Director of Business Development, AirHelp

• Several years of experience in B2B sales in the travel sector, with at least 2+ years in a senior-level role (Director or VP) Business Development/Commercial Leadership/Strategic Partnership of multi-region or global markets
• A track record of closing transformative, multi-million-euro deals that opened new channels, set industry benchmarks, or reshaped markets
• Consistent delivery of double-digit growth in high-velocity industries such as travel or insurtech
• Designs and executes bold go-to-market strategies that scale from pilot to global roll-out
• Deep expertise in platform and B2B2C models - including API integrations, white-label partnerships, loyalty programs, and affiliate ecosystems
• Proven ability to turn C-level relationships into long-term, strategic alliances
• Owner mentality - you think like a founder, not just a manager
• Relentless drive to win in competitive markets while safeguarding the customer experience
• Thrives in high-trust, high-performance cultures where speed and quality go hand in hand

Desirable

• As Director of Business Development, you will lead the company’s global B2B growth by forging strategic, high-impact partnerships with travel and insurance leaders
• Reporting directly to the Chief Sales Officer, you’ll own the full lifecycle of partner acquisition, deal structuring, implementation, and success measurement
• This is a high-impact role for a commercially driven leader who knows how to win and scale market-defining deals
• You’ll work across functional teams, blending autonomy with tight cross-functional collaboration to deliver measurable business outcomes
• Forge and scale high-impact partnerships with leading travel and insurance brands, introducing innovative services that enhance the air passenger experience worldwide
• Own the full B2B acquisition funnel - leveraging the most effective platforms, tools, and outreach strategies to capture and grow partner relationships
• Work cross-functionally with a global, diverse team, ensuring every collaboration delivers measurable value for both AirHelp and its partners
• Be the face of AirHelp at flagship industry events, conferences, and thought-leadership forums, positioning us as the go-to authority in travel protection
• Drive initiatives from idea to execution with full ownership, thriving in a high-speed, adaptive environment where results matter
• What you'll achieve in first 12 months:
• Revenue: Secure at least three multimillion EUR deals with top-tier players in the travel industry and build a robust sales pipeline by cultivating relationships with at least 15 high-potential prospects to ensure sustained deal flow
• Coverage: Close 6-10 tier-1 partnerships across airlines/OTAs/TMCs/Insurers; launch at least 4 with live integrations
• Velocity: Reduce partner time-to-launch by 30% through a standardized playbook (pricing, legal templates, API kit)
• Retention & Quality: Hit activation and NPS targets for new partners; establish QBR cadence and joint roadmaps
• Market Positioning: Deliver at least 6 pieces of thought leadership content, secure 3 speaking or panel opportunities for AirHelp at global travel forums, and actively engage in industry discussions to reinforce AirHelp’s positioning in travel protection innovation
• Reporting to: Chief Sales Officer / Bryan Porter