Senior Partnership Manager at Moss cultivating partnerships and driving revenue growth in a fast - growing SaaS environment. Collaborating with internal teams to align partnership activities with business goals.
About the role
- Senior Director leading North American flight commercial strategy for KAYAK. Focus on revenue growth and partnerships with airlines, OTAs, and other partners.
Responsibilities
- Develop and execute KAYAK’s NORAM flight commercial strategy across airlines, OTAs, consolidators, and emerging distribution models
- Drive revenue and marketplace competitiveness through optimized commercial models, leading complex negotiations from strategy and goal alignment to execution
- Identify growth opportunities across both OTAs and direct airline partnerships, including NDC, EDIFACT/GDS channels, direct APIs and hybrid distribution models
- Analyze performance at route, carrier, and point-of-sale levels to inform negotiation strategy and commercial prioritization
- Solve marketplace challenges with creative, data-driven commercial strategies that go beyond standard industry playbooks and create mutual value for KAYAK and its partners
- Work with internal teams and external partners to improve connectivity, content parity and accuracy, fare mapping and competitiveness and merchandising performance
- Build and maintain strong relationships with executives and key decision-makers at our most important current and prospective partner companies
- Collaborate with product and marketing teams to improve user experience and conversion, while driving results for our partners including yield, attachment, up-sells and more
- Lead and develop a high-performing flight and ancillary commercial team
- Provide strategic guidance and insights to the executive team on market trends, competitive intelligence, and new opportunities for growth
- Represent KAYAK as a senior commercial leader in industry forums and strategic partner engagements
Requirements
- 10+ years of experience in airline distribution, OTA commercial leadership, travel technology, or flight marketplace strategy
- Solid understanding of the air industry and economics across the value chain
- Proven track record negotiating complex, high-value commercial agreements
- Strong analytical capability with experience in financial modeling, revenue forecasting, and performance optimization
- Technical fluency in airfare distribution systems and branded fare merchandising
- Strong executive presence with the ability to influence C-level stakeholders
- Strategic thinking skills to balance long-term partnership value with near-term performance impact
- Experience leading high-performing teams
Benefits
- Work from (almost) anywhere for up to 20 days per year
- Focus on mental health and well-being:
- Company-paid therapy sessions through SpringHealth
- Company-paid subscription to HeadSpace
- Company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
- Paid parental leave
- Generous paid vacation + time off for your birthday
- Paid volunteer time
- Focus on your career growth:
- Development Dollars
- Leadership development
- Access to thousands of on-demand e-learnings
- Travel Discounts
- Employee Resource Groups
- Competitive retirement and health plans
- Free lunch 2 days per week
- Fun quarterly events such as boat trips, arcades, ski trips, Thursday happy hours, and more
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