Director, OBT Partnerships

Ladders; United States; Remote; USD 195,000 - 230,000; Full time

Benefits offered by this job

Equity

Hybrid work model

Comprehensive benefits

Bonus potential

Professional growth

Job summary

Ladders is seeking a Director, OBT Partnerships to lead strategic partnerships in online booking and travel management. Remote work is supported, with a focus on building a scalable go-to-market motion and turning partner opportunities into clear commercial agreements.

You will align value propositions and pricing, translate market needs into product requirements, and collaborate across Product, Engineering, and commercial teams to drive growth.

Qualifications

• 8-12+ years in business development or strategic partnerships, preferably in TMCs or corporate travel.
• Proven track record in prospecting, negotiating, and closing complex deals.
• Experience building and executing go-to-market strategies from scratch.
• Strong cross-functional leadership with Product and Engineering teams.
• Excellent communication and stakeholder management, especially externally.
• Familiarity with TMC operations and GDS economics is a plus.

Responsibilities

• Lead go-to-market strategy and execution for online booking and travel management partnerships.
• Prospect, negotiate, and close strategic travel management partnerships, managing the full deal cycle.
• Structure commercial agreements and define partner value propositions and pricing.
• Translate partner opportunities into business cases with clear ROI and product requirements.
• Serve as the main liaison between partners and internal teams, facilitating deal progression.
• Represent the organization at industry events and executive-level meetings to strengthen market presence.

Skills

Business development

Strategic partnerships

Go-to-market

Cross-functional leadership

Communication skills

Stakeholder management

Negotiation

GDS knowledge

Job description

For our client, we are seeking a Director, OBT Partnerships to join the team of a leader in the Enterprise Technology space.

This leader will own strategic partnership development for online booking and travel management relationships, with a focus on building a scalable go-to-market motion. The role will turn partner opportunities into clear commercial agreements, align value propositions and pricing, and translate market needs into actionable product requirements. It will also serve as a key connector across external partners and internal Product, Engineering, and commercial teams to drive growth.

Location: Remote

Compensation: $195,000 – $230,000 annually

Responsibilities

• Lead go-to-market strategy and execution for online booking and travel management partnerships
• Prospect, negotiate, and close strategic travel management partnerships, managing the full deal cycle
• Structure commercial agreements and define partner value propositions and pricing
• Translate partner opportunities into business cases with clear ROI and product requirements
• Serve as the main liaison between partners and internal teams, facilitating deal progression
• Represent the organization at industry events and executive-level meetings to strengthen market presence

Qualifications

• 8-12+ years in business development or strategic partnerships, preferably in TMCs or corporate travel
• Proven track record in prospecting, negotiating, and closing complex deals
• Experience building and executing go-to-market strategies from scratch
• Strong cross-functional leadership skills, especially with Product and Engineering teams
• Excellent communication and stakeholder management abilities, particularly in external settings
• Familiarity with TMC operations and GDS economics is a plus

Benefits

• Competitive base pay with equity for all employees
• Hybrid work model to support diverse work environments
• Access to a comprehensive benefits package
• Potential for bonuses or commissions based on role
• Opportunities for professional growth and development

Our client is an equal opportunity employer. We encourage you to apply even if you don’t meet every qualification—your background could be exactly what this team needs.