Vice President of Distribution Partnerships

Job Summary

Viator a Tripadvisor company is transforming how travelers discover and book experiences. As the leading marketplace for travel experiences we connect millions of travelers with unforgettable tours and activitiesand our distribution partners amplify that reach across the global travel ecosystem.

Were seeking a bold commercially driven Vice President of Distribution Partnerships to lead Viators fast-growing third-party distribution business spanning global travel brands affiliate networks and emerging FinTech and AI platforms. This is a rare opportunity to build the next-generation distribution engine for a category-defining marketplace.

In this role youll own the end-to-end revenue strategy for third-party distributionidentifying innovative and differentiated opportunities to ignite growth through new strategic partnerships while improving partner experience driving long-term product and tech enablement and maximizing current partner growth potential. Youll directly lead teams across sales marketing partner connectivity and partner support ensuring we acquire activate and retain high-value partners globally. Youll also partner with our R&D leaders to drive future expansion of partner types and capabilities.

This role is ideal for an innovative commercial leader who thrives at the intersection of partnerships technology and traveland who brings both a strategic lens and a hands-on entrepreneurial test-and-learn approach to building scalable durable revenue engines. Youll join a global leadership team that values innovation velocity and hands-on collaboration across Product Engineering and Commercial functions.

In this role youll 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 the strategy to drive sustainable growth across these partner segments balancing near-term revenue with long-term ecosystem health.
• Identify and capitalize on new opportunities to expand Viators distribution network beyond existing partner types
  
  

Partner acquisition & retention

• Lead the global sales and marketing teams responsible for partner recruitment onboarding and lifecycle marketing.

• Directly own relationships with largest partners and directly negotiate terms for most strategic new partnerships
• Establish data-driven programs for partner segmentation activation and retention including pricing promotion and loyalty programs.
• Collaborate with Finance to align incentives commissions and marketing investments with performance outcomes.
  
  

Partner connectivity & support

• Lead the teams responsible for partner connectivity (API and platform integrations) and partner support ensuring Viator is an easy reliable platform to build with and sell through.
• Oversee service levels integration quality and platform adoption across partners of all sizes.
• Advocate for product investments that improve partner efficiency conversion and satisfaction.
  
  

Product & technology collaboration

• Drive Viators third-party distribution product vision partnering closely with Product Engineering and Data to evolve our API and partner-facing platforms.
• Represent the voice of the partner in product prioritization discussions ensuring that distribution needs are integrated into Viators roadmap.
  
  

Leadership & cross-functional influence

• Build coach and scale a high-performing global team that blends commercial acumen with technical expertise.
• Serve as the executive voice of Viators distribution ecosysteminternally and externally.
  
  

To succeed youll need:

• Minimum of 10 years of progressive experience in executive sales roles ideally within a marketplace platform or B2B2C business.
• Proven ability to exceed revenue target through innovation across product process and deal-making
• Established record in Fortune 1000 partnership development (travel sector a plus)
• Proven experience directly managing end-to-end sales and marketing functions for business customersspanning business development inside sales product marketing and partner success.
• Demonstrated ability surface innovative ideas to drive growth through the product and to partner closely with R&D to bring vision to life
• Strong understanding of the travel ecosystem (tours and activities experience a plus) and the travel agent and affiliate landscapes.
  Deep familiarity with API-driven partnerships including technical integration partner onboarding and lifecycle management.
• Comfort with AI-driven platforms and enthusiasm for applying emerging technologies to enhance partner engagement automation and insight generation.
• Ability to lead in a fast-paced dynamic environment and adapt to changing priorities.

• Competitive compensation packages (routinely benchmarked against the latest industry data) including base salary and annual bonuses
• Work your way with flexibility to suit your lifestyle. Viator takes a remote-friendly approach to collaboration across a worldwide team with the option to join on-site as often as youd like.
• Flexible schedule. Work-life balance is ingrained in our culture by design. Trust and accountability make it work.
• Donation matching. Give back Give more! We match qualifying charitable donations annually.
• Tuition assistance. Want to level up your career We love to hear it! Receive annual support for qualified programs.
• Lifestyle benefit. An annual benefit to spend on yourself. Use it on travel wellness or whatever suits you.
• Travel perks. We believe that travel is employee development so we provide discounts and more.
• Employee assistance program. Were here for you with resources and programs to help you through lifes challenges.
• Health benefits. We offer great coverage and competitive premiums.

• We aspire to lead. Tap into your talent ambition and knowledge to bring us and you to new heights.
• Were relentlessly curious. We push beyond the usual the known the thats just how its done.
• Were better together. We learn from accept respect support and value one another and are creating something remarkable in the process.
• We serve our customers always. We listen question respond and strive for wow moments.
• We strive for better not perfect. We wont get it right the first time or every time. Well provide a safe environment in which to make mistakes iterate improve and grow.
• Our workplace is for everyone as is our people powered platform. At Tripadvisor we want you to bring your unique identities abilities and experiences so we can collectively revolutionize travel and together find the good out there.