Business Development Manager - OTA & Travel Payments

About the role

A Business Development Manager for the OTA and travel vertical, based in Singapore, will own the commercial growth of the travel and online travel agency client segment. The role sells payment infrastructure (traveler collections, supplier payouts, merchant acquiring, Virtual Commercial Cards and cross-border settlement) to OTAs, travel marketplaces, bed banks, wholesalers, metasearch platforms, DMCs, tour operators and hotel/flight aggregators across Southeast Asia and beyond. It reports directly to the CEO.

Key responsibilities

• Identify, develop and close new business with OTAs, travel marketplaces, bed banks, wholesalers, metasearch platforms, DMCs, tour operators and aggregators.
• Build and run the go-to-market plan for Singapore and Southeast Asia, including target account mapping and revenue and acquisition targets.
• Understand OTA payment flows (collections, VCC/NPS payouts, split and delayed settlements, refunds and chargebacks) and match them to acquiring, payouts, card issuing and cross-border solutions.
• Manage the full sales cycle, work with Product and Technology on solution design, and present payment products to OTA founders, CFOs and heads of payments.
• Promote VCC and NPS models for supplier payouts and negotiate pricing, FX spreads, settlement terms and service requirements.
• Build relationships with CEOs, CFOs, heads of payments and supply, navigate multi-stakeholder buying committees and identify cross-sell opportunities.
• Maintain an accurate CRM pipeline, forecast opportunities, track industry trends and fundings, and work with Compliance, Legal, Risk and Operations.

Required profile

• 3-5 years of business development or B2B sales in fintech, payment services, PSP, merchant acquiring or card payments.
• Demonstrable track record selling to OTAs, bed banks, DMCs, tour operators or travel-tech/hospitality platforms, with closed deals and attributable revenue.
• Bachelor's degree in Business, Finance, Economics, Hospitality Management or a related field.
• Comfortable with pricing deals, contract negotiation and 6-12 month sales cycles; 10-20% travel time required.

Required skills

• Hands-on knowledge of acquiring, VCC/card solutions, supplier payouts and cross-border settlement.
• Working understanding of chargebacks, refunds, NPS float and multi-currency operations.
• Understanding of interchange, rebates and how VCC credit lines affect DPO and working capital.

What we offer

• A direct line to the CEO and ownership of the OTA vertical in Singapore.
• A collaborative team across Product, Technology, Compliance and Operations.
• Exposure at the intersection of cross-border payments, card issuing and travel.