Business Development - General Manager - Travel

About the role

Paytm is India's leading mobile payments and financial services distribution company. A pioneer of the mobile QR payments revolution in India, Paytm builds technology that empowers small businesses with payments and commerce. Our mission is to serve half a billion Indians and bring them into the mainstream economy through technology. About the Travel Team: Paytm Travel has revolutionized the Indian travel industry with a mission to empower millions of travelers who choose us as their preferred travel partner. Within just a few years, we've become the #3 player in India's online travel space, and we're on track to becoming #1 soon. As one of the largest travel platforms in the country, we aim to make every travel experience seamless, transparent, and delightful - from instant booking to hassle-free journeys. With customer centricity at our core, our vision is to make Paytm Travel synonymous with trust and affordability for all travelers. We're looking for a smart, driven, and domain-strong business professional with relevant years of experience in Business Development, Partnerships, and Account Management in the travel industry - preferably with direct experience in airline operations, ticketing systems, and OTA distribution models. This is a strategic role where you'll help scale the Flights vertical by driving new partnerships, optimizing supplier integrations, and enabling operational excellence in airline distribution and automation.

Responsibilities

• Business Development & Strategic Accountability:
• Strategic Roadmap: Execute the Flights vertical roadmap in line with company
• objectives, ensuring operational and technical feasibility.
• Revenue Enablement: Identify and activate new airline and supplier partnerships to
• drive volume and improve margins.
• Resource Optimization: Design initiatives to address operational challenges such as
• budget constraints or GDS integration bottlenecks.
• Process Innovation: Enhance workflows for partner onboarding, contracting, and
• automation of ticketing and after-sales processes.
• Cross-Functional Collaboration: Work closely with Finance, Product, Growth, and
• Operations teams to ensure alignment on business goals.
• Technical Excellence & Product Integration:
• System Expertise: Deep understanding of airline ticketing systems, GDS/CRS
• platforms (Amadeus, Sabre, Travelport), and emerging distribution models like NDC.
• Issue Management: Lead root-cause analysis and resolution of operational and tech
• issues (PNR cancellations, ADM/ACM disputes, API failures).
• Tech Partnership: Collaborate with Engineering, QA, and Product teams to ensure
• travel systems are scalable, reliable, and optimized for uptime.
• Feature Deployment: Oversee pre- and post-deployment validation for new capabilities
• such as ancillaries, branded fares, and direct airline integrations.
• Partner & Account Management:
• Airline Relationship Management: Build and manage strong commercial relationships
• with airlines, consolidators, and GDS providers.
• Competitive Intelligence: Analyze industry trends, competitor fare strategies, and
• distribution models to identify growth opportunities.
• Co-Creation: Collaborate with partners to co-design win-win product and pricing
• models, including dynamic fares and exclusive deals.
• Operational Leadership:
• Ticketing Process Excellence: Define best practices for ticket issuance, reissue,
• refund, and exchange workflows.
• Market Insights: Conduct route-level and inventory analysis to guide airline strategy
• and promotional opportunities.
• Cross-Team Coordination: Partner with CX, Tech, and Growth teams to deliver
• consistent traveler and partner experiences.
• Automation & Compliance: Drive automation in fare caching, reconciliation, and
• reporting to ensure compliance with airline and IATA standards.
• Ideal Candidate Profile

Requirements

• Relevant 10-15 years in business development/partnerships within travel or airline
• domains.
• Relevant years in OTA or airline environments, with hands-on experience in airline
• reservation and ticketing systems.
• Skills & Competencies:
• Airline Domain Expertise: Strong command over airline ticket issuance, GDS/CRS
• workflows, BSP/ARC settlements, and ADM/ACM management.
• Technical Acumen: Familiarity with travel tech stacks (API integrations, NDC, fare
• caching, automation workflows).
• Negotiation Skills: Proven success in closing high-value airline or supplier deals.
• Execution Focus: Bias for action with experience scaling new airline integrations or
• distribution models.
• Stakeholder Influence: Ability to manage and align cross-functional teams toward
• business outcomes.
• Key Success Metrics:
• Growth in direct airline partnerships and supplier-driven revenue.
• Improved efficiency in ticket issuance and reconciliation.
• SLA adherence for customer issue resolution.
• Enhanced operational reliability and automation adoption.
• Why join us:
• We support our people by providing a range o

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