Strategic Partnerships Manager

Strategic Partnerships Manager, Travel  London Full-time In office 4 days/week   What You Bring  * A proven track record of sourcing and signing new partnerships in the travel payments ecosystem  * A strong network across travel — GDS, intermediaries, aggregators, OTAs, TMCs and travel SaaS platforms  * Deep knowledge of embedded payments and virtual cards, and how travel platforms embed them to create value  If this sounds like you, we would love to hear from you!    Who We Are   Our vision is a world where all businesses are powered by embedded payments. Modulr enables businesses from SMEs to enterprises, initially across the UK, Europe and the US to efficiently pay in, collect, and disburse funds instantly via a range of payment schemes, accounts, and card products.   We partner with the world’s leading Travel and SaaS platforms to embed payments into their workflows and deliver seamless experiences for customers. With strong momentum in Travel and virtual card payment channels, we’re scaling our partnerships team to capture this growth.  Find out more about us on our website and careers site.   What You’ll Do  * Own the full partnership lifecycle for Modulr’s Travel channel — from identifying and engaging target platforms through to negotiating and signing new partners  * Build and manage a pipeline of target travel partners: GDS, intermediaries, aggregators, OTAs, TMCs and travel SaaS platforms  * Make the commercial case for embedding Modulr’s payments and virtual card capability into partners’ platforms and workflows  * Structure and negotiate partnership commercial models — revenue share, referral and embedded — that work for both sides  * Develop and execute a plan to consistently hit new-partner and partnership-revenue targets  * Take deals through to signature and a successful launch, working with product, solutions consulting, legal, risk and compliance  * Represent Modulr at travel industry events, building the network and profile that generate inbound and referral opportunities  * Feed market and competitor insight from the travel ecosystem back into Modulr’s product and go-to-market priorities  Who You Are   What you’ll need   * A proven track record of sourcing and signing new partnerships in travel payments or the wider travel ecosystem, consistently hitting or exceeding new-partner targets  * An established network and credibility across the travel ecosystem (GDS, intermediaries, aggregators, OTAs, TMCs, travel SaaS)  * An understanding of how platforms embed payments, and of partnership commercial models such as revenue share, referral and embedded finance  * Strong understanding of virtual cards / VCNs in travel payments, plus the wider payments landscape (card schemes, acquiring, real-time payments)  * A consultative, partnership-led approach, comfortable navigating long, complex, multi-stakeholder deals  * Commercial acumen — building business cases, structuring partnership deals, and forecasting pipeline and downstream value  * Confident presenting to and negotiating with C-suite and senior stakeholders  * Comfortable managing pipeline and forecasting in a CRM such as Salesforce  Nice to haves   * Business-level fluency in Spanish  * Existing relationships with enterprise travel brands (e.g. Juniper, GDS, airlines)  * Experience building embedded payments or channel/partnership propositions  * A curious mindset and a drive to explore how AI can sharpen how we win and support partners  What We Offer You   * Share Options – We offer a Company Share Option Plan (CSOP), giving you the opportunity to benefit from any increase in share value in the event of a sale, merger, or flotation.   * Bonus – Our annual discretionary bonus, paid in May for the previous year, is based on both company and individual performance.   * Flexible benefits – £1,000 to spend on benefits to suit you, including private medical insurance, gym membership, dental, and more.    * Wellbeing app – confidential, on-demand access to therapy, coaching, counselling, management training or mindfulness sessions with accredited professionals, with company-funded hours and top-up options available.   * Holidays – 33 days’ annual leave (including bank holidays) plus your birthday off. In the UK, Christmas Day, Boxing Day, and New Year’s Day are fixed holidays. You can choose the remaining days to suit your personal schedule.   * Learning opportunities – Our two-day onboarding programme, ModStart, helps equip you for success. Learning doesn’t stop there; we’ll continue to support your development through various channels.     * Company-Wide Events – Participate in collaborative and engaging events with colleagues across the business.   * Bike to work / E-bike scheme      ModInclusion    At Modulr, we’re committed to building a diverse, equitable and inclusive culture where everyone feels they belong and can bring their whole self to work. We welcome applications from candidates of all backgrounds as we believe it’s the right thing for our people, our business, and the community we operate in.   Modulr | Embedded Payments | Software-Driven Payment Automation  Discover Modulr Finance, the leading platform for embedded payments and software-driven payment automation. Unlock your business with seamless, secure, and scalable solutions to streamline payment ...

About Kambi Kambi Group plc is a leading B2B provider of premium sports betting services to licensed gaming operators. Our services provide an end-to-end solution for operators wanting to launch a standalone Sportsbook or bolster their existing offering with an innovative sports betting product. From front-end user interface to customer intelligence, risk management and odds compiling, all built on our in-house developed software, we strive to deliver the ultimate service and solution to our partners. Our vision is to create the world’s leading sports betting experiences, together with our partners. Kambi is seeking an ambitious, high-performing sales professional ready to take the next step in their career and join a fast growing B2B technology businesses. This is an opportunity to become part of a global, high-performing commercial team focused on securing and growing strategic partnerships with leading operators across the sports betting industry. You will play a key role in driving new business opportunities, managing complex enterprise sales cycles, and helping prospects understand how Kambi’s premium sportsbook solutions can accelerate growth, improve performance, and deliver long-term competitive advantage. This role offers exposure to senior leadership, cross-functional collaboration with product, marketing, and pre-sales teams, and a clear path for career progression within a market-leading business. Main Responsibilities * Own and manage new business opportunities across the full sales lifecycle, from prospecting and lead generation through to negotiation, contract closure, and handover. * Identify, qualify, and progress high-value sales opportunities across regulated and emerging markets. * Build and maintain a strong pipeline of prospects, ensuring accurate forecasting and disciplined pipeline management through CRM systems. * Develop a deep understanding of client objectives, challenges, and growth ambitions, using a consultative sales approach to align Kambi’s solutions to their needs. * Lead responses to RFPs, commercial proposals, and presentations, clearly articulating the value of Kambi’s products, technology, and services. * Build trusted relationships with senior stakeholders across executive, commercial, operational, and technical functions within prospect organisations. * Work closely with internal stakeholders across product, trading, pre-sales, legal, and marketing teams to shape compelling commercial propositions. * Stay informed on market developments, competitor activity, customer trends, and regulatory changes across the global sports betting landscape. * Represent Kambi at industry conferences, events, and client meetings to strengthen market presence and generate new opportunities. * Contribute to the ongoing development of internal sales processes, best practices, and strategic commercial initiatives. What You’ll Bring * Previous B2B sales experience with a proven track record of progressing deals through the full sales cycle, from prospecting to close. * Demonstrated success in exceeding revenue targets, KPIs, and commercial objectives. * Strong consultative selling skills, with the ability to understand customer pain points and position tailored solutions. * Excellent communication, presentation, and negotiation skills, with confidence engaging senior decision-makers including C-level stakeholders. * Strong commercial acumen, numerical ability, and attention to detail. * Self-motivated, entrepreneurial mindset with the ability to work independently and proactively manage opportunities. * Passion for sports and genuine interest in technology and innovation. * Ability to thrive in a fast-paced, international environment and collaborate across global teams. * Willingness to travel domestically and internationally as required. * Experience within the betting, gaming, sportsbook, or wider iGaming industry would be highly advantageous. What we can offer * Competitive salary and bonus structure * Brand new amazing Central London office complete with snacks and social events * A real opportunity to develop your skill set and further your career in a growing business and industry * Opportunity to own the full sales process   Kambi's ongoing commitment to Diversity and Inclusion in the workplace If you require any reasonable adjustment during the recruitment process, please notify your recruiter, who will assist you however they can. Diversity and inclusion is at the heart of who we are and who we aim to be. While we are proud of the positive and inclusive company culture we have created, we know we can do so much more. Kambi constantly evolves its Diversity and Inclusion strategy to ensure it becomes an even more inclusive and positive place to work, with the core management team reaffirming its commitment to delivering on employee feedback. Creating an inclusive environment We believe Kambi's greatest strength is the collective talent of our employees. Kambi is committed to ensuring we create an inclusive work environment where everyone can feel valued, thrive and achieve their potential, regardless of who they are or what their background is. We know that it is only by having a balance of different voices, values and opinions that Kambi is able to be the market leader it is today. #wearekambi