Job Specifications
Job Title: Business Development Manager (Travel & Tour Operator Sector)
Domain: Travel Spend Management, Tour Operators, Corporate Cards
Location: London / Hybrid
Term: Permanent / Full-time
Reports to: Chief Commercial Officer (CCO)
About us
B4B Payments is part of the Banking Circle Group, a 1,000+ person ecosystem owned by the EQT investment organisation, which also includes Banking Circle (global payments, accounts, liquidity, and FX for financial institutions and regulated businesses), and YOULEND (revenue-based financing).
B4B Payments is a fast-growing BaaS (Banking-as-a-Service) and embedded payment services provider offering card issuing and BIN sponsorship, and accounts, payments and FX to businesses, with the tools, APIs and infrastructure to allow clients and partners to build cutting-edge financial services. The B4B Payments leadership team has extensive payments experience, and is committed to driving continued growth and scale as we expand internationally, with a presence in the UK, Europe and US.
We operate as an independent affiliate of Banking Circle, and while we are separate companies, we work closely together to deliver a market-competitive, and continually evolving product offering that augments established EMI licensed cards capabilities from B4B Payments with world-class payments, accounts and FX capabilities from Banking Circle. We are a global and diverse team, with our headquarters in London (UK), and offices in Newcastle (UK), Vilnius (Lithuania) and Boston (US).
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. We expect you to be curious and experimental with new technologies.
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. You know how to get responses and book meetings,
Consultative selling skills - ability to understand complex operational workflows, identify pain points, and position solutions that address real business needs.
Resilience