Strategic Partnerships Manager / Senior B2B Manager

Kiwitaxi is an international transfer service working in 100+ countries. We're growing our strategic partnerships team, and we're looking for someone who can do more than run a B2B sales pipeline. We want a person who can take a big partnership from the very first conversation all the way to launch.

This isn't about sending hundreds of cold emails, and it isn't a classic account manager job. You'll figure out which companies are worth partnering with, find the people who actually make decisions there, and get to know how their business works. Then you'll shape an offer that makes sense for them and guide it through every stage: negotiations, a pilot, the contract, and the launch.

We are looking for a hunter mindset: someone who is motivated by difficult markets, complex deals, and the challenge of opening doors that are not already open. 

What you will do

• Build new strategic partnerships with travel companies, agency networks, airlines, OTAs, travel platforms, loyalty programs, fintech companies, travel-tech players, and other distribution channels.

• Identify the right decision-makers and find ways to reach them through your network, LinkedIn, industry events, associations, mutual contacts, and other channels.

• Build a specific partnership hypothesis for each account rather than sending a generic company presentation.

• Lead discovery calls and meetings.

• Negotiate with senior decision-makers and functional leaders.

• Discuss and structure commercial models (commission, net rates, revenue share) and partnership formats (white label, API integrations, pilot programs).

• Manage long sales cycles and consistently move opportunities forward.

• Initiate and launch pilot partnerships.

• Attend travel industry events and conferences with a clear target list and pre-arranged meetings.

• Bring in Product and Development teams when an opportunity requires technical integration or product changes.

• Hand over signed partners into implementation and make sure partnerships actually go live and start generating business.

Who we are looking for

• 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 partnerships you personally initiated and helped take through signing or launch.

• Ability to independently identify decision-makers and create access to them.

• Strong negotiation and presentation skills.

• Ability to quickly understand the other side’s priorities and adapt the proposition accordingly.

• Experience creating tailored commercial proposals and business cases.

• Understanding of common B2B partnership models: commission, net rates, revenue share, affiliate etc

• Basic understanding of APIs and integrations. You do not need to be technical, but you should be comfortable discussing integrations, implementation timelines, constraints, and requirements with Product and Development teams.

• English at C1–C2 level, both spoken and written.

• Conversational Russian for communication

• 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. 

Strong advantage if you have

• An existing professional network in travel, mobility, airlines, OTA, hospitality, or travel tech.

• Experience working with agency networks, host agencies, consortia, cruise, 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.

This role may not be the right fit if

• Most of your experience is in high-volume cold outreach;

• You are used to working mainly with inbound leads;

• Your background is primarily in managing existing accounts;

• You expect to receive a ready-made lead list and detailed instructions on whom to contact;

• You are uncomfortable starting from a blank page and figuring out how to create an opportunity yourself.

What we offer

• A high-impact role with significant growth potential. You will join at a stage where our strategic partnerships function is being actively reshaped, with the opportunity to grow together with it and take on broader responsibility over time. 

• Work with international travel companies and strategic partners.

• The ability to influence not only sales, but also the B2B product itself.

• Participation in international travel industry events and conferences.

• Significant room for your own ideas, hypotheses, and initiatives.

• Remote format

• A competitive fixed salary, reflecting the seniority and impact of the role, plus a performance-based bonus.