Director Business Development - B2B travel, OTA

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

Director Business Development - B2B travel, OTA

Job Description: OTA Sales Specialist – B2B Travel Payments

Role Purpose
Build, own and drive the commercial sales strategy for Online Travel Agencies (OTAs) across the B2B Travel ecosystem, with a primary focus on identifying, structuring, negotiating and closing OTA scheme deals that accelerate Mastercard Wholesale Program (MWP) adoption and unlock incremental B2B travel payment volumes.

The role will act as the commercial lead for OTA engagement, working directly with travel intermediaries to position Mastercard’s B2B Travel payment solutions, articulate the value of virtual card adoption, and create commercially viable constructs that support OTA growth, volume to Mastercard and long-term payment innovation.

Key Responsibilities
Identify and prioritize high-potential OTAs across EEMEA, based on B2B payment volume, strategic relevance and readiness for virtual card adoption.

Originate, structure and negotiate OTA scheme deals that drive MWP adoption, volume commitment, issuer enablement and supplier acceptance.

Build and manage the OTA sales pipeline, including opportunity sizing, GDV and revenue potential, deal stage tracking, risks and leadership updates.

Engage OTA commercial, finance, product, payments and treasury teams to understand payment flows, pain points and growth priorities.

Position Mastercard’s B2B Travel value proposition clearly, including virtual cards, payment security, reconciliation, automation and working capital benefits.

Coordinate with issuer, product, legal, finance, acceptance and GDS teams to move deals from prospecting through approval, contracting and implementation.

Support OTAs in shifting from legacy payment methods to scalable virtual card payment models for B2B supplier payments.

Work with acceptance and airline teams to address supplier acceptance barriers and expand usage of Mastercard B2B Travel solutions.

Maintain market knowledge of OTA models, merchant-of-record trends, supplier payment flows, scheme economics and competitive dynamics.

Build and maintain senior relationships with priority OTA partners, understanding their payments strategy, roadmap and commercial objectives.

Key Accountabilities
Number and value of OTA scheme deals signed and activated.
Incremental B2B Travel GDV and net revenue generated through OTA partnerships.
Number of OTAs onboarded to Mastercard Wholesale Program or similar B2B Travel payment solutions.
Quality, size and conversion rate of the OTA opportunity pipeline.
Progress against issuer enablement, supplier acceptance and implementation milestones linked to OTA deals.
Strength and depth of senior relationships across priority OTA accounts.

All About You
Strong experience in sales, business development or commercial partnerships within travel payments, commercial cards, B2B payments, fintech, issuing, acquiring or the travel intermediary ecosystem.

Good understanding of OTA business models, including agency model, Merchant of Record model, supplier payment flows, virtual card usage, reconciliation needs and the economics of indirect travel distribution.

Proven ability to originate, negotiate and close complex commercial deals involving multiple internal and external stakeholders.

Strong knowledge of payment schemes, issuing/acquiring economics, commercial card solutions and virtual card platforms; familiarity with Mastercard Wholesale Program or similar travel payment solutions is highly preferred.

Ability to engage credibly with OTA senior stakeholders across commercial, finance, payments, treasury, product and operations functions.

Excellent communication, relationship management and collaboration skills, with the ability to simplify complex payment topics into a clear customer value proposition.

Strong analytical and pipeline management skills, including ability to size opportunities, build business cases, assess risks and track commercial performance.

Ability to work across matrixed teams and coordinate legal, finance, product, acceptance, issuer and regional stakeholders to move deals from concept to execution.

Entrepreneurial mindset, strong ownership, customer-led approach and ability to operate independently in a fast-moving, competitive travel payments environment.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard’s security policies and practices;

• Ensure the confidentiality and integrity of the information being accessed;

• Report any suspected information security violation or breach, and

• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.