Director, Distribution Strategy

About the company

The company is the AI-native platform for intelligent travel. For a decade, the company has built the proprietary technology and supply behind modern business travel, serving over 40,000 customers and nearly 2 million travelers, along with leading travel and AI companies that build on the company's infrastructure. One system powers business travel, group travel, human agents, and AI agents.

That work has earned the company recognition as TravelTech's Reservation Platform of the Year (2026), a spot on Inc.'s Power Partners list (2026), and one of Built In's Best Places to Work (2020–2026).

We're looking for bold, ambitious people to help redefine how businesses manage and experience travel. Working here, you can expect exponential growth, an ambitious pace, full ownership, and high-caliber colleagues who push you to do the best work of your career. Every hire raises the bar.

Come outpace the ordinary and build the future of travel with us.

About the Role

The company is looking for a Director, Distribution Strategy to own how our rate content is negotiated, distributed, and managed across every channel, partner, and connectivity surface. As the company expands the ways customers and partners access our rates, the strategy for what we distribute — to whom, through which programs, and with what controls — becomes a defining capability. This role owns that strategy end to end.

You will design the rate distribution programs the company brings to market — the frameworks, segmentation, and rate products that define how our content reaches partners across channels and customer segments — and you will shape how those programs are positioned and pitched to chain and distribution partners. You will take those programs to partners in coordination with the relationship owners who hold those accounts, acting as the strategist and architect in the room rather than the account owner.

Alongside the program strategy, you will own the internal capability that makes it credible: rate loading standards, rate fencing, parity and rate integrity monitoring, and channel coverage — the mechanics that ensure the right rate reaches the right audience, accurately and protected.

You will operate as a senior leader working closely with Supply, Partnerships, Product, Engineering, Operations, and Finance. This is a builder's role: you will consolidate a fragmented set of rules and systems into one clear operating model, design the programs that scale the company's distribution, and build the tooling and monitoring that keeps it accurate, protected, and competitive.

What You'll Do

• Own the company's rate distribution strategy — how rate content maps to channels, programs, partners, and customer segments across the platform

• Design the rate distribution programs the company brings to market, including the frameworks, segmentation, and rate products that define how content reaches partners across channels and segments

• Shape how those programs are positioned and pitched to chain and distribution partners, and bring them to partners in coordination with the relationship owners who hold those accounts

• Define which rate products the company builds and distributes to serve each channel and segment, and how that mix evolves over time

• Design and enforce rate fencing rules that control which audiences can access which rates, protecting negotiated rate content and partner trust

• Own the strategy and standards for rate loading and rate-plan enablement across distribution and connectivity surfaces

• Build the rate integrity capability — parity and accuracy monitoring across channels — and the tooling and dashboards behind it

• Translate distribution strategy into a prioritized, buildable capability roadmap with Product and Engineering, and consolidate today's rules and agreements into a single operating model

• Partner with Operations to ensure strategy and standards are executed reliably, without owning day-to-day execution

• Monitor industry trends across distribution technology, connectivity, and rate integrity to inform prioritization

What You'll Bring

• 8+ years of experience in distribution, channel management, revenue or distribution strategy, or connectivity in travel, hospitality, travel technology, or a related platform business

• A track record of designing distribution programs or commercial frameworks — deciding what to bring to market, how to segment it, and how to position it to partners

• Deep understanding of how rates and availability move across channels — rate loading, rate codes and rate plans, parity, and connectivity surfaces

• Strong judgment on rate integrity and fencing, and an understanding of the partner-relationship stakes when rate content is distributed to the wrong audience

• Comfort in partner-facing settings — able to co-own the room with account owners, positioning and pitching programs to sophisticated chain and distribution partners

• Technical and data fluency: the ability to engage Product and Engineering credibly on data flows and monitoring, and to define the signals that matter, without owning the backlog

• A structured, systems-minded approach — the ability to turn a fragmented set of rules and tools into one coherent operating model

• Commercial literacy: the ability to connect distribution and program decisions to business value, while staying out of pricing and margin decisions

• Demonstrated ability to lead cross-functionally through influence in matrixed, fast-scaling organizations

• Clear communication and sound decision-making under ambiguity

Applications for this role will be accepted through December 31 or until the role is filled. We encourage you to apply early, as we may begin reviewing applications before the deadline.

Compensation

Our compensation packages are based on several factors, including your experience, expertise, and location. In addition to a competitive base salary, all roles receive equity. Depending on the role, total compensation may also include an annual bonus. Your recruiter will share your complete compensation package as you move through the process.

Base Pay Range

$172,550 — $203,000 USD

The company Edge: Perks & Compensation

We believe in rewarding great work with great benefits

• Compensation: Competitive base pay tied to role and experience, with equity for all employees. Some roles are also eligible for bonuses or commissions.

• Benefits: Check out our full list at the company

• Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we'll make sure you have what you need to succeed.

Perks and benefits may vary based on employment type, location, and more