Head of B2B Partnerships

About us

Founded in 2015 in Athens, Greece, Welcome redefines the way people travel by going above and beyond the commoditized transfer service and being the first company to deliver a complete, personalised, in-destination travel experience. From the moment a traveler arrives at a new destination, until their return journey home, Welcome accommodates all their travel needs, including transfers, sightseeing trips, and local information, in the easiest, friendliest, and most personalised way possible. Welcome's drivers are experts in the area and share their local know-how to make travellers feel at home wherever they are. The company has also introduced contactless rides, thorough cleaning protocols, and protective equipment to make every journey safe.

Being a travel tech startup, Welcome continues to grow and scale its operations and is quickly becoming a global category leader for in-destination travel services.

• One of the highest-rated global transportation companies with a rating of 4.9/5 stars.
• Expanded from 200 destinations last year to 350, achieving our ambitious 2024 growth target.
• Over 4,000 travel partners including 2,500 hotels, numerous vacation rentals, and travel agents, adding 50+ new ones every month.
• Over 2.5 million happy travellers every year.

⭐️ If you want to dive deeper into the awesomeness of Welcome's culture, click on to check our TikTok account.⭐️

The Team

We are a group of vibrant, diverse people who love travelling and never settle on quality. Each one of us didn’t join Welcome by chance and believes deeply in what Welcome is trying to achieve, so we work relentlessly to make that happen. We challenge common logic, focus on design, put simplicity and usability first, and create memorable experiences. We keep learning and exploring better ways to serve our community and grow personally and professionally in our respective fields. We stay humble along the way, with a “pay it forward” mentality, but with big and bold goals.

As the Head of B2B Partnerships at Welcome Pickups, you will play a key role in driving the growth and success of the B2B segment. In this role, you will oversee and provide strategic guidance to the Demand Generation, SDR, Sales, and Customer Success teams. You will manage our global B2B network - including Accommodation Partners (Hotels & Vacation Rentals), Travel Agents, Web Affiliates, Corporates, and any new segments across all destinations. This position requires a senior leader with extensive experience in online partnerships, e-commerce, and sales leadership. The ideal candidate will have their finger on the pulse of new and emerging partnership models and integrations, combined with the business acumen to determine where to focus for maximum impact.

Responsibilities

Strategic Leadership & Commercial Ownership

• Own B2B revenue target-setting in partnership with the CCO.
• Own the end-to-end commercial B2B strategy, ensuring alignment with company objectives and long-term growth plans.
• Translate company strategy into clear commercial priorities across all B2B functions.
• Build, structure, and scale the B2B organization to consistently meet and exceed annual targets.
  Act as the senior commercial owner of the B2B function, providing clarity, direction, and accountability.

Team Leadership & Development

• Lead and develop the B2B organization, overseeing Sales Development, Business Development, and Partner Success teams - a total of 21 people across multiple global markets and locations.
• Set clear targets, expectations, ownership, and strategic direction for team leads and managers.
• Foster a high-performance, collaborative culture focused on accountability and continuous growth.
• Partner with CRM & Sales Excellence to ensure structured onboarding, training, and development across all teams.
• Conduct regular performance reviews and support long-term talent development and own succession planning for your direct reports.

Define End-to-End B2B Sales Cycle & GTM

• Own the performance and effectiveness of the entire B2B sales lifecycle, from lead qualification to deal closure and long-term partner retention.
• Define ICPs and identify new routes to market and opportunities for scale.
• Ensure seamless collaboration and handovers between functions:
• Sales Development (lead qualification and demo booking)
• Business Development (demos, negotiations, and deal closure)
• Partner Success (onboarding, retention, and churn prevention)
• Act as the escalation point for complex negotiations and key accounts.
• Ensure consistency in partner experience across all stages of the B2B journey.

Cross-Functional Collaboration

• Collaborate closely with Marketing to ensure strong alignment on target segments, messaging, and lead handover.
• Work with Finance and Operations to align on revenue forecasts, hiring plans, and organizational scaling.
• Translate partner requirements and opportunities into features and themes to partner with Product Management to solve.
• Represent the B2B function in cross-functional initiatives and senior leadership discussions.

Reporting & Analytics

• Own B2B commercial reporting and performance visibility across the full sales funnel.
• Lead a disciplined operating cadence using standardized reviews, actionable insights, and clear accountability mechanisms to improve consistency and execution across markets.

Budget Management

• Own and manage the B2B commercial budget in collaboration with the CCO and Finance.
• Ensure efficient resource allocation across teams and initiatives.
• Monitor budget adherence and return on commercial investment.

Continuous Improvement & Enablement

• Identify and drive targeted improvements in sales processes and ways of working.
• Promote strong CRM discipline and best practices across the B2B organization in collaboration with Sales Excellence.

Requirements

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• 8+ years of experience in B2B sales, partnerships, or e-commerce leadership, including 5+ years leading multi-functional commercial teams (Sales, BD, Customer/Partner Success).
• Proven track record owning and delivering revenue targets across the full B2B funnel, from lead generation through renewal.
• Proficiency in CRM and sales automation platforms (e.g., HubSpot, Salesforce); strong command of pipeline management and reporting tools.
• Demonstrated success building and scaling distributed commercial teams across multiple global markets.
• Strong analytical and commercial acumen, with the ability to translate data into strategy and drive data-informed decisions.
• Experience owning a commercial budget and P&L, with a track record of efficient resource allocation.
• Deep understanding of online partnership ecosystems (Accommodation Partners, Travel Agents, Web Affiliates, Corporates) and emerging integration models.
• Excellent written and verbal communication skills in English, with the ability to influence senior stakeholders. Extra languages are a plus.
• Self-motivated, hands-on leader with a collaborative, high-accountability mindset.
• Comfortable operating in a fast-paced, high-growth start-up environment.

Benefits

• Vibrant and fresh work environment
• Flexible work-from-home policy
• The tools you need to perform your daily tasks successfully
• L&D personal budget
• +4 extra PTO days annually
• The unique opportunity to join “the next big thing” at ground level