[HCM] Business Development Lead

Gohub · Full-time · Ho Chi Minh City

About the Role

As the Business Development Lead, you will be the engine driving Gohub's global partner network — sourcing, closing, and nurturing strategic relationships that power our supply growth. You will work closely with the Growth Director and lead a squad of Business Development Executives to hit ambitious targets, while removing blockers and solving problems at pace.

This is a dual role: you are both a high-performing individual contributor closing complex international deals and a team leader responsible for the day-to-day performance and development of a BD Executive squad.

Key Responsibilities

Global Partner Acquisition

• Build and execute a global outreach strategy to recruit new operator, tour, and experience partners across priority markets — from initial contact through signed agreement and onboarding.
• Own a personal portfolio of high-value or complex partner negotiations while coordinating deals led by BD Executives.
• Represent Gohub at industry events, trade shows, and partner meetings internationally to build relationships and brand presence.
• Research emerging markets, partner verticals, and competitor supply gaps to surface new growth opportunities and recommend prioritization.

Team Leadership & Enablement

• Act as the primary liaison between the Growth Director and a BD Executive squad — translating strategy into clear targets, task assignments, and weekly priorities.
• Run weekly pipeline reviews with BD Executives.
• Develop and maintain standardized pitch materials, partner proposal templates, onboarding playbooks, and objection-handling guides for the team to use at scale.
• Drive continuous improvement of the BD process — CRM hygiene, outreach sequencing, deal stage definitions — to improve team-wide efficiency and predictability.

Growth Strategy Execution

• Translate BODs' vision into actionable playbooks and quarterly plans.
• Work cross-functionally with Product, Operations, and Marketing to ensure new partners receive a best-in-class onboarding and early activation experience.
• Track and report on BD KPIs — new partners signed, GMV contribution, activation rate, and funnel velocity — presenting insights to the Growth Director regularly.

Problem-Solving

• Surface, escalate, and resolve blockers across the BD function proactively.
• Serve as the escalation point for complex partner negotiations or relationship issues handled by the BD Executive team.

Reporting Structure

This role reports directly to the Growth Director and oversees a Business Development Executive squad. You are the key bridge between strategic direction and frontline execution, ensuring cross-team alignment and consistent target delivery.

Requirements

Must Have

• 3-5+ years in business development, partnerships, or sales — ideally in travel, marketplace, or platform businesses
• Proven track record closing international B2B partnerships across multiple markets
• Experience managing, coaching, or mentoring junior BD or sales team members
• Strong pipeline management discipline — CRM proficiency
• Excellent negotiation and stakeholder communication skills in English & Vietnamese.
• Highly self-directed with comfort in a fast-paced, target-driven environment

Nice to Have

• Experience in travel-tech, OTA, or experience-economy platforms
• Existing network of tour operators, activity providers, or DMCs in Southeast Asia or APAC
• Familiarity with API-based or SaaS partner integrations
• Experience presenting to and influencing C-level and owner-operator audiences
• Background in building BD playbooks or GTM frameworks from scratch
• Experience & know-how in using AI to improve work productivity & efficiency.

What We Offer

• Competitive base salary + bonus tied directly to partner & team performance.
• High ownership and visibility — your work directly shapes Gohub's global supply
• Fast-paced startup environment with clear career growth into senior leadership