Vice President of Distribution Partnerships
Join Viator as the Vice President of Distribution Partnerships. Viator, a Tripadvisor company, is a leading marketplace for travel experiences with over 300,000+ listings.
Job Summary
Viator is transforming how travelers discover and book experiences. As a leading marketplace, we connect millions of travelers with tours and activities, and our distribution partners amplify that reach. We are seeking a bold, commercially driven Vice President of Distribution Partnerships to lead our fast‑growing third‑party distribution business spanning global travel brands, affiliate networks, and emerging FinTech and AI platforms. This rare opportunity is to build the next‑generation distribution engine for a category‑defining marketplace.
In This Role, You’ll Lead
* Commercial strategy & revenue ownership – deliver sustainable, double‑digit annual growth across third‑party distribution channels, driving hundreds of millions in Gross Booking Volume (GBV); define and execute strategy for long‑term ecosystem health; identify new opportunities to expand beyond existing partner types.
* Partner acquisition & retention – lead global sales and marketing for partner recruitment, onboarding, and lifecycle marketing; own relationships with largest partners; negotiate terms; establish data‑driven programs for segmentation, activation, and retention; collaborate with Finance on incentives, commissions, and marketing investments.
* Partner connectivity & support – lead teams responsible for partner connectivity (API and platform integrations) and support; oversee service levels, integration quality, and platform adoption; advocate for product investments that improve partner efficiency.
* Product & technology collaboration – drive Viator’s third‑party distribution product vision; partner with Product, Engineering, and Data to evolve API and partner‑facing platforms; represent partner voice in prioritization.
* Leadership & cross‑functional influence – build, coach, and scale a high‑performing global team; serve as executive voice of Viator’s distribution ecosystem.
To Succeed, You’ll Need
* Minimum 10 years progressive experience in executive sales roles, ideally within a marketplace, platform, or B2B2C business.
* Proven ability to exceed revenue targets through innovation across product, process, and deal‑making.
* Established record in Fortune 1000 partnership development (travel sector a plus).
* Experience managing end‑to‑end sales and marketing functions for business customers – business development, inside sales, product marketing, partner success.
* Ability to surface innovative ideas to drive product‑led growth and partner close collaboration with R&D.
* Deep understanding of travel ecosystem and travel agent/affiliate landscapes; familiarity with API‑driven partnerships, technical integration, onboarding, lifecycle management.
* Comfort with AI‑driven platforms and enthusiasm for emerging technologies.
* Ability to lead in a fast‑paced, dynamic environment and adapt to changing priorities.
Direct yet empathetic communicator who builds trust across levels and cultures.
Perks of Working at Viator
* Competitive compensation packages, including base salary and annual bonuses.
* Flexible “Work your way” approach with remote‑friendly collaboration worldwide.
* Flexible schedule and work‑life balance.
* Donation matching program.
* Tuition assistance.
* Annual lifestyle benefit.
* Travel perks and discounts.
* Employee assistance program.
* Health benefits with great coverage and competitive premiums.
Our Values
* We aspire to lead.
* We’re relentlessly curious.
* We’re better together.
* We serve our customers, always.
* We strive for better, not perfect.
* Our workplace is for everyone; we welcome diverse identities and experiences.
If you need a reasonable accommodation or support during the application or recruiting process due to a medical condition or disability, please reach out to your recruiter or email AccessibleRecruiting@Tripadvisor.com and let us know the nature of your request. Please include the job requisition number in your message.
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