(Senior) Business Development Manager - U.S. (Travel) (m/f/d)

ABOUT US

Since 2020, Pliant has been on a mission to rethink credit cards and empower companies to grow by providing a smart way to pay that scale with their business. With our app and API-based solutions, Pliant allows companies to issue physical and virtual credit cards, automate payment processes, track spending, and seamlessly integrate these data into their finance stack.

Pliant is growing quickly. With our expansion into 30 international markets, we believe that people, passion, and diversity are the key ingredients to our future success. Our growing team of 200+ Plianteers come from 35 nationalities and work remotely or in a hybrid environment from our headquarters in the heart of Berlin. And we're looking for more talented and committed people to join us on our journey!

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Who are Pliant

ABOUT THE ROLE

We are looking for a (Senior) Business Development Manager - U.S. (Travel) (m/f/d) to accelerate our expansion in one of Pliant's most strategic verticals: travel. You'll be focused on identifying, engaging, and converting travel-focused businesses that can benefit from flexible credit, virtual cards, and automated spend controls.

You'll work closely with our commercial and product teams to tailor messaging and solution design for OTAs, TMCs, consolidators, air ticket resellers, and B2B travel marketplaces. This is a high-impact, mid-level sales role with plenty of ownership and growth potential.

This role is remote-friendly, ideally based in the U.S., with occasional travel to client meetings, industry events (e.g., GBTA, Phocuswright), and Berlin for onboarding or team sessions.

WHAT YOU'LL DO

• Travel Industry Acquisition: Source and qualify new prospects across the B2B travel space, including OTAs, TMCs, and ticketing consolidators.
• Lead Pipeline Ownership: Manage outbound and inbound leads through the full sales cycle-from discovery to demo, negotiation, and close.
• Industry Messaging & Positioning: Tailor your outreach and conversations to address travel-specific pain points (e.g., payment delays, reconciliation, fraud risk, chargebacks).
• Collaboration with Product & Sales: Share feedback from the field to shape segment-specific collateral, integrations, and feature enhancements.
• CRM & Reporting: Maintain accurate records in HubSpot or Salesforce and ensure strong sales hygiene and forecast visibility.
• Market Research: Stay up to date on trends in the U.S. travel market-emerging players, policy shifts, and competitive developments.
• Partner with Marketing: Support go-to-market campaigns targeting the travel industry and contribute to event presence, case study generation, and co-marketing.

WHAT YOU'LL BRING

• 3-5 years of B2B sales experience, ideally with clients in the travel industry or adjacent verticals (e.g., hospitality tech, payments, B2B platforms).
• Knowledge of the U.S. travel ecosystem-especially the commercial workflows and credit requirements of travel intermediaries.
• Proven ability to run structured sales cycles and manage multiple stakeholders (Finance, Ops, Product, C-level).
• Familiarity with CRMs (HubSpot, Salesforce) and sales methodologies such as SPIN, MEDDIC, or Challenger.
• Experience selling fintech, payments, or expense solutions is a strong plus.
• Excellent verbal and written communication skills.
• Professional level fluent English required; additional languages a plus.

WHAT WE OFFER

• Competitive salary and performance-based incentives
• An influential role shaping U.S. market growth at an international fintech
• Opportunities for professional growth and ownership from day one
• A remote-friendly environment with support for work-life flexibility
• Health, wellness, and retirement benefits
• Access to a diverse and ambitious team driven by impact, innovation, and transparency