Business Development Manager – OTA Vertical

About the Role

As our Business Development Manager for the OTA vertical, based in Singapore, you will own the commercial growth of our travel and online travel agency client segment. You will sell our payment infrastructure (travelercollections, supplier payouts, merchant acquiring, Virtual Commercial Cards(VCC) and cross-border settlement) to online travel agencies, travelmarketplaces, bed banks and wholesalers, metasearch platforms, destinationmanagement companies (DMCs), tour operators and hotel/flight aggregators acrossSoutheast Asia and beyond.

Travel is one of the most payment-intensive industries in the world— and one of the most demanding. OTAs collect from travelers in dozens of currencies and pay out to a fragmented long-tail of hotels, airlines and ground suppliers across the globe, often via Virtual Commercial Cards under Natural Payment Scheme (NPS) arrangements. They live with high chargeback and refund exposure, tight working-capital dynamics, and thin margins where every basis point of FX and MDR matters. You will translate these needs into payment solutions — working directly with the CEO and partnering with Product, Technology, Compliance, Legal, Risk and Operations to turn market opportunity into revenue.

Job Responsibilities

Vertical Growth – OTA & Travel Clients

· Hunt & Close: Identify, develop and convert new business opportunities across online travel agencies, travel marketplaces, bed banks/wholesalers, metasearch platforms, DMCs, tour operator sand travel aggregators.

· Vertical Strategy: Develop and execute the OTA vertical go-to-market plan for Singapore and Southeast Asia — target account mapping, segment prioritization, and revenue, transaction volume and customer acquisition targets.

· Use-Case Fluency: Understand OTA business models and payment flows — traveler collections (cards, alternative payment methods, BNPL), supplier payouts via VCC/NPS, split and delayed settlements, refund and chargeback handling — and match them to acquiring, payouts, card issuing and cross-border solutions.

· Ecosystem Presence: Build presence in the travel ecosystem — industry associations, travel-tech events and conferences, OTA and hospitality networks — to generate inbound interest, referrals and early access to high-growth accounts.

Payments Solution Selling

· Full Cycle: Manage the full sales cycle from prospecting and qualification through solution design, commercial negotiation, contracting, onboarding and go-live.

· Solution Development: Work closely with Product and Technology to translate OTA requirements into commercially viable payment solutions — multi-currency acquiring, VCC issuing for supplier payouts, FX and settlement configurations, API integrations with booking engines and PMS/Ota platforms.

· Presentation: Present the company's payment infrastructure, APIs, products and platform capabilities to OTA founders, CFOs, Heads of Payments and finance operations teams.

Commercial& Card Economics

· VCC & NPS for Supplier Payouts: Drive adoption of VCC and Natural Payment Scheme models for hotel and supplier payouts — articulating how card-based supplier payments extend float, improve cash flow, optimize Days Payable Outstanding (DPO) and working capital, and earn interchange rebates on payout volume.

· FX & Cost Positioning: Structure multi-currency collections and payout solutions with competitive FX spreads, MDR positioning and settlement timing that protect the OTA's thin transaction margins.

· Negotiation: Lead commercial discussions and negotiations covering pricing, transaction fees, FX spreads, settlement arrangements, refund/chargeback terms and service requirements.

Client& Stakeholder Management

· Relationships: Build and maintain strong relationships with founders, CEOs, CFOs, Heads of Payments, Heads of Supply and procurement at OTA and travel businesses.

· Buying Committees: Navigate complex, multi-stakeholder buying processes — influencing economic buyers (CEO/CFO), technical buyers (payments engineering, booking platform teams) and end users (finance ops, supplier/payables teams).

· Expand: Identify cross-sell and expansion opportunities across additional markets, currencies, payment methods and product lines as OTA clients scale internationally.

Pipeline& Cross-Vertical Support

· CRM Discipline: Maintain an accurate sales pipeline and opportunity records in the CRM; prepare forecasts and provide regular updates on key opportunities and conversion timelines.

· Market Intel: Track travel industry trends, funding and M&A activity, competitor moves and pricing benchmarks; feed insights into product and pricing strategy.

· Cross-Functional Teamwork: Work with Product, Technology, Compliance, Legal, Risk, Finance and Operations throughout the sales and implementation lifecycle; ensure proposed solutions are compliant, viable and successfully transitioned to account management.

Qualifications and Experience

Essential

· Fintech / Payments Foundation: 3–5 years of business development or B2B sales experience in fintech, payment services, PSP, merchant acquiring or card payments.

· OTA / Travel Specialization: Demonstrable track record selling into online travel agencies or the broader travel ecosystem — OTAs, bed banks, DMCs, tour operators, travel-tech or hospitality platforms — with closed deals and attributable revenue you can walk us through.

· Payments Fluency: Hands-on knowledge ofB2B/B2C payments, acquiring, VCC/card solutions, supplier payouts and cross-border settlement; working understanding of travel-specific dynamics —chargebacks, refunds, NPS float and multi-currency operations.

· Commercial Edge: Comfortable pricing deals, negotiating contracts and managing 6–12-month sales cycles.

· Card Economics: Understand interchange, rebates and how VCC credit lines improve DPO, cash flow and working capital.

· Stakeholder Management: Communicate effectively with technical teams and senior decisionmakers on payment solutions, pricing and commercial value.

· Ownership: A self-starter who creates leads, thrives in ambiguity and owns the outcome.

· Degree: Bachelor's degree in business, Finance, Economics, Hospitality Management or a related field.

· Travel: 10%–20% travel will be required.

What Will Make You Stand Out

You speak fluent "travel payments". You understand why an OTA collects from a traveler in Singapore today but pays a hotel in Bali a month later, how a VCC/NPS payout turns that gap into float and interchange income, and what chargeback ratios do to an acquiring relationship. You combine that vertical fluency with solid payments economics. You do not wait for leads— you create them through ecosystem presence and disciplined prospecting. You can hold a technical conversation with payments engineer and a commercial conversation with an OTA founder-CFO in the same hour.

What We Offer

· Direct Access: A high impact role reporting directly to the CEO, with visibility and influence across the business.

· Vertical Ownership: The runway to build and own the OTA business vertical in one of the world's most dynamic payment hubs — Singapore, at the heart of Southeast Asia's travel recovery.

· Support: A collaborative, cross-functional team across Product, Technology, Compliance and Operations that supports your deals end to end.

· Growth: Exposure at the intersection of cross-border payments, card issuing and one of the largest B2B payment volume pools in the region — travel.