Описание
Kiwitaxi is an international transfer service operating in more than 100 countries.
Задачи
•Build strategic partnerships with travel companies, agency networks, airlines, OTAs, travel platforms, loyalty programs, fintech companies, travel-tech players, and other distribution channels
•Identify decision-makers and reach them through professional networks, industry events, associations, mutual contacts, and other channels
•Develop tailored partnership hypotheses for individual accounts
•Lead discovery calls and meetings
•Negotiate with senior decision-makers and functional leaders
•Structure commercial models, including commission, net rates, and revenue share, and partnership formats such as white label, API integrations, and pilot programs
•Manage long sales cycles and move opportunities forward
•Initiate and launch pilot partnerships
•Attend travel industry events and conferences with target lists and pre-arranged meetings
•Involve Product and Development teams when opportunities require technical integration or product changes
•Hand over signed partners for implementation and ensure partnerships go live and generate business
Требования
•4–7+ years of experience in B2B sales, business development, or strategic partnerships
•Experience in travel, mobility, OTA, airlines, hospitality, travel tech, TMC, tour operating, or a closely related industry
•Experience with complex B2B deals and multi-month sales cycles
•A proven track record of personally initiated partnerships taken through signing or launch
•Ability to identify decision-makers independently and create access to them
•Strong negotiation and presentation skills
•Ability to understand counterparties' priorities quickly and adapt propositions accordingly
•Experience creating tailored commercial proposals and business cases
•Understanding of common B2B partnership models, including commission, net rates, revenue share, and affiliate models
•Basic understanding of APIs and integrations, including the ability to discuss integrations, implementation timelines, constraints, and requirements with Product and Development teams
•English at C1–C2 level, both spoken and written
•Conversational Russian
•Willingness to travel for meetings, conferences, and industry events
•High level of independence and ownership
•Strong pipeline discipline and follow-up skills
•Ability to work through objections, existing supplier relationships, slow-moving deals, and long periods without immediate results
•Preferably based in the European Union or Asia, with flexibility to travel internationally and obtain visas when needed
•This may not be the right fit if most experience is in high-volume cold outreach, work is mainly with inbound leads, the background is primarily in managing existing accounts, a ready-made lead list and detailed contact instructions are expected, or starting from a blank page to create opportunities is uncomfortable
Будет плюсом
•An existing professional network in travel, mobility, airlines, OTA, hospitality, or travel tech
•Experience with agency networks, host agencies, consortia, cruise, or loyalty
•Experience launching partnerships involving API integrations, white-label solutions, or co-branded products
•Experience entering new markets or building a new B2B channel from scratch
Условия
•Fixed salary of 2000 - 3000 EUR / Month
•Performance-based bonus
•Significant growth potential, with the opportunity to grow with the reshaping strategic partnerships function and take on broader responsibility over time
•Work with international travel companies and strategic partners
•Ability to influence the B2B product
•Participation in international travel industry events and conferences
•Room for individual ideas, hypotheses, and initiatives
