Strategic Partnerships / B2B Manager

Kiwitaxi is an international transfer service operating in more than 100 countries.

• 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

• 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

• 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