Sr. Director, Flights Commercial Partnerships

📋 Description

• Develop and execute NORAM flight commercial strategy with airlines and partners.
• Drive revenue and marketplace competitiveness via optimized commercial models and negotiations.
• Identify growth opportunities with OTAs and direct airline partnerships (NDC, GDS, APIs).
• Analyze performance by route, carrier, and point-of-sale to guide negotiations.
• Solve marketplace challenges with data-driven strategies that create mutual value.
• Collaborate to improve connectivity, content parity, fare mapping, and merchandising.
• Build and maintain relationships with executives and key decision-makers at partner companies.
• Collaborate with product and marketing to improve user experience and conversion; drive yield.
• Lead and develop a high-performing flight and ancillary commercial team.
• Provide strategic guidance to the executive team on market trends and opportunities for growth.
• Represent KAYAK as a senior commercial leader in industry forums and partner engagements.
• Role requires Cambridge, MA office presence at least 3 days/week.

🎯 Requirements

• 10+ years in airline distribution, OTA leadership, travel tech, or flight marketplace strategy.
• Solid understanding of air industry economics across the value chain.
• Proven track record negotiating high-value commercial agreements.
• Strong analytical skills in financial modeling, revenue forecasting, and optimization.
• Technical fluency in airfare distribution systems and branded fare merchandising.
• Strong executive presence to influence C-level stakeholders.
• Strategic thinking balancing long-term value with near-term performance.
• Experience leading high-performing teams.

🎁 Benefits

• Work from (almost) anywhere for up to 20 days per year
• Mental health and well-being benefits: therapy, HeadSpace, and company-wide week off
• No meeting Fridays
• Paid parental leave
• Generous paid vacation + time off for your birthday
• Travel Discounts