Vice President of Distribution Partnerships

About Viator

Viator, a Tripadvisor company, is the leading marketplace for travel experiences. We believe that making memories is what travel is all about. And with 300,000+ travel experiences to explore—everything from simple tours to extreme adventures (and all the niche, interesting stuff in between)—making memories that will last a lifetime has never been easier. With industry- leading flexibility and last-minute availability, it's never too late to make any day extraordinary. Viator. One app, 300,000+ travel experiences you’ll remember.

Job Summary

Viator, a Tripadvisor company, is transforming how travelers discover and book experiences. As the leading marketplace for travel experiences, we connect millions of travelers with unforgettable tours and activities—and our distribution partners amplify that reach across the global travel ecosystem.

We’re seeking a bold, commercially driven Vice President of Distribution Partnerships to lead Viator’s fast-growing third-party distribution business– spanning global travel brands, affiliate networks, and emerging FinTech and AI platforms. This is a rare opportunity to build the next-generation distribution engine for a category-defining marketplace.

In this role, you’ll own the end-to-end revenue strategy for third-party distribution—identifying innovative and differentiated opportunities to ignite growth through new strategic partnerships, while improving partner experience, driving long-term product and tech enablement, and maximizing current partner growth potential. You’ll directly lead teams across sales, marketing, partner connectivity, and partner support, ensuring we acquire, activate, and retain high-value partners globally. You’ll also partner with our R&D leaders to drive future expansion of partner types and capabilities.

This role is ideal for an innovative, commercial leader who thrives at the intersection of partnerships, technology, and travel—and who brings both a strategic lens and a hands-on, entrepreneurial test-and-learn approach to building scalable, durable revenue engines. You’ll join a global leadership team that values innovation, velocity, and hands-on collaboration across Product, Engineering, and Commercial functions.

In this role, you’ll lead:

Commercial strategy & revenue ownership

• Deliver sustainable, double-digit annual growth across third-party distribution channels, driving hundreds of millions in Gross Booking Volume (GBV)

• Define and execute the strategy to drive sustainable growth across these partner segments, balancing near-term revenue with long-term ecosystem health.

• Identify and capitalize on new opportunities to expand Viator’s distribution network beyond existing partner types

Partner acquisition & retention

• Lead the global sales and marketing teams responsible for partner recruitment, onboarding, and lifecycle marketing.

• Directly own relationships with largest partners and directly negotiate terms for most strategic new partnerships

• Establish data-driven programs for partner segmentation, activation, and retention, including pricing, promotion, and loyalty programs.

• Collaborate with Finance to align incentives, commissions, and marketing investments with performance outcomes.

Partner connectivity & support

• Lead the teams responsible for partner connectivity (API and platform integrations) and partner support, ensuring Viator is an easy, reliable platform to build with and sell through.

• Oversee service levels, integration quality, and platform adoption across partners of all sizes.

• Advocate for product investments that improve partner efficiency, conversion, and satisfaction.

Product & technology collaboration

• Drive Viator’s third-party distribution product vision, partnering closely with Product, Engineering, and Data to evolve our API and partner-facing platforms.

• Represent the voice of the partner in product prioritization discussions, ensuring that distribution needs are integrated into Viator’s roadmap.

Leadership & cross-functional influence

• Build, coach, and scale a high-performing global team that blends commercial acumen with technical expertise.

• Serve as the executive voice of Viator’s distribution ecosystem—internally and externally.

To succeed, you’ll need:

• Minimum of 10 years of progressive experience in executive sales roles, ideally within a marketplace, platform, or B2B2C business.

• Proven ability to exceed revenue target through innovation across product, process, and deal-making

• Established record in Fortune 1000 partnership development (travel sector a plus)

• Proven experience directly managing end-to-end sales and marketing functions for business customers—spanning business development, inside sales, product marketing, and partner success.

• Demonstrated ability surface innovative ideas to drive growth through the product and to partner closely with R&D to bring vision to life

• Strong understanding of the travel ecosystem (tours and activities experience a plus) and the travel agent and affiliate landscapes.
Deep familiarity with API-driven partnerships, including technical integration, partner onboarding, and lifecycle management.

• Comfort with AI-driven platforms and enthusiasm for applying emerging technologies to enhance partner engagement, automation, and insight generation.

• Ability to lead in a fast-paced, dynamic environment and adapt to changing priorities.

Direct yet empathetic communicator who builds trust across levels and cultures.

Perks of Working at Viator

• Competitive compensation packages (routinely benchmarked against the latest industry data), including base salary and annual bonuses

• “Work your way” with flexibility to suit your lifestyle. Viator takes a remote-friendly approach to collaboration across a worldwide team, with the option to join on-site as often as you’d like.

• Flexible schedule. Work-life balance is ingrained in our culture by design. Trust and accountability make it work.

• Donation matching. Give back? Give more! We match qualifying charitable donations annually.

• Tuition assistance. Want to level up your career? We love to hear it! Receive annual support for qualified programs.

• Lifestyle benefit. An annual benefit to spend on yourself. Use it on travel, wellness, or whatever suits you.

• Travel perks. We believe that travel is employee development, so we provide discounts and more.

• Employee assistance program. We’re here for you with resources and programs to help you through life’s challenges.

• Health benefits. We offer great coverage and competitive premiums.

Our Values

• We aspire to lead. Tap into your talent, ambition, and knowledge to bring us – and you – to new heights.

• We’re relentlessly curious. We push beyond the usual, the known, the “that’s just how it’s done.”

• We’re better together. We learn from, accept, respect, support, and value one another– and are creating something remarkable in the process.

• We serve our customers, always. We listen, question, respond, and strive for wow moments.

• We strive for better, not perfect. We won’t get it right the first time – or every time. We’ll provide a safe environment in which to make mistakes, iterate, improve, and grow.

• Our workplace is for everyone, as is our people powered platform. At Tripadvisor, we want you to bring your unique identities, abilities, and experiences, so we can collectively revolutionize travel and together find the good out there.

If you need a reasonable accommodation or support during the application or the recruiting process due to a medical condition or disability, please reach out to your individual recruiter or send an email to [email protected] and let us know the nature of your request. Please include the job requisition number in your message.

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