Senior Flight Partnerships & Growth Lead

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

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.