Director, Enterprise Travel Partnerships

With Faye; United States; Hybrid; USD 180,000 - 320,000; Full time

Benefits offered by this job

Job summary

Faye is seeking a Director, National Accounts to lead pursuit and growth of strategic partnerships across the U.S. You will own the full enterprise sales cycle from prospecting to contract and launch, targeting multi-million-dollar deals with tour operators, airlines, OTAs, and travel platforms.

The role requires 7–10+ years in high-growth B2B SaaS or tech startups, exceptional executive presence, and a proven ability to close complex deals with six-to-seven-figure potential.

Qualifications

• 7–10+ years of business development, strategic partnerships, or enterprise sales experience within high-growth B2B SaaS or technology startups.
• Proven track record of independently sourcing, negotiating, and closing high-value, complex enterprise partnerships with six-to-seven-figure deal potential.
• Rapid Domain Adaptability: Demonstrated ability to quickly digest complex industry mechanics (e.g., travel, embedded fintech, insurtech) and articulate product value to domain experts.
• Executive presence to credibly consult with and influence C-suite, founder, and VP-level stakeholders.
• Strong commercial acumen to evaluate deal economics, potential ROI, contract risk, and strategic alignment.
• High bias for action and comfort operating in a fast-paced, high-growth startup environment that requires ownership, self-direction, and adaptability.
• Flawless sales operations discipline, including CRM management, pipeline hygiene, and structured deal tracking.
• Preferred (but not required): Prior experience in API-driven platforms, embedded software, fintech, insurtech, or travel technology

Responsibilities

• Identify, pursue, and close high-value strategic partnerships that support Faye’s rapid commercial growth and market expansion.
• Own the full enterprise sales cycle from outbound prospecting and initial engagement through pitch, complex commercial negotiation, contracting, and launch.
• Bring modern, tech-forward sales frameworks into every deal, helping legacy and modern travel partners realize the value of embedded digital solutions.
• Develop tailored partner strategies and structure innovative commercial terms, revenue models, and go-to-market launch plans based on each account's unique platform.
• Build and nurture strong, credibility-driven relationships with senior decision-makers, founders, and C-suite executives across prospective partner organizations.
• Partner cross-functionally with Product, Insurance, Legal, Finance, Operations, and Account Management to execute complex opportunities and shape tailored product offerings.
• Maintain rigorous pipeline discipline, data integrity, and forecasting accuracy within the CRM.
• Represent Faye as a forward-thinking technology partner at key industry conferences, events, and high-level partner meetings.

Skills

Enterprise sales

Strategic partnerships

B2B SaaS

C-suite engagement

CRM / forecasting

Deal negotiation

Tools

CRM systems

Contract management

Job description

Faye is the fastest-growing travel protection company in the U.S., and the highest-rated by travelers who use it trip after trip.

We’ve raised $100M to build the autonomous platform for traveler care: insurance, travel care, real-time information, and finance in one place, powered by AI and a team that moves fast.

We’re there for travelers throughout their entire journey, from the moment they book to the moment they’re back home.

The bar is a 6-star experience, 24/7: near-instant payouts, an award-winning app and real support when travel goes sideways. It’s hard to pull off. That’s the point.

Come build what’s next with us.

What We’re Looking For

Faye is seeking an ambitious, tech-forward, and commercially minded Director, National Accounts to lead the pursuit, development, and growth of strategic travel partnerships across the U.S. We are explicitly looking for a top-performing strategic hunter with a proven track record in high-growth B2B SaaS, enterprise technology, or venture-backed startups. You bring fresh tech-y thinking, modern deal-making playbooks, and a history of navigating complex, multi-stakeholder enterprise sales.

In this role, you will focus on securing high-value enterprise accounts—such as tour operators, cruise lines, OTAs, airlines, and travel platforms—typically targeting $5M–$15M+ in annual deal potential. Prior travel industry experience is not required. We care far more about your startup agility, enterprise closing ability, and capacity to quickly master a new vertical than a traditional travel resume. If you excel at taking a complex product, learning a new domain, and building high-revenue partnership pipelines from scratch, we want to talk to you.

Responsibilities

• Identify, pursue, and close high-value strategic partnerships that support Faye’s rapid commercial growth and market expansion.
• Own the full enterprise sales cycle from outbound prospecting and initial engagement through pitch, complex commercial negotiation, contracting, and launch.
• Bring modern, tech-forward sales frameworks into every deal, helping legacy and modern travel partners realize the value of embedded digital solutions.
• Develop tailored partner strategies and structure innovative commercial terms, revenue models, and go-to-market launch plans based on each account's unique platform.
• Build and nurture strong, credibility-driven relationships with senior decision-makers, founders, and C-suite executives across prospective partner organizations.
• Partner cross-functionally with Product, Insurance, Legal, Finance, Operations, and Account Management to execute complex opportunities and shape tailored product offerings.
• Maintain rigorous pipeline discipline, data integrity, and forecasting accuracy within the CRM.
• Represent Faye as a forward-thinking technology partner at key industry conferences, events, and high-level partner meetings.

Requirements

• 7–10+ years of business development, strategic partnerships, or enterprise sales experience within high-growth B2B SaaS or technology startups.
• A proven track record of independently sourcing, negotiating, and closing high-value, complex enterprise partnerships with six-to-seven-figure deal potential.
• Rapid Domain Adaptability: Demonstrated ability to quickly digest complex industry mechanics (e.g., travel, embedded fintech, insurtech) and articulate product value to domain experts.
• Exceptional executive presence and the ability to credibly consult with and influence C-suite, founder, and VP-level stakeholders.
• Strong commercial acumen to evaluate deal economics, potential ROI, contract risk, and strategic alignment.
• High bias for action and comfort operating in a fast-paced, high-growth startup environment that requires ownership, self-direction, and adaptability.
• Flawless sales operations discipline, including CRM management, pipeline hygiene, and structured deal tracking.
• Preferred (but not required): Prior experience in API-driven platforms, embedded software, fintech, insurtech, or travel technology