Director, OBT Partnerships

Engine

21h • $195,000 - $230,000

About The Position

Engine is hiring a Director, OBT Partnerships to own go-to-market strategy and execution for its Engine OBT+ business and build and scale TMC partnerships. The role combines strategic planning with hands-on prospecting and deal closing, in an entrepreneurial area where established processes may not yet exist. The Director will own a portfolio of TMC opportunities from initial outreach through contracting, implementation handoff, and early launch, and will represent Engine with partners and at industry events.

The position works closely with Product, Engineering, Supply, Implementation, Legal, Finance, Marketing, and Support. It will shape commercial agreements and TMC value propositions, develop business cases and product requirements, influence the product roadmap, and turn partner and agent feedback into repeatable sales practices. The role also includes assessing and prioritizing TMC market segments and building Engine’s reputation as a preferred booking platform for TMCs.

Requirements

• 8–12+ years of experience in business development, channel or strategic partnerships, or enterprise sales.
• Proven record of prospecting, negotiating, and closing complex deals.
• Experience building and executing go-to-market strategy for a new product or channel from zero.
• Ability to work independently while priorities are still being set.
• Strong cross-functional leadership, particularly with Product and Engineering.
• Ability to build business cases that influence roadmap decisions.
• Excellent executive communication, negotiation, and stakeholder management skills.
• Ability to represent Engine externally at conferences and industry events.

Nice To Haves

• Experience selling to or working within TMCs, corporate travel, or travel technology.
• Working knowledge of TMC operations, GDS economics (Sabre, Travelport, Amadeus), and corporate travel programs.

Responsibilities

• Lead go-to-market strategy and execution for Engine OBT+ and its TMC partnership portfolio.
• Segment and prioritize the TMC market by size, GDS, client mix, and readiness to switch.
• Prospect, negotiate, and close strategic TMC partnerships, owning opportunities from initial outreach through contract, implementation handoff, and early launch.
• Structure commercial agreements, including commission, override, and content economics.
• Define TMC value propositions, pricing and incentive inputs, and launch plans with Product, Finance, and GTM.
• Translate TMC opportunities into business cases with clear ROI, including total cost of ownership comparisons with incumbent tools, and develop clear product requirements.
• Influence the product roadmap for GDS content, agent tooling, and expense and back-office integrations.
• Serve as the main point of contact between TMC partners and Engineering, Supply, Implementation, Legal, Finance, and Support, advancing deals from concept to live bookings.
• Use TMC and agent feedback to develop a repeatable sales playbook.
• Represent Engine at corporate-travel industry events, such as GBTA, and in executive-level TMC meetings.

Benefits

• Equity for all employees.
• Some roles may be eligible for an annual bonus or commissions.
• Benefits are offered, with details available at engine.com/culture; benefits may vary based on employment type and location.
• Hybrid-hub work model, with options to work from an office or fully remote, depending on role needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed