(Associate) Director, B2B (New Business)

Klook; Los Angeles (CA); On-site; USD 140,000 - 210,000; Full time

Job summary

Klook is seeking a high-impact Head of Partnerships in Los Angeles to identify and open global B2B distribution deals with OTAs, airlines, hotel groups and mobility partners. You will own the deal from first contact to signed contract, then hand it to the launch team to grow.

This pure new-business role requires senior relationship skills, comfort with C-suite discussions, and the ability to build a multi-million dollar pipeline.

Qualifications

• Track record of opening and closing large B2B partnerships.
• Travel experience in OTA, airline, hotel, rail or mobility is preferred.
• Tours and activities background not required; category will be learned.
• Strong ability to structure net-rate or revenue-share deals.

Responsibilities

• Build the pipeline by identifying global platforms and drafting commercial cases.
• Open doors by reaching senior decision-makers and using direct outreach and events.
• Close the deal through discovery, proposals and negotiation to signed contracts.
• Hand over signed partners to the launch team and maintain originator relationship.
• Represent Klook at industry events and with partners worldwide.

Skills

Open and close B2B partnerships

Fluent English

Travel readiness

Cold outreach to C-suite

Commercial negotiation

API understanding (non-technical)

Self-directed

Willing to travel internationally

Experience in travel tech / OTA / etc.

Education

Bachelor’s degree or equivalent experience

Tools

CRM tools

Job description

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.