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Navan is an AI-powered business travel and expense platform (Nasdaq: NAVN) that helps frequent travelers book flights and hotels while automating expense reconciliation with 24/7 support.
As Manager, Airline Partnerships, you will own and grow a portfolio of airline partners across the Americas, securing competitive content and commercial agreements that create value for travelers, airline partners, and Navan. This role combines relationship building with commercial rigor, giving you autonomy to develop supplier relationships, influence airline strategy, and drive revenue growth.
Key Responsibilities:
- Build and grow relationships with carriers across the Americas, with particular emphasis on South America. Conduct business reviews and engage with key partner stakeholders.
- Lead airline partner engagement for Navan Signature Services and serve as the airline partnerships subject matter expert across Navan Premier, Navan Events, Navan Specialty, and Navan Concierge.
- Evaluate, negotiate, and renew airline agreements, including incentives, content access, and marketing opportunities.
- Own revenue forecasts, track incentive attainment and partner commitments, and monitor booking trends and profitability.
- Identify performance gaps early and execute plans to meet or exceed commercial goals.
- Analyze deal economics, model commercial scenarios, and translate complex data into clear recommendations for senior leadership and airline partners.
- Partner with suppliers, Product, Engineering, and Operations to expand access to competitive fares and relevant content across various channels.
- Coordinate with Finance, Sales, Customer Success, Marketing, and other stakeholders on partner initiatives.
- Equip customer-facing teams with clear airline updates and resolve issues affecting partnership performance.
- Build industry relationships at partner meetings and events; bring insights on airline retailing, distribution trends, and emerging risks back to the team.
Navan offers a comprehensive benefits program including healthcare coverage, retirement savings programs, equity participation, flexible time off, paid parental leave, mental health resources, and travel-related perks. The company maintains a hybrid workplace model with four days per week in office (where applicable) and invests in global office spaces.
Requirements:
- 5+ years of experience in airline partnerships, travel supply, distribution, commercial account management, or a related travel industry role, ideally working with or for airlines.
- Track record of leading commercial negotiations and growing partner relationships, with clear examples of revenue growth, stronger economics, or improved customer value.
- Strong understanding of airline distribution, including global distribution systems (GDS), New Distribution Capability (NDC), and direct connections, and how these affect content, pricing, and servicing.
- Strong analytical and financial skills, including advanced Excel or Google Sheets proficiency and the ability to build forecasts, assess profitability, and turn data into actionable strategy.
- Excellent written and verbal communication in English.
- Sound judgment, strong organization, and bias toward action. Ability to manage a portfolio independently, navigate ambiguity, and coordinate multiple teams to deliver results.
- Bachelor's degree in business, economics, hospitality, or a related field, or equivalent professional experience.
- Ability to travel for airline partner meetings and industry events.
