Head of B2B Partnerships - Jetpac

Founded in 2014, Circles is a global technology company reimagining the telco industry with its innovative SaaS platform, empowering telco operators worldwide to effortlessly launch innovative digital brands or refresh existing ones, accelerating their transformation into techcos.

Today, Circles partners with leading telco operators across multiple countries and continents, including KDDI Corporation, Etisalat Group (e&), AT&T, and Telkomsel, creating blueprints for future telco and digital experiences enjoyed by millions of consumers globally.

Besides its SaaS business, Circles operates three other distinct businesses:

• Circles.Life: A wholly-owned digital lifestyle telco brand based in Singapore, Circles.Life is powered by Circles’ SaaS platform and pioneering go-to-market strategies. It is the digital market leader in Singapore and has won numerous awards for marketing, customer service, and innovative product offerings beyond connectivity.

• Circles Aspire: A global provider of Communications Platform-as-a-Service (CPaaS) solutions. Its cloud-based Experience Cloud platform enables enterprises, service providers and developers to deliver and scale mobile, messaging, IoT, and connectivity services worldwide.

• Jetpac: Specializing in travel tech solutions, Jetpac provides seamless eSIM roaming for over 200 destinations and innovative travel lifestyle products, redefining connectivity for digital travelers. Jetpac was awarded Travel eSIM of the Year.

Circles is backed by renowned global investors, including Peak XV Partners (formerly Sequoia), Warburg Pincus, Founders Fund, and EDBI (the investment arm of the Singapore Economic Development Board), with a track record of backing industry challengers.

Job Overview
We are building out a new B2B partnerships revenue stream at Jetpac to complement our fast-growing B2C travel eSIM business. This is one of the most strategic bets for the company — B2B is expected to contribute a meaningful share of Jetpac's net revenue over the next few years through distribution partnerships with airlines, cruise operators, OTAs, visa and travel platforms, MICE operators, neobanks, super-apps, and other travel-adjacent channels.

We are hiring a Head of B2B Partnerships to own this channel end-to-end — from target identification and outbound, through commercial negotiation, integration design, and long-term partner success. This is a builder role: you will be the first dedicated hire on B2B at Jetpac, setting the playbook, signing the first wave of marquee partners, and scaling the function into a repeatable revenue engine.

The role reports directly to the CEO and works closely with Product, Tech, Commercial, Finance, and Legal. It is suited to someone who has sold or structured travel distribution / API / platform deals before, is equally comfortable pitching a CCO and mapping an integration flow, and wants to own a P&L-relevant channel from zero to scale.

Key Responsibilities
Partnership Strategy & Pipeline

• Build and own the B2B partnerships strategy across target segments: airlines, cruise lines, OTAs and travel platforms, visa and immigration platforms, MICE and corporate travel, neobanks/fintechs, telcos, super-apps, and travel content/creator ecosystems.

• Prioritize markets and partner archetypes by revenue potential, integration complexity, and strategic fit.

• Build and maintain a structured pipeline tracker with clear stage definitions, weighted forecasts, and conversion metrics.

Outbound, Pitch & Deal Execution

• Lead outbound outreach to senior stakeholders (CCO / Head of Ancillary / Head of Digital / Head of Partnerships) at target partners.

• Craft tailored pitches and commercial narratives for each partner archetype, aligning Jetpac's value proposition with the partner's P&L drivers (ancillary revenue, CX differentiation, loyalty engagement, attach rate, etc.).

• Structure and negotiate commercial terms: revenue share, minimum guarantees, bundle economics, wholesale pricing, co-branded constructs, and exclusivity where relevant.

• Drive deals from first conversation to signed agreement, working closely with Legal and Finance on contracting.

Integration & Distribution Models

• Work with Product and Tech to define the right integration model for each partner: checkout embed, co-branded storefront, CRM/loyalty integration, white-label, API, or offline bundles.

• Translate partner requirements into clear product/engineering briefs, and represent the commercial case internally when trade-offs are needed.

• Own go-live readiness — marketing, onboarding collateral, support flows, and reporting.

Partner Success & Revenue Growth

• Post-signing, own partner performance: activation, volume ramp, conversion, retention, and account-level P&L.

• Run structured QBRs with key partners, surface joint growth plans, and identify upsell / expansion opportunities.

• Close the loop between partner feedback and Jetpac's product, pricing, and positioning.

Market Insight & Function Building

• Act as Jetpac's internal voice of the B2B market — competitive dynamics, partner economics, category shifts, and regulatory considerations.

• Build the B2B playbook (ICP definitions, outbound templates, pitch decks, commercial models, integration patterns, legal templates) so the function becomes repeatable.

• Scale the team over time as the channel matures — first through analyst/BD support, eventually into a multi-person partnerships org.

Requirements

• 6–10 years of experience in B2B partnerships, business development, or enterprise sales, with a clear track record of closing and scaling distribution / platform / API deals.

• Direct experience in travel, fintech/payments, telco, or adjacent platform ecosystems strongly preferred (airlines, OTAs, cruise, visa/immigration, travel tech, roaming, neobanks, super-apps).

• Demonstrated ability to structure complex commercial deals — rev share, bundles, wholesale, co-brand, API, embedded distribution.

• Strong commercial modeling skills; comfortable building partner-level business cases and defending assumptions with Finance.

• Excellent executive communication — able to pitch C-level stakeholders externally and influence senior leadership internally.

• Startup mindset: high ownership, resourceful, comfortable with ambiguity, and able to operate without large support infrastructure.

• Willingness and ability to travel internationally for partner meetings and industry events.

Preferred Experience

• Prior experience selling into or partnering with airlines, cruise operators, OTAs, or global travel distribution platforms.

• Exposure to eSIM / connectivity / roaming / traveler-facing ancillary products.

• Experience launching a new channel or category from zero at a scaling startup.

• Bachelor's / Master's degree in Business, Engineering, Economics, or related field. Tier-1 institution (IIT / IIM / NUS / INSEAD / top global MBA) is a plus but not required.

• Experience working with AI-native products or technologies is also preferred.

The ideal candidate is a closer — commercially sharp, relationship-driven, organized, outcome-obsessed, and energized by building a channel from scratch. They should be equally comfortable running a C-level pitch, negotiating a rev-share table, and whiteboarding an integration flow with a product manager.

What We Offer

• Competitive salary and excellent performance-based incentives, including a partnerships-linked variable component.

• Comprehensive benefits package, including health, dental, and vision coverage.

• Flexible work arrangements with remote or hybrid options.

• Opportunity to own and build a strategic revenue channel at one of Asia's fastest-growing travel tech startups.

• Direct exposure to the CEO and leadership team, with a clear path to scale the function and team as the channel grows.

• Career growth and professional development opportunities across the broader Circles group.

Circles is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, disability or age.

Circles is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, disability or age.

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