About us

Founded in 2015 in Athens, Greece, Welcome redefines the way people travel by going above and beyond the commoditized transfer service and being the first company to deliver a complete, personalized, in-destination travel experience. From the moment a traveler arrives at a new destination, until their return journey home, Welcome accommodates all their travel needs, including transfers, sightseeing trips, and local information, in the easiest, friendliest, and most personalised way possible. Welcome's drivers are experts in the area and share their local know-how to make travellers feel at home wherever they are. The company has also introduced contactless rides, thorough cleaning protocols, and protective equipment to make every journey safe.

Being a travel tech startup, Welcome continues to grow and scale its operations and is quickly becoming a global category leader for in-destination travel services.

• One of the highest-rated global transportation companies with a rating of 4.9/5 stars
• 280 destinations with a goal to reach 350 by 2024
• Over 4,000 travel partners including 2,500 hotels, numerous vacation rentals, and travel agents, adding 50+ new ones every month
• Over 2.5 Million happy travelers every year

⭐️ If you want to dive deeper into the awesomeness of Welcome's culture, click on this link to check our TikTok account.⭐️

The Team

We are a group of vibrant diverse people who love traveling and never settle on quality. Each one of us didn’t join Welcome by chance and believes deeply in what Welcome is trying to achieve, so we work relentlessly to make that happen. We challenge common logic, focus on design, put simplicity and usability first, and create memorable experiences. We keep learning and exploring better ways to serve our community and grow personally and professionally in our respective fields. We stay humble along the way, with a “pay it forward” mentality, but with big and bold goals.

About the Role

Welcome Pickups is seeking a highly skilled and motivated Head of B2B Partnerships. This role is pivotal in driving the growth and success of the B2B segment. This role involves overseeing and providing strategic guidance to teams responsible for Demand Generation, XDRs, Sales Teams, and Customer Success. The Head of B2B Partnerships will manage our global B2B network, including Accommodation Partners (Hotels & Vacation Rentals), Travel Agents, Web Affiliates, Corporates, and any new segments across all destinations. This position fosters a collaborative and high-performing work environment and ensures seamless integration of all B2B partners.

Responsibilities:

• Strategy and Leadership: The Head of B2B Partnerships will work closely with the CCO to define channel contribution, transfers, and revenue targets for all B2B channels, owning the commercial B2B strategy end-to-end and being responsible for recruiting and building the B2B team to meet and exceed annual targets. They will provide leadership and strategic guidance across the entire B2B sales pipeline, contributing to the development of the company's overall sales and business development strategy. This includes ensuring KPIs such as the achievement of strategic sales goals, successful implementation of strategic initiatives, and alignment with company objectives are consistently met.

• Team Management and Development: The role involves leading and mentoring the Demand Generation, XDRs, Sales Teams, and Customer Success teams, ensuring they have clear goals and direction. They will foster a positive and collaborative work environment to maximize team performance and productivity, develop and implement training programs to enhance the skills and knowledge of team members, and conduct regular performance reviews, providing constructive feedback to support professional growth.

• Oversight of End-to-End Sales Cycle: The Head of B2B Partnerships will oversee the end-to-end sales cycle for all B2B partnerships, ensuring all teams are aligned and performing at their best to drive overall success.

• Demand Generation: The Head of B2B Partnerships will guide the Demand Generation team to maximize outbound lead generation efforts, ensuring KPIs such as the number of qualified leads generated, lead conversion rate, and campaign ROI are consistently met.
• XDRs (Sales Development Representatives): The Head of B2B Partnerships will steer the XDR team to ensure efficient lead qualification and demo scheduling, with KPIs including the number of leads qualified, demo scheduled rate, and lead-to-meeting conversion rate.
• Sales Teams: The role will oversee the Sales Teams (Hotels & Vacation Rentals, Travel Partners) to drive deal closure and client relationship management, ensuring KPIs such as the number of deals closed, average deal size, sales cycle length, and annual recurring revenue are achieved.
• Customer Success: The Head of B2B Partnerships will ensure the Customer Success team effectively onboards, grows, and retains clients, with KPIs including customer activation rate, customer retention rate, NPS (Net Promoter Score), and time to onboarding completion.

• Market Research and Analysis: The role involves conducting market research to identify emerging trends and new business opportunities, with KPIs including market penetration rate for the B2B segment, new market entry success, and competitive analysis accuracy.

• Innovative Business Solutions: The Head of B2B Partnerships will collaborate with the product development team to integrate new services based on market demands and enhance product positioning, ensuring KPIs such as the number of new integrations successfully launched, product adoption rate, and customer feedback (NPS) on new services are met.

• Continuous Improvement: The role will lead initiatives for continuous improvement in sales processes and methodologies, with KPIs including process efficiency improvements, reduction in sales cycle time, and increase in sales team productivity.

• Cross-Functional Collaboration: The Head of B2B Partnerships will work closely with internal operations and finance teams to ensure alignment in achieving business objectives, hiring plans, and annual budgets. They will also collaborate closely with the B2B marketing team to ensure alignment in achieving business objectives across all B2B sales stages, with KPIs including cross-functional project success rate, alignment of sales and marketing strategies, and financial target achievement.

• Reporting and Analytics: The role involves preparing regular and ad-hoc reports on sales performance, market trends, and competitor activities, ensuring KPIs such as the accuracy and timeliness of reports, data-driven decision-making impact, and stakeholder satisfaction with reporting are consistently achieved.

• Training and Development: The Head of B2B Partnerships will work closely with the CRM & Sales Excellence function to implement training programs for all sales teams to enhance their skills and knowledge, with KPIs including training completion rate, improvement in sales performance post-training, and employee satisfaction with training programs.

• Budget Management: The role will collaborate with the CCO and finance team to develop and manage the sales budget, ensuring KPIs such as budget adherence, cost per acquisition, and return on sales investment are met.

• Sales Technology Adoption: The role involves promoting the adoption of advanced sales tools and platforms to streamline processes and enhance productivity, with KPIs including the adoption rate of new technologies, impact on sales efficiency, and user satisfaction with tools.