Head of Commercial - Distribution in London

We are champions of rail, inspired to build a greener, more sustainable future of travel. Trainline enables millions of travellers to find and book the best value tickets across carriers, fares, and journey options through our highly rated mobile app, website, and B2B partner channels.

Trainline Partner Solutions (TPS) is the B2B arm of Trainline, providing industry‑leading rail technology and distribution solutions that make the complex world of rail retailing simpler for businesses across Europe. Our products power travel management companies, online booking tools, travel agencies and rail operators, helping them connect customers with rail in a seamless, efficient and scalable way.

As our Head of Commercial, Distribution, you’ll play a pivotal role in shaping the future growth of our Distribution business. Reporting to the General Manager and sitting within the TPS leadership team, you’ll define and deliver the commercial strategy for one of Trainline’s most important growth areas. Working closely with leaders across Product, Technology, Operations and Finance, you’ll combine strategic thinking, commercial leadership and relationship management to drive sustainable growth, strengthen partner relationships and ensure our teams deliver an exceptional experience for our customers and partners.

Responsibilities

• Own and deliver the commercial strategy for existing TMC clients, setting ambitious revenue and growth targets in partnership with the General Manager and ensuring the team is aligned and empowered to deliver against them.
• Lead, develop and inspire the Account Management team working alongside a multi‑disciplinary team spanning Integration, Sales, Product and Service Desk, creating a culture of accountability, high performance and continuous improvement.
• Build and own strategic relationships with key distribution partners and clients at the most senior level, serving as the executive sponsor for our most important accounts and ensuring long‑term partnership health.
• Define and drive the go‑to‑market strategy for Distribution alongside our Sales team and identify new commercial opportunities with existing clients, shaping the pricing and proposition, and leading on contract negotiations for strategic renewals.
• Act as the voice of Distribution internally, working cross‑functionally with Product, Technology, Operations, Sales and Finance to ensure the commercial roadmap is prioritised and delivered in a way that meets partner needs and drives mutual growth.
• Act as the voice of Distribution externally both with clients and at industry events.
• Oversee the operational performance of the Distribution commercial function, ensuring service excellence, SLA adherence and robust processes across the integration and service desk teams.
• Report regularly to the General Manager and TPS leadership on commercial performance, pipeline, risk and strategic initiatives, bringing clarity and confidence to senior stakeholders on the health of the Distribution business.

Qualifications

• Proven track record in a senior commercial leadership role, ideally within a B2B technology, travel, or distribution environment, with clear experience of owning P&L and driving revenue growth.
• Demonstrated success in leading and developing high‑performing commercial teams, with the ability to set direction, inspire action and build a culture of excellence and accountability.
• Significant experience in complex contract negotiation and commercial structuring, with the confidence and credibility to represent Trainline at the most senior levels with partners and clients.
• Strong strategic thinking capability, able to translate market insight and commercial data into clear, actionable plans that deliver sustainable growth across the Distribution portfolio.
• Exceptional stakeholder management skills, with a proven ability to navigate and influence complex internal and external relationships, build executive‑level trust, and drive alignment across competing priorities.
• Experience managing multi‑disciplinary teams encompassing commercial, technical and operational functions, with the ability to bring diverse capabilities together behind a common commercial agenda.
• Commercially and financially astute, with the ability to interpret performance data, identify trends, and make data‑informed decisions that balance short‑term delivery with long‑term strategic goals.
• Highly credible communicator and presenter, with the executive presence to represent Trainline Partner Solutions at industry forums, partner events and board‑level conversations.
• Entrepreneurial mind‑set and creative problem‑solving skills – a natural leader who thrives on ambiguity, drives change proactively, and consistently finds new ways to unlock value for Trainline and its partners.
• A collaborative, inclusive leader who builds strong relationships internally and sets the tone for a team culture that is ambitious, client‑obsessed and grounded in Trainline’s values.
• Excellent verbal and written communication skills, with the ability to distil complex commercial and technical topics into clear narratives for a range of audiences.
• Thrives in a fast‑moving, high‑growth technology or B2B commercial environment, comfortable with ambiguity and energised by the challenge of building something significant.
• Enthusiastic, resilient and highly motivated – a visible leader who brings energy and optimism to the team while maintaining sound commercial judgement under pressure.

More Information

Enjoy fantastic perks like private healthcare & dental insurance, a generous work from abroad policy, 2‑for‑1 share purchase plans, an EV Scheme to further reduce carbon emissions, extra festive time off, and excellent family‑friendly benefits.

We prioritise career growth with clear career paths, transparent pay bands, personal learning budgets, and regular learning days. Jump on board and supercharge your career from day one!

We are operating a hybrid model and ask that Trainliners work from the office at least 60% of the time over a 12‑week period. We also have a 28‑day Work from Abroad policy.

Values

• Think Big – We’re building the future of rail.
• Own It – We focus on every customer, partner and journey.
• Travel Together – We’re one team.
• Do Good – We make a positive impact.

Diversity and Inclusion

We know that having a diverse team makes us better and helps us succeed. And we mean all forms of diversity – gender, ethnicity, sexuality, disability, nationality and diversity of thought. That’s why we’re committed to creating inclusive places to work, where everyone belongs and differences are valued and celebrated.

Interested in finding out more about what it's like to work at Trainline? We encourage you to visit our profiles on multiple platforms.