Senior Director, National Travel Partnerships

Faye Stg; United States; Hybrid; USD 150,000 - 210,000; Full time

Job summary

Faye seeks a relationship-driven Director, National Accounts to source, develop, and close high-value partnerships in the U.S. travel market. This senior IC role focuses on wholesale-oriented organizations and represents $5M–$15M+ in potential annual travel insurance sales.

The candidate will own the BD cycle end-to-end, leveraging an active industry network to close complex partnerships and navigate long sales cycles.

Qualifications

• 10+ years of business development or enterprise sales experience in travel, travel insurance, travel tech, cruise, wholesale, or OTA industries.

Responsibilities

• Identify, source, pursue, and close high-value travel partnerships.
• Build a self-generated pipeline through industry relationships and events.
• Own the full BD cycle from prospecting to contract execution and launch.
• Develop tailored partner strategies and negotiate terms and launches.
• Lead commercial negotiations on commissions, product needs, and launch plans.
• Build relationships with senior decision-makers across large partner organizations.
• Collaborate with product, legal, finance, and ops teams to advance opportunities.
• Represent Faye at industry events and partner meetings.

Skills

Enterprise sales

National accounts

Business development

Executive presence

CRM discipline

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 a relationship-driven, commercially minded Director, National Accounts to personally source, develop, and close high-value strategic partnerships across the U.S. travel market.

This is a senior individual contributor role with no direct reports. The Director will serve as a strategic hunter, building their own pipeline and owning the full business development cycle for large, complex opportunities—typically representing $5M–$15M+ in potential annual travel insurance sales.

The role will focus on wholesale-oriented organizations, including tour operators, cruise lines, OTAs, airlines, travel technology platforms, and other large travel companies. The ideal candidate brings an active industry network, a demonstrated ability to independently close complex partnerships, and the drive to navigate long sales cycles with substantial personal ownership.

Responsibilities

• Personally identify, source, pursue, and close high-value strategic travel partnerships.
• Build and manage a self-generated pipeline through existing industry relationships, targeted prospecting, networking, and industry events.
• Own the full business development cycle, from prospecting and relationship development through pitch, negotiation, contracting, and launch.
• Develop tailored partner strategies, negotiating commercial terms, commission structures, and launch plans based on each account's unique needs.
• Lead commercial negotiations involving commission structures, integration requirements, product needs, and launch plans.
• Build strong relationships with senior decision-makers and key influencers across large partner organizations.
• Partner cross-functionally with Product, Insurance, Legal, Finance, Operations, and Account Development to advance complex opportunities.
• Collaborate with the Product/Insurance team to propose custom products or coverage enhancements tailored to large national accounts.
• Maintain strong pipeline discipline, forecasting accuracy, and clear communication regarding opportunity status.
• Represent Faye at industry conferences, networking events, and strategic partner meetings.

Requirements

• 10+ years of business development, strategic partnerships, national accounts, or enterprise sales experience within the travel, travel insurance, travel technology, cruise, wholesale, or OTA industries. Industry experience and connections are a must-have.
• Proven ability to source, develop, negotiate, and close high-value partnerships while navigating longer sales cycles and multi-stakeholder decision processes.
• A strong existing network within the travel industry that can create meaningful business development opportunities.
• Strong executive presence and the ability to communicate credibly with senior leaders, founders, and C-suite stakeholders.
• Strong commercial judgment to evaluate account potential, revenue opportunity, and strategic fit.
• Comfort operating in a fast-moving, high-growth environment requiring ownership, collaboration skills, and strong CRM discipline.
• Preferred experience in travel insurance, ancillary revenue, embedded travel products, or travel protection solutions.