Business Development Manager

Job Title: Business Development Manager (Travel & Tour Operator Sector)

Domain: Travel Spend Management, Tour Operators, Corporate Cards

Location: London / Hybrid 3 days in

Term: Permanent / Full-time

About our client

Our client is a fast-growing provider of embedded financial services and payment solutions, offering businesses the tools, infrastructure, and APIs to manage payments, cards, accounts, and FX. The company operates internationally and serves a diverse client base, providing innovative solutions to help organisations streamline financial operations. With a global team and multiple office locations, the company combines expertise in financial services with a focus on growth, technology, and client success.

About the role

Our client is seeking a commercially driven, entrepreneurial Business Development Manager to lead expansion into the travel and tour operator sector. This is a high-agency, outbound-focused role where the individual will identify, engage, and close new business with tour operators, travel management companies, and education travel providers.

The primary offering for this sector is card-based spend management, enabling tour operators to efficiently distribute funds, manage group travel expenses, and maintain real-time visibility and control over operational spending across multiple currencies and geographies. There is also significant opportunity to expand relationships into payments, FX, and other embedded financial services.

This is an early-stage growth role. The successful candidate will build a pipeline, shape the go-to-market approach for the sector, and work closely with product and leadership to refine offerings based on real client feedback. They will create awareness, educate prospects, and demonstrate value through consultative, relationship-driven selling.

Key responsibilities

• Outbound prospecting & pipeline generation: Identify and engage tour operators, travel management companies, and education travel providers through multi-touch sequences (LinkedIn, email, phone, events). Research and prioritise accounts based on fit signals.
• Consultative discovery & sales cycles: Understand prospect pain points around fund distribution, expense management, compliance, and operational complexity. Position card-based spend management solutions to address their challenges.
• Objection handling & complexity navigation: Build trust, articulate roadmap vision, and find creative solutions for prospects with specific requirements.
• Closing deals & revenue generation: Manage full sales cycle from first touch to signed contract. Negotiate commercial terms and onboard new clients successfully.
• Sector strategy contribution: Provide market intelligence and client feedback to product and leadership, helping define ideal customer profiles, refine messaging, and inform product roadmap priorities.
• Leverage AI & sales tools: Utilise AI-powered research, prospecting, and personalisation tools to enhance efficiency and effectiveness.

Requirements

• 3–5+ years in a B2B sales role, ideally in financial services, payments, expense management, or SaaS solutions (travel industry experience is a plus).
• Proven track record of outbound prospecting and pipeline generation.
• Strong consultative selling skills, able to understand complex operational workflows and position effective solutions.
• Resilience and expertise in handling objections for evolving products.
• High agency and entrepreneurial mindset, comfortable with ambiguity.
• Strong commercial acumen, with deal structuring and negotiation experience.
• Excellent communication skills, capable of building rapport with senior stakeholders (CFOs, Operations Directors, Finance Managers).
• Curiosity and adaptability with AI and sales technology.
• Fluency in English; additional European languages are a plus.