SG Business Development Manager (OTA Vertical)

About the Role

As our Business Development Manager for the OTA vertical, based in

Singapore, you will own the commercial growth of our travel and online travel

agency client segment. You will sell our payment infrastructure (traveler

collections, supplier payouts, merchant acquiring, Virtual Commercial Cards

(VCC) and cross-border settlement) to online travel agencies, travel

marketplaces, bed banks and wholesalers, metasearch platforms, destination

management companies (DMCs), tour operators and hotel/flight aggregators across

Southeast Asia and beyond.

Travel is one of the most payment-intensive industries in the world

— and one of the most demanding. OTAs collect from travelers in dozens of

currencies and pay out to a fragmented long-tail of hotels, airlines and ground

suppliers across the globe, often via Virtual Commercial Cards under Natural

Payment Scheme (NPS) arrangements. They live with high chargeback and refund

exposure, tight working-capital dynamics, and thin margins where every basis

point of FX and MDR matters. You will translate these needs into payment

solutions — working directly with the CEO and partnering with Product,

Technology, Compliance, Legal, Risk and Operations to turn market opportunity

into revenue.

Job Responsibilities

Vertical Growth – OTA & Travel Clients

·

Hunt & Close: Identify, develop and

convert new business opportunities across online travel agencies, travel

marketplaces, bed banks/wholesalers, metasearch platforms, DMCs, tour operators

and travel aggregators.

·

Vertical Strategy: Develop and execute

the OTA vertical go-to-market plan for Singapore and Southeast Asia — target

account mapping, segment prioritisation, and revenue, transaction volume and

customer acquisition targets.

·

Use-Case Fluency: Understand OTA

business models and payment flows — traveler collections (cards, alternative

payment methods, BNPL), supplier payouts via VCC/NPS, split and delayed

settlements, refund and chargeback handling — and match them to acquiring,

payouts, card issuing and cross-border solutions.

·

Ecosystem Presence: Build presence in

the travel ecosystem — industry associations, travel-tech events and

conferences, OTA and hospitality networks — to generate inbound interest,

referrals and early access to high-growth accounts.

Payments

Solution Selling

·

Full Cycle: Manage the full sales cycle

from prospecting and qualification through solution design, commercial

negotiation, contracting, onboarding and go-live.

·

Solution Development: Work closely with

Product and Technology to translate OTA requirements into commercially viable

payment solutions — multi-currency acquiring, VCC issuing for supplier payouts,

FX and settlement configurations, API integrations with booking engines and

PMS/Ota platforms.

·

Presentation: Present the company's

payment infrastructure, APIs, products and platform capabilities to OTA

founders, CFOs, Heads of Payments and finance operations teams.

Commercial

& Card Economics

·

VCC & NPS for Supplier Payouts: Drive

adoption of VCC and Natural Payment Scheme models for hotel and supplier

payouts — articulating how card-based supplier payments extend float, improve

cash flow, optimise Days Payable Outstanding (DPO) and working capital, and

earn interchange rebates on payout volume.

·

FX & Cost Positioning: Structure

multi-currency collections and payout solutions with competitive FX spreads,

MDR positioning and settlement timing that protect the OTA's thin transaction

margins.

·

Negotiation: Lead commercial discussions

and negotiations covering pricing, transaction fees, FX spreads, settlement

arrangements, refund/chargeback terms and service requirements.

Client

& Stakeholder Management

·

Relationships: Build and maintain strong

relationships with founders, CEOs, CFOs, Heads of Payments, Heads of Supply and

procurement at OTA and travel businesses.

·

Buying Committees: Navigate complex,

multi-stakeholder buying processes — influencing economic buyers (CEO/CFO),

technical buyers (payments engineering, booking platform teams) and end users

(finance ops, supplier/payables teams).

·

Expand: Identify cross-sell and

expansion opportunities across additional markets, currencies, payment methods

and product lines as OTA clients scale internationally.

Pipeline

& Cross-Vertical Support

·

CRM Discipline: Maintain an accurate

sales pipeline and opportunity records in the CRM; prepare forecasts and

provide regular updates on key opportunities and conversion timelines.

·

Market Intel: Track travel industry trends,

funding and M&A activity, competitor moves and pricing benchmarks; feed

insights into product and pricing strategy.

·

Cross-Functional Teamwork: Work with

Product, Technology, Compliance, Legal, Risk, Finance and Operations throughout

the sales and implementation lifecycle; ensure proposed solutions are

compliant, viable and successfully transitioned to account management.

Qualifications and Experience

Essential

·

Fintech / Payments Foundation: 3–5 years

of business development or B2B sales experience in fintech, payment services,

PSP, merchant acquiring or card payments.

·

OTA / Travel Specialisation: Demonstrable

track record selling into online travel agencies or the broader travel

ecosystem — OTAs, bed banks, DMCs, tour operators, travel-tech or hospitality

platforms — with closed deals and attributable revenue you can walk us through.

·

Payments Fluency: Hands-on knowledge of

B2B/B2C payments, acquiring, VCC/card solutions, supplier payouts and

cross-border settlement; working understanding of travel-specific dynamics —

chargebacks, refunds, NPS float and multi-currency operations.

·

Commercial Edge: Comfortable pricing

deals, negotiating contracts and managing 6–12-month sales cycles.

·

Card Economics: Understand interchange,

rebates and how VCC credit lines improve DPO, cash flow and working capital.

·

Stakeholder Management: Communicate

effectively with technical teams and senior decision-makers on payment

solutions, pricing and commercial value.

·

Ownership: A self-starter who creates

leads, thrives in ambiguity and owns the outcome.

·

Degree: Bachelor's degree in Business,

Finance, Economics, Hospitality Management or a related field.

·

Travel: 10%–20% travel will be required.

What Will Make You Stand Out

You speak fluent travel payments. You understand why an

OTA collects from a traveler in Singapore today but pays a hotel in Bali a

month later, how a VCC/NPS payout turns that gap into float and interchange

income, and what chargeback ratios do to an acquiring relationship. You combine

that vertical fluency with solid payments economics. You do not wait for leads

— you create them through ecosystem presence and disciplined prospecting. You

can hold a technical conversation with a payments engineer and a commercial

conversation with an OTA founder-CFO in the same hour.

What We Offer

·

Direct Access: A high-impact role

reporting directly to the CEO, with visibility and influence across the

business.

·

Vertical Ownership: The runway to build

and own the OTA business vertical in one of the world's most dynamic payment

hubs — Singapore, at the heart of Southeast Asia's travel recovery.

·

Support: A collaborative,

cross-functional team across Product, Technology, Compliance and Operations

that supports your deals end to end.

·

Growth: Exposure at the intersection of

cross-border payments, card issuing and one of the largest B2B payment volume

pools in the region — travel.