market coverage, improve look‑to‑book and conversion, and reduce look‑to‑book waste and booking failures.
• Diagnose partner performance with data: funnel and conversion analysis, pricing competitiveness versus the partner's other suppliers, content and ancillary attach, cancellation and refund behavior.
• Serve as the escalation and relationship owner for named partners, coordinating operational, technical, and settlement issues to resolution.
• Drive commercial hygiene: contract renewals, credit and payment terms, incentive and rebate structures, and disciplined margin management with Pricing and Finance.

Business Development (30%)

• Build and qualify a pipeline of new flight API demand partners across priority markets; lead pitch, commercial negotiation, and contracting through to first booking.
• Position TPN's flight API value proposition — content breadth, pricing, ancillaries, servicing, and reliability — against competing aggregators and consolidators.
• Own partner onboarding and integration in partnership with Product and Engineering, and ramp new accounts to target production.

Team & Cross‑Functional Leadership

• Lead, coach, and develop a team of account managers; set targets, cadence, and performance standards.
• Translate partner demand into a prioritised product and API roadmap input; represent the sell side in supply, pricing, and platform decisions.

Job Requirements

• You have 8–12 years of experience in travel commercial roles, with a strong track record of growing and retaining large B2B accounts (quota or P&L ownership).
• You manage senior partner stakeholders and negotiate commercial agreements independently.
• You bring people management experience, or clear readiness to step into a first leadership role.
• You work directly with data to find and defend growth opportunities, backed by strong commercial acumen.

Advantageous

• You have experience with API supply and B2B flight distribution — GDS, NDC, consolidators, aggregators, or OTA/TMC integrations.
• You have exposure to airfare pricing, yield, or margin management.
• You bring hands‑on analytics capability (SQL, BI tools) and experience running funnel or conversion diagnostics.
• You are familiar with Southeast Asian e‑commerce and super‑app partnership models.

Join Us

If you have read this far and felt something click — the problem, the scale, the moment — we would like to hear from you. We review every application. If your background is a strong fit, you will hear from us within 5 business days. We are building the kind of company where strong people choose to stay because the work keeps getting bigger and better.