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GetYourGuide is a global marketplace connecting millions of travelers with unique activities and experiences. The company is seeking a Director of Strategic Partnerships to lead and scale its partner distribution channel, which currently generates significant revenue and operates across EMEA, the Americas, and APAC.
You will own a €400M channel and its P&L, setting targets, forecasts, and partner economics across three regions. Your responsibilities include:
• Developing and executing the strategy for how GetYourGuide wins through partners—deciding where to play and how to win in each segment (global OTAs, loyalty programs, affiliates, travel agents) and making clear trade-off decisions.
• Personally leading negotiations with the largest partners and setting commercial terms that scale.
• Determining the supply strategy for GetYourGuide's large experiences inventory—deciding what to offer exclusively, where, and on what terms.
• Setting the product direction for the partner platform in collaboration with Product and Engineering teams, translating partner needs into prioritized roadmaps.
• Leading and shaping a team of approximately 30 people across regional leads, segment owners, and a central RevOps function. You will design the organizational structure, develop your leadership bench, and raise performance standards.
• Establishing operating rhythms (QBRs, metrics, prioritization) that translate strategy into quarterly growth.
The Partnerships function was recently consolidated from two teams in 2026 and is being rebuilt around partner segments. You will have significant autonomy to shape the function from the ground up, with the COO as your sponsor, and will run it end-to-end from day one. This is a highly visible role based in Berlin with a hybrid working model (three days in-office: Mon, Tue, Thu; two days optional remote). The company offers a competitive relocation package for successful candidates.
REQUIREMENTS:
• 15+ years of experience, ideally at VP or Director level, in B2B SaaS or marketplace environments. Business Development and/or Revenue Operations (RevOps) experience is a plus.
• Business unit leadership experience—not just sales leadership. You must have run a commercial P&L combining multiple go-to-market motions (enterprise business development, account management, programmatic long-tail programs) and managed a team of 20 or more.
• Demonstrated strategy authorship: you have written a channel or segment strategy with clear choices and trade-offs, then executed it.
• Dealmaking experience: you have personally negotiated complex commercial agreements with large partners and can point to specific terms achieved.
• People leadership track record: recruiting, developing, and retaining strong commercial talent, including managing managers.
• Product fluency: ability to translate partner needs into problem statements product teams can prioritize, with prior close collaboration with product and engineering leaders.
• Analytical rigor: you read data yourself, challenge inconsistencies, and diagnose funnel and unit-economics problems.
• Execution discipline: high say-do ratio sustained through operating cadence rather than heroics.
• Communication and influence: ability to negotiate, influence, and build relationships at C-level with both partners and internal stakeholders.
Nice-to-haves: experience at scale-ups, marketplace or two-sided business models, affiliate/loyalty/fintech partnerships.
