Business Development Manager

Company Overview

TripGuru (thetripguru.com) is a tech-enabled travel experience startup based in Hong Kong, but has a fully-remote team working across the Asia Pacific including members based in the Philippines, Thailand, Vietnam, Indonesia, Turkey, and Argentina. We've designed thousands of authentic travel experiences and operate them at scale through our network of travel operators and guides, empowered by our brand and technology.

At TripGuru, we believe travel can be a force for good. It has the power to inspire, connect, and make the world better—when guided by the right choices. We envision a world where every journey uplifts the communities and preserves the places we explore for generations to come. Our mission is simple: make responsible tourism the norm, not the exception.

This means:

• Protect the planet with practices that safeguard nature and honor culture.
• Educate travelers to explore responsibly and understand their impact.
• Empower communities to grow and thrive, both economically and culturally.

Aside from our just cause, we strive to embody and uphold the core values of our company, with a strong emphasis on the following:

• SUSTAINABILITY / SOCIAL RESPONSIBILITY
• COMMITMENT
• Learning and Innovation
• Communication
• Tech adaptability
• Collaboration / team player abilities
• Personal development drive
• Empowerment

These values serve as the foundation of our company's success and guide us in making ethical decisions that positively impact both our business and the communities we serve. Thus, we look for individuals with the same passion and share the same values.

Job Overview

The Business Development Manager – Distribution is a sales-focused role responsible for growing TripGuru's topline revenue through its distribution network. TripGuru already works with a wide range of partners — primarily OTAs such as GetYourGuide and Klook — and the primary mandate of this role is to deepen and optimise those relationships to drive more bookings and higher revenue. Alongside this, the role is also responsible for developing new distribution partnerships and supporting the launch of new markets and destinations to scale the business. As the distribution channel grows, this person will be expected to step into a team leadership role.

Core Responsibilities and Day-to-Day Tasks

• Existing Partner Growth & Optimisation: Own and grow TripGuru's existing distribution partner portfolio. Identify opportunities to increase revenue from active partners through joint promotions, commercial improvements, and deeper product alignment. Monitor partner performance and take proactive steps to re-engage or uplift underperforming accounts.
• OTA & Partner Relationship Management: Serve as the primary point of contact for key distribution partners including OTAs such as GetYourGuide and Klook. Manage commercial relationships, coordinate on listings, campaigns, and terms, and ensure TripGuru maintains a strong and competitive presence across all active channels.
• New Partner Development: Identify, pitch, and onboard new distribution partners as a core part of scaling TripGuru's distribution reach. Manage the onboarding process to ensure new partners are set up to sell quickly and effectively.
• Tour Development & Optimisation: Work closely with Destination Managers to review and improve the tour product based on partner feedback, sales performance, and market demand. Ensure TripGuru's inventory stays competitive, relevant, and well-positioned across all active channels.
• Market & Destination Launches: Support the launch of new destinations and markets as opportunities arise, coordinating with internal teams to ensure distribution partners are briefed and ready to sell from day one.
• Performance Tracking & Reporting: Track and report on distribution performance across GMV, active partner count, and activation rates. Maintain a clear view of the pipeline and regularly communicate progress and forecasts to leadership.
• Cross-functional Collaboration: Work closely with Supply Management, Operations and Finance Team to align product availability, pricing, and campaigns with the needs of distribution partners.

Qualification Guidelines

• Bachelor's Degree in Business, Marketing, Hospitality, or a related field
• 3–5 years of experience in B2B sales, channel development, or OTA partnership management within the travel or tourism industry
• Demonstrated track record of meeting or exceeding sales targets and growing revenue through distribution or reseller channels
• Experience working with/in OTA platforms (e.g. GetYourGuide, Klook, Viator, or similar) strongly preferred
• Strong commercial acumen — able to structure partnerships, negotiate commercial terms, and close deals
• Proficient in CRM tools, MS Excel, and data analysis for pipeline tracking and performance reporting
• Excellent communication and presentation skills; confident pitching to partners across all levels of seniority
• Self-starter who thrives in a remote, fast-moving, startup environment with a high degree of ownership
• Resilient, resourceful, and comfortable operating in ambiguous and dynamic situations
• Comfortable using AI tools (e.g. ChatGPT, Claude, or similar) in day-to-day work for research, communication, and productivity. Ability to leverage AI to work more efficiently is expected.
• Required language: English (fluent); additional Asian languages are a strong advantage
• Applicants must have their own reliable device (e.g., laptop) and stable internet connection suitable for remote work and day-to-day responsibilities in a fast-paced, digital-first environment

To help expedite the recruitment process, please submit your application through this form: https://tripguruhq.notion.site/343f97e5205a818d9461d0bab7f087a8

Note: We welcome expats but at the moment, we do not provide permanent work visa sponsorship.