Regional Director of B2B/Airline Relations, EMEA

About Tripstack

Tripstack is the B2B arm of the eTraveli Group, the largest seller of flights in the world with over 16bn Euro in annual flight ticket sales.

Operating from multiple offices globally, Tripstack provides B2B customers with access to global flight content, flight customer servicing and a full suite of other capabilities; delivering turnkey flight selling solutions to large OTAs, Banks, Fintech companies and other large closed user groups.

The role

The Regional Director is responsible for building and managing a portfolio of B2B trade partners and airline partners within his/her region.

This role is commercially focused, combining strategic sales and account management, complex contract negotiation, and senior-level relationship building on both the demand side (B2B Customers) and supply side (Airlines).

Key Responsibilities
B2B Partners

• Build a portfolio of B2B partners within the region
• Manage RFP responses, pricing proposals, and commercial presentations in partnership with internal teams
• Lead complex B2B negotiations with senior decision makers, including C-suite stakeholders
• Design innovative contracting and commercial solutions to address complex partner needs or market challenges
• Conduct regular business and performance reviews to evaluate results and advise on potential performance improvement initiatives
• Build trusted, senior-level relationships and act as a strategic advisor to partner leadership teams
• Serve as the primary B2B partner commercial point of contact for Tripstack and the wider eTraveli Group
• Use data, dashboards, and internal tools to understand performance drivers, identify root causes, and support decision-making
• Proactively assess and resolve partner-reported issues that may impact revenue, performance, or partner satisfaction
• Represent the company at partner meetings, industry events, and commercial forums

Airline Partners

• Build a portfolio of airline partners within the region
• Negotiate airline distribution (API/NDC) agreements to integrate partner content into Tripstack for distribution to the wider eTraveli Group and it's B2B partners
• Negotiate airline front and back end incentive agreements, net fares, private fares etc.
• Use data, dashboards, and internal tools to identify airline performance drivers, suggesting actons that the airline could take with improve sales performance with B2B partners
• Manage ongoing airline relationships at senior levels

Requirements

• 10+ years of airline sales experience, with at least 3+ years as Country Manager or above
• Deep experience in negotiating incentive-based agreements
• Proven track record of managing high-value partner or corporate accounts and delivering revenue growth
• Strong experience negotiating complex commercial agreements and contracts
• Excellent communication and presentation skills, with experience engaging senior and executive stakeholders
• Strong analytical and commercial acumen, with the ability to translate data into actionable insights
• Highly organized, able to manage multiple partners and priorities simultaneously
• Results-driven, self-motivated professional comfortable working independently

Additional Experience That Would Be Considered An Asset

• Previous experience with an OTA
• Knowledge of NDC
• Comfort using data tools, dashboards, CRM systems, and reporting platforms to monitor partner health

Benefits

We offer an opportunity to work with a young, dynamic, and a growing team composed of high-caliber professionals. We value professionalism and promote a culture where individuals are encouraged to do more and be more. If you feel you share our passion for excellence, and growth, then look no further. We have an ambitious mission, and we need a world-class team to make it a reality. Upgrade to a First Class team

At Tripstack, we proudly believe in embracing diversity. This is true for our team, clients, communities and stakeholders. We are an equal opportunity employer and committed to creating a safe, healthy and accessible environment. We encourage applications regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or any other grounds protected by law. Please let us know if you need any accommodations during any part of the recruitment process.

Tripstack thanks all applicants for their interest, however only those selected to continue in the process will be contacted.

Learn more about us at

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