Role Description:
About the role
We help some of the world’s most recognized consumer brands—airlines, banks and card issuers, loyalty programs, retailers, fintechs, travel agencies, and large digital platforms—offer travel to their customers, powered by one of the world’s largest travel-commerce supply networks. Our portfolio spans affiliate and accommodation API integrations, private-label and white-label travel platforms, connected-trip experiences, and value-add layers including loyalty, travel media, trip protection, and payments.
This role leads the Lifecycle team responsible for growing value from live partners after launch. The Acquisition team wins the logo; Lifecycle drives activation, engagement, retention, and scalable expansion across the partner base.
You are a player-coach: leading a small team of Lifecycle Specialists while personally owning lifecycle strategy and execution for a defined set of high-potential growth partners and priority commercial initiatives. You will bring commercial discipline to lifecycle marketing—turning partner signals into programs that grow adoption, revenue, product usage, and retention.
This is not an account-management role. You will work closely with Partner Management, BD, Product, and Operations, but your ownership is the lifecycle growth engine: the strategy, programs, measurement, and operating rhythm that help partners realize more value over time.
What you’ll do:
Define and own lifecycle strategy for the live-partner portfolio: onboarding, activation, engagement, retention, and scalable expansion motions. Set quarterly goals, measurement standards, and the team’s operating rhythm.
Lead and develop the Lifecycle team. Run regular 1:1s, set clear priorities, coach on program design and commercial thinking, and allocate work across the portfolio effectively.
Personally lead lifecycle growth for a defined group of selected, high-potential partners and priority opportunities. Design and run the programs that increase adoption, usage, retention, and commercial value.
Build repeatable growth programs across the portfolio, including onboarding journeys, engagement campaigns, product-adoption initiatives, retention interventions, and expansion triggers.
Drive commercial outcomes through lifecycle marketing. Translate portfolio and funnel signals into actions that improve activation, conversion, product adoption, retention, and revenue. Experience carrying or being directly accountable to commercial targets is strongly valued.
Own lifecycle reporting and measurement. Establish clear health, engagement, funnel, and growth metrics; create regular internal performance readouts; and ensure the team can identify what is working, what is at risk, and where to focus next.
Govern onboarding quality. Define the handoff and intake process for newly signed partners so Lifecycle receives the information needed to activate partners quickly and effectively.
Surface actionable intelligence to the wider organization. Share expansion triggers, churn-risk indicators, product feedback, and live-partner insights with Partner Management, BD, Product, and Acquisition teams.
Provide structured lifecycle input for strategic partner discussions when needed—such as marketing performance, engagement insights, and growth opportunities—without owning account-management or QBR processes.
Requirements:
At least 6 years of experience in lifecycle marketing, CRM, retention, customer marketing, growth marketing, or partner marketing in a B2B or B2B2C environment.
People-management experience, or clear evidence that you can lead, develop, and raise the standard of a small team.
A strong commercial mindset. You have designed programs tied to measurable business outcomes such as activation, revenue growth, retention, product adoption, conversion, or expansion.
Hands-on marketing automation fluency. You have built journeys, triggered programs, nurture flows, or segmentation logic in a platform such as Salesforce Marketing Cloud, Marketing Cloud Account Engagement/Pardot, Braze, Marketo, or equivalent.
Strong analytics capability. You are comfortable analyzing a lifecycle funnel, diagnosing performance, and turning data into practical actions. Working knowledge of Google Analytics and SQL is required.
CRM fluency. Comfortable working in Salesforce or an equivalent CRM to interpret partner signals, manage lifecycle data, and support reporting.
Cross-functional collaboration and executive communication. You can work effectively with Partner Management, BD, Product, and Operations without direct authority, and communicate recommendations clearly to senior stakeholders.
Bonus points
Experience in travel, travel-tech, fintech/payments, marketplaces, or partnership-led B2B2C businesses.
Experience managing both early-lifecycle programs (onboarding and activation) and mature-lifecycle programs (engagement, retention, and expansion).
Direct responsibility for a commercial target, especially in a long-tail or portfolio-growth environment.
Experience establishing reporting frameworks, dashboards, or measurement practices for lifecycle or growth teams.
ABM platform exposure, such as 6sense or Demandbase, and an understanding of how lifecycle and acquisition motions should work together.
Benefits & Perks - Global Impact, Personal Relevance:
Booking.com’s Total Rewards Philosophy is not only about compensation but also about benefits. We offer a competitive compensation and benefits package, as well unique-to-Booking.com benefits which include:
Annual paid time off and generous paid leave scheme including: parent, grandparent, bereavement, and care leave
Hybrid working including flexible working arrangements, and up to 20 days per year working from abroad (home country)
Industry leading product discounts - up to 1400 per year - for yourself, including automatic Genius Level 3 status and Booking.com wallet credit
Diversity, Equity and Inclusion (DEI) at Booking.com:
Diversity, Equity & Inclusion have been a core part of our company culture since day one. This ongoing journey starts with our very own employees, who represent over 140 nationalities and a wide range of ethnic and social backgrounds, genders and sexual orientations.
Take it from our Chief People Officer, Paulo Pisano: “At Booking.com, the diversity of our people doesn’t just build an outstanding workplace, it also creates a better and more inclusive travel experience for everyone. Inclusion is at the heart of everything we do. It’s a place where you can make your mark and have a real impact in travel and tech.”
We ensure that colleagues with disabilities are provided the adjustments and tools they need to participate in the job application and interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.
Application Process:
Booking.com is proud to be an equal opportunity workplace and is an affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We strive to move well beyond traditional equal opportunity and work to create an environment that allows everyone to thrive.
