Director, Strategic Partnerships - Government

About Engine Engine is the AI-native platform for intelligent travel. For a decade, Engine has built the proprietary technology and supply behind modern business travel, serving over 40,000 customers and nearly 2 million travelers, along with leading travel and AI companies that build on Engine's infrastructure. One system powers business travel, group travel, human agents, and AI agents. That work has earned recognition as one of Fast Company's Best Workplaces for Innovators (2025), TravelTech's Reservation Platform of the Year (2026), and one of Built In's Best Places to Work (2020–2026). We're looking for bold, ambitious people to help redefine how businesses manage and experience travel. Working here, you can expect exponential growth, an ambitious pace, full ownership, and high-caliber colleagues who push you to do the best work of your career. Every hire raises the bar. Come outpace the ordinary and build the future of travel with us. Your Mission We value our individuality, and we also understand that together, we thrive. Most importantly, we know we're not for everyone! Complacency doesn't live here. We're focused on finding the right people who are energized by our culture and bring diverse experiences and backgrounds that will help us unlock our full potential. Engine is redefining how businesses experience travel — and the strategic partnerships that power our growth are central to that mission. As Director, Strategic Partnerships – Government, you will own our most consequential Government partnerships from first conversation through long-term scale. This is a full-cycle role: you source it, negotiate it, close it, and grow it. You will build deep executive relationships across the Government landscape, structure complex high-value deals, and ultimately build and lead a team beneath you as this vertical scales. If you thrive at the intersection of strategic thinking and relentless execution — and you want to build something that matters at a category-defining company — this is your role. Here's What You'll Do • Full-Cycle Partnership Ownership: Own the end-to-end lifecycle for Government partnerships — from initial outreach and qualification through negotiation, close, onboarding, and long-term growth. You bring it in, you scale it. • Pipeline Development: Identify, qualify, and build a high-value pipeline of Government partnerships, each with the potential to reach $50M+ in annual volume. Manage a named account list, tier opportunities strategically, and self-source with creativity and urgency. • Executive-Level Negotiation: Lead complex, multi-stakeholder deal negotiations with C-suite and VP-level decision-makers at Government organizations. Craft compelling partnership structures that drive durable mutual value. • Vertical Expertise & Market Intelligence: Develop and maintain deep knowledge of the Government landscape — key players, buying dynamics, competitive forces, regulatory considerations, and partnership models that unlock distribution or revenue at scale. • Post-Close Relationship Leadership: Serve as Engine's primary executive relationship owner for the largest Government partners post-close. You decide which accounts to retain and which to pass onto the partner success organization. Drive retention, expansion, and partner satisfaction across your portfolio. • Cross-Functional Collaboration: Partner with Product, Marketing, Revenue Operations, and Finance to craft tailored proposals, support partner onboarding, and ensure Engine's platform capabilities match Government partner needs. • Industry Representation: Represent Engine at Government relevant conferences, industry events, and executive forums. Build Engine's brand and credibility in the market. • Pipeline Rigor & Forecasting: Maintain a well-organized, accurate pipeline in Salesforce. Forecast clearly, communicate progress to leadership, and leverage AI & sales tools to drive efficiency. • Team Building: As the Government vertical matures and scales, recruit, develop, and lead a high-performing BD team beneath you. You're not just a dealmaker — you're building a business within a business. What You'll Bring to Engine • Government Expertise: 10+ years of strategic BD, partnerships, or enterprise sales experience with a demonstrated focus in Government. Deep network and established credibility within the Government ecosystem. • Partnership Track Record: Proven history of sourcing, structuring, and closing complex B2B partnerships at significant scale — not just transactional deals. You've managed high-value portfolios and know what it takes to win and keep strategic accounts. • Executive Presence: Strong executive presence with the ability to navigate complex organizations, build trust with senior stakeholders, and lead high-stakes conversations at the C-suite level. • Builder's Mindset: You create the playbook as you go. You thrive in environments without a defined script, identify the right path forward independently, and turn ambiguity into momentum. • Leadership Orientation: Experience building, managing, or mentoring BD or sales teams — and a genuine drive to scale a high-performing team as this vertical grows. • Commercial Acumen: Ability to model and communicate the commercial value of complex deals. Comfortable with deal economics, partnership structures, and cross-functional alignment on contract terms. • Industry Bonus: Experience in travel, fintech, SaaS, or marketplace platforms is a strong plus. Familiarity with the corporate travel ecosystem is an advantage. Applications for this role will be accepted through December 20, 2026 or until the role is filled. We encourage you to apply early, as we may begin reviewing applications before the deadline. OTE Compensation In addition to a competitive base salary, our listed compensation range includes the estimated variable target. Your OTE (on-target earnings) are based on several factors including your experience, expertise, and location. In addition, all roles receive equity. Your recruiter will share your complete compensation package as you move through the process. Total OTE Range (Base Salary + Variable) $265,000—$345,000 USD The Engine Edge: Perks & Compensation We believe in rewarding great work with great benefits: • Compensation: Competitive base pay tied to role and experience, with equity for all employees. Some roles are also eligible for bonuses or commissions. • Benefits: Check out our full list at engine.com/culture • Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we'll make sure you have what you need to succeed. Perks and benefits may vary based on employment type, location, and more