Business Development Manager (Travel & Tour Operator Sector) in London
Business Development Manager (Travel & Tour Operator Sector)

Business Development Manager (Travel & Tour Operator Sector) in London

London Full-Time 36000 - 60000 £ / year (est.) Home office (partial)
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At a Glance

  • Tasks: Drive business growth in the travel sector by engaging and closing new clients.
  • Company: Join a fast-growing fintech company revolutionising payment solutions.
  • Benefits: Competitive salary, commission structure, wellness days, and learning support.
  • Why this job: Shape the future of travel payments while building your career in a dynamic environment.
  • Qualifications: 3-5 years in B2B sales, consultative selling skills, and resilience.
  • Other info: Collaborative culture with opportunities for innovation and personal growth.

The predicted salary is between 36000 - 60000 £ per year.

Domain: Travel Spend Management, Tour Operators, Corporate Cards

Location: London / Hybrid

Term: Permanent / Full-time

Reports to: Chief Commercial Officer (CCO)

About the role

We are seeking a commercially driven, entrepreneurial Business Development Manager to spearhead our expansion into the travel and tour operator sector. This is a high-agency, outbound-focused role where you will identify, engage, and close new business with tour operators, travel management companies, and education travel providers.

Our primary offering for this sector is card-based spend management - enabling tour operators to efficiently distribute funds to tour directors, manage group travel expenses, and maintain real-time visibility and control over operational spending across multiple currencies and geographies. Beyond cards, there is significant opportunity to expand client relationships into payments, FX, and other embedded financial services.

This is an early-stage growth role. You will be building a pipeline, shaping our go-to-market approach for the sector, and working closely with product and leadership to refine our offering based on real client feedback. We have growth ambitions for the space - you will be creating awareness, educating prospects, and demonstrating value through consultative, relationship-driven selling. If you thrive in ambiguity, enjoy the challenge of building out an opportunity space, and want to directly influence product direction based on market needs, this is the role for you.

In the role you will:

  • Own outbound prospecting and pipeline generation - identify and engage tour operators, travel management companies, and education travel providers through multi-touch outbound sequences (LinkedIn, email, phone, events).
  • Research and prioritise accounts based on fit signals, not just company size.
  • Run consultative discovery and sales cycles - understand prospect pain points around fund distribution, expense management, compliance, and operational complexity.
  • Position our card-based spend management solution to address their specific challenges, even when our product is still evolving to meet their needs.
  • Handle objections and navigate complexity - you will encounter prospects who may have specific feature requirements we are developing.
  • Your ability to build trust, articulate our roadmap vision, and find creative solutions will be critical.
  • Close deals and drive revenue - manage the full sales cycle from first touch to signed contract, with support from leadership.
  • Negotiate commercial terms and onboard new clients successfully.
  • Shape our sector strategy - provide market intelligence and client feedback to product and leadership.
  • Help define our ideal customer profile, refine messaging, and contribute to product roadmap priorities based on real prospect and client needs.
  • Leverage AI and modern sales tools - utilise AI-powered research, prospecting, and personalisation tools to increase efficiency and effectiveness.

What you will need:

  • 3-5+ years in a B2B sales role, ideally selling financial services, payments, expense management, or SaaS solutions to mid-market or enterprise clients (travel industry experience is a plus but not essential).
  • Proven track record of outbound prospecting and pipeline generation - you have built pipelines from scratch, not just worked inbound leads.
  • Consultative selling skills - ability to understand complex operational workflows, identify pain points, and position solutions that address real business needs.
  • Resilience and objection handling expertise - comfortable selling a product that is live and functional but still evolving, and able to turn objections into opportunities through creative problem-solving.
  • High agency and entrepreneurial mindset - you take ownership, move fast, and do not wait to be told what to do.
  • Strong commercial acumen - ability to structure deals, negotiate effectively, and understand the financial drivers of your clients' businesses.
  • Excellent communication skills - articulate, persuasive, and able to build rapport quickly with senior stakeholders (CFOs, Operations Directors, Finance Managers).
  • Curiosity and adaptability with AI and sales technology - willingness to experiment with AI tools for research, prospecting, and personalisation.
  • English fluency required for both speaking and writing (additional European languages are a plus).

The interview process:

  • Initial call with a member of our team
  • Skills and experience deep dive with the CCO
  • Practical exercise: mock prospecting or discovery call
  • Meet the team: Cultural fit conversation with team members

What we offer:

  • Competitive base salary plus commission structure
  • 25 days annual leave
  • Annual wellness day off
  • Access to one-to-one confidential counselling sessions through our Employee Assistance Programme
  • Access to retail & other discounts
  • Vitality health care plan
  • Learning & development support - Access to our GO1 online learning platform to help continuously develop yourself
  • Ride-to-work scheme
  • Regular socials and relaxed working environment

Make a difference: We are always on the lookout for talented individuals to help take us further - it is important to us to hire the right people for roles that work for both us and the individual.

Equality: We strive to create a workplace that reflects the diverse communities we serve and where everyone feels empowered to bring their full, authentic selves to work.

Teamwork: The strength of our team does not only lie in our combined experience and expertise but our ability to trust each other, no matter what.

Quality: We provide award-winning solutions and unsurpassed service that, together, deliver premium value to our clients.

Innovation: Redefining the standard of excellence is in everything we do. Therefore, we are open to ideas that challenge the conventional views and drive innovation.

Trust: We strive to act in a manner that builds trust with our team, clients, business partners, and other stakeholders.

Business Development Manager (Travel & Tour Operator Sector) in London employer: B4B Payments - A Banking Circle Group Company

B4B Payments is an exceptional employer, offering a dynamic and innovative work environment in the heart of London. With a strong focus on employee growth, we provide access to continuous learning opportunities and a supportive culture that values collaboration and diversity. Our competitive benefits package, including wellness initiatives and flexible working arrangements, ensures that our team members thrive both personally and professionally while contributing to meaningful advancements in the travel and tour operator sector.
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Contact Detail:

B4B Payments - A Banking Circle Group Company Recruiting Team

StudySmarter Expert Advice 🤫

We think this is how you could land Business Development Manager (Travel & Tour Operator Sector) in London

✨Tip Number 1

Get your networking game on! Connect with people in the travel and tour operator sector on LinkedIn. Join relevant groups, engage in discussions, and don’t be shy to reach out for informational chats. You never know who might lead you to your next opportunity!

✨Tip Number 2

Show up at industry events and conferences! These are golden opportunities to meet potential clients and partners face-to-face. Bring your A-game, share your insights, and make those connections that could turn into business deals down the line.

✨Tip Number 3

Be proactive in your outreach! Don’t just wait for leads to come to you. Use tools like LinkedIn Sales Navigator to identify and connect with key decision-makers in the travel sector. Craft personalised messages that highlight how our card-based spend management can solve their specific challenges.

✨Tip Number 4

Keep learning and adapting! Stay updated on the latest trends in travel spend management and financial services. This knowledge will not only help you in conversations but also position you as a trusted advisor to your prospects. And remember, apply through our website for the best chance at landing that dream job!

We think you need these skills to ace Business Development Manager (Travel & Tour Operator Sector) in London

B2B Sales
Outbound Prospecting
Pipeline Generation
Consultative Selling
Objection Handling
Commercial Acumen
Negotiation Skills
Communication Skills
Relationship Building
Understanding of Financial Services
Adaptability to AI and Sales Technology
Curiosity
Entrepreneurial Mindset
Problem-Solving Skills

Some tips for your application 🫡

Tailor Your CV: Make sure your CV is tailored to the Business Development Manager role. Highlight your experience in B2B sales, especially in financial services or payments, and showcase any relevant achievements that demonstrate your ability to build pipelines from scratch.

Craft a Compelling Cover Letter: Your cover letter should tell us why you're the perfect fit for this role. Share your passion for the travel sector and how your consultative selling skills can help us expand our reach. Be sure to mention any specific experiences that align with our needs.

Showcase Your Outbound Skills: Since this role is all about outbound prospecting, make sure to highlight your experience in generating leads and closing deals. Use examples that demonstrate your resilience and ability to handle objections creatively.

Apply Through Our Website: We encourage you to apply through our website for a smoother application process. This way, we can easily track your application and ensure it gets the attention it deserves. Plus, it shows us you're keen on joining our team!

How to prepare for a job interview at B4B Payments - A Banking Circle Group Company

✨Know Your Product Inside Out

Before the interview, make sure you understand B4B Payments' offerings, especially in card-based spend management. Familiarise yourself with how these solutions can address the specific challenges faced by tour operators and travel management companies.

✨Research the Travel Sector

Dive deep into the travel and tour operator sector. Understand current trends, pain points, and key players. This knowledge will help you engage in meaningful conversations and demonstrate your commitment to the role.

✨Prepare for Consultative Selling

Brush up on your consultative selling skills. Be ready to discuss how you would identify client pain points and tailor solutions to meet their needs. Think of examples from your past experiences where you've successfully navigated complex sales cycles.

✨Showcase Your Resilience

Be prepared to discuss how you've handled objections in the past. Highlight your ability to turn challenges into opportunities, especially when dealing with evolving products. This will show your potential employer that you can thrive in a dynamic environment.

Business Development Manager (Travel & Tour Operator Sector) in London
B4B Payments - A Banking Circle Group Company
Location: London

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