Director, OBT Partnerships — GTM & TMC Alliances

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

Benefits offered by this job

Equity

Hybrid/Remote work model

Bonuses/Commissions

Job summary

Engine is seeking a Director of OBT Partnerships to own go-to-market strategy and execution for the OBT+ business, shaping how Engine signs and scales TMC partnerships.

You'll build the OBT channel from the ground up, close deals, influence product decisions, and partner cross-functionally with Product, Engineering, Supply, Implementation, Legal, and Marketing. This role represents Engine externally.

Qualifications

• 8–12+ years in business development, channel or strategic partnerships with proven record of prospecting, negotiating, and closing complex deals.
• Experience building and executing GTM strategy for a new product or channel from zero, and comfort working independently when priorities are still being set.
• Strong cross‑functional leadership, particularly with Product and Engineering, and the ability to build business cases that influence roadmap decisions.
• Excellent executive communication, negotiation, and stakeholder management skills, including representing Engine externally at conferences and industry events.
• Working knowledge of TMC operations, GDS economics (Sabre, Travelport, Amadeus), and corporate travel programs is a strong plus

Responsibilities

• Lead GTM strategy and execution for Engine OBT+ and its TMC partnership portfolio, segmenting and prioritizing the TMC market by size, GDS, client mix, and readiness to switch
• Prospect, negotiate, and close strategic TMC partnerships, owning your book of business from first outreach through contract, implementation handoff, and early launch
• Structure commercial agreements (commission, override, and content economics) and define TMC value propositions, pricing and incentive inputs, and launch plans with Product, Finance, and GTM
• Translate TMC opportunities into business cases with a clear ROI (including total cost of ownership versus incumbent tools) and clear product requirements, influencing the roadmap on GDS content, agent tooling, and expense and back-office integrations
• Be the main point of contact between TMC partners and Engineering, Supply, Implementation, Legal, Finance, and Support, moving deals from concept to live bookings and turning TMC and agent feedback into a repeatable sales playbook
• Represent Engine at corporate-travel industry events (e.g., GBTA) and executive‑level TMC meetings, building its reputation as the booking platform TMCs want to work with

Skills

Business development

Strategic partnerships

Enterprise sales

GTM strategy

Cross-functional leadership

Executive communication

Tools

Sabre

Travelport

Amadeus

Job description

Engine is seeking a Director of OBT Partnerships to own go-to-market strategy and execution for the OBT+ business, shaping how Engine signs and scales TMC partnerships.

You'll build the OBT channel from the ground up, close deals, influence product decisions, and partner cross-functionally with Product, Engineering, Supply, Implementation, Legal, and Marketing. This role represents Engine externally.