What is TripStax?

TripStax is on a mission to help evolve and transform the global business travel industry and we’re looking for our next superstar to come on an exciting, rewarding and fast-paced adventure. Are you ready?

Launched to market in March 2022, TripStax is a technology company which provides solutions to underpin global business travel programmes. The industry is a complex one and is held back by its reliance on legacy technology and archaic infrastructure, and that’s where we come in. We have a vast portfolio of proven and innovative technology which we sell to both Travel Management Companies (TMCs) and corporations directly.

During the last 3 years, we have grown from 3 million transactions to more than 15 million going through the TripStax Core – our powerful data processing engine. We have won eight industry awards, we’re consistently featured in the media such as this year’s Phocuswire’s global ‘Hot Travel Start-up 2025’, we’ve made two acquisitions and amassed more than 420 customers from small-localised agencies and businesses, to large global TMC’s.  Read more about our latest news: tripstax.com/news

Our success has been driven by our incredible team of diverse, talented staff which has grown to 150 people based in 11 countries across the world. Our shared commitment to our vision, mission and core values underpins everything we do. We aren’t interested in people who want to fit a predefined mould or expect to be carried on a journey.  We’re looking for self-starting, enthusiastic and emotionally intelligent people who want to use their talents to thrive.  Our core values are:

• Rise to the occasion
• Our customers are our lifeblood
• Keep questioning
• Self-awareness
• Live life

The ultimate travel data ecosystem

The illustration below depicts our technology ecosystem. Data from a vast array of external sources (left hand side) is fed into our data processing engine – the TripStax Core (middle). This consists of booking. finance and profile data generated as part of a traveller undertaking a business trip. The TripStax Core consumes, normalises and enriches that data and feeds it into any of our fully connected, ten cutting-edge modules (right hand side). These modules enable the operational functioning of a corporate’s travel programme and consists of: QC, Analytics, Content, Docs, Profile, Hotels, Approve, Track, Mobile and Portal.

TripStax is built on a ground-breaking, cost reducing commercial model for our customers and offers an abundance of Unique Selling Points (USPs), making it a one-of-a-kind proposition in the marketplace.

The opportunity

The role sits within the commercial department of TripStax and reports into the Chief Commercial Officer. While there will be plenty of support available within the sales team and broader business (especially marketing), this person will need to be a self-starter who will hit the ground running. S/he will be expected to get stuck into the detail, regularly report on their performance and take full responsibility for building and nurturing their pipeline through to sale.

Relationships are everything in this industry. The pool of prospects is small in comparison to other markets and nurturing them is therefore vital. Using your initiative and thinking about creative ways to engage with contacts will be the key to getting past gatekeepers and developing meaningful conversations.

The responsibilities of this role are to hunt for and identify prospects, get to know their pain points and where our technology could help, build a rapport and nurture them through the funnel to sale. Investing in each of the following stages will be crucial to success:

1. Learning about our vast portfolio of technology
You’ll be spurred on by learning and rigorously pursue knowledge. In order to sell effectively and have meaningful conversations with prospects, you’ll develop a deep understanding of our proposition and technological capability. That knowledge, coupled with a comprehensive awareness of the prospect’s pain points will enable you to position our solutions in a ‘cannot live without’ way.

2. Hunt for and identify target prospects
Doing the groundwork and sinking deep into analytical data mining will equip you with the contact information you need. You’ll be expected to conduct your own research using a variety of channels to build knowledge around the industry, your regional markets, the individual prospect and the business they work for. The target audience is key decision makers such as CTOs, CEO, General Managers, COOs, CPOs and Product Managers, Sales Directors, Customer Success and Account Managers, to name a few. The primary target now is TMCs, but in the foreseeable future, we will expand our reach, proactively targeting in-house corporate travel managers.

3. LinkedIn will be your not so ‘little’ black book
The candidate will need to be a super whizz at using LinkedIn and Sales Navigator. 99% of prospect information is readily available and accessible through this one channel alone. You’ll be expected to extract and arm yourself with a huge amount of information and utilise the platform’s features and functionalities to its full potential e.g. conducting unlimited searches, advanced targeting, tracking content engagement and using InMail for timely and personalised messages.In addition to prospecting, you’ll be an active voice on LinkedIn, posting regularly (at least once a week) and write in a way that complements our brand tone of voice. You’ll comment on relevant industry content, posts and showcase your depth of technology and industry knowledge. You’ll be a trusted adviser and advocate for our brand and business. You’ll proactively feed interesting insight and news you’ve come across back to the management team.

4. CRM will be your indispensable ‘diary’ and ‘personal organiser’
You’ll have significant experience working with CRM systems, Salesforce in particular. Using this tool will be as vital and important to you as gravity is to planet Earth.
All prospects and any associated information will be accurately entered into the CRM, as will other vital details such as marketing source codes and GDPR data permissions. Being perfectionistic and meticulous about the administrative side of the role, data health and jumping onto leads straight away
will be an instinctive part of your character.

5. Focus on conversion and personalisation
No two humans are the same, so why should your approach be? Creating a positive first impression that is personalised to the individual will help improve conversion and build rapport. Maximising responses and securing conversations will result in more sales, without the need to generate more leads. This is essential in an industry where the primary market (TMCs) is limited in size.Each lead, whether it be a new opportunity, an existing one, or a prospect which needs re-engaging, should be treated like gold dust, until the opportunity is fully closed. You’ll take pride in the way you present to prospects, with the support of Marketing, you’ll produce presentations which have the ‘BOOM’ factor and adhere to our brand guidelines.

6. Fail to plan, plan to fail
Events are a huge part of this industry and there are countless opportunities to meet your target prospect in person, network and nurture relationships. Events are time-consuming and expensive, so maximising ROI from them is vital. For each relevant event, you’ll help to create an ‘action plan’ which outlines how that specific lead target will be hit, e.g. identify and contact target delegates in advance, prearrange appointments, conduct pre-event fact finds enabling you to have deeper level, more meaning conversions in person on the day, secure follow-up meetings, report on success.

7. Lead progression and contracting
You’ll actively progress and nurture leads through to contract, but you won’t be alone, it’s often a
tag-team effort. You’ll get support from right across the business to help you win new clients, from Product, Account Management, Development and Implementation, to Marketing, Legal and of course, the rest of the Sales team and CCO. We’re a close nit bunch who all pitch in to get the job done. We’re always there to help one another.

8. Reporting
You’ll be expected to report on your progress weekly, monthly and quarterly with metrics such as:
self-generated lead volume, LinkedIn engagement, pipeline movement and value, forecasted contract wins, ARR.

Required experience and skills

• A minimum of 5 years success in a sales role
• Business travel industry experience
• Technology/Saas sales
• CRM management, specifically Salesforce
• Proficient at using LinkedIn Sales Navigator
• Start-up experience (bonus point)

Personal characteristics

• Self-starter who gets stuck in and makes things happen
• Motivated by targets and has a hunger to win
• Organised with a keen eye for detail
• Love to socialise and thrive in networking situations
• Ability to use your initiative, think things through properly and apply common sense
• A yearning to learn. If you think you know everything, you’re not the right fit
• Confidence to be yourself and approach the role with honesty and openness
• Ability to have difficult conversations objectively and compassionately
• Capable of leaving your ego at the door
• Awareness of when to take a break, switch off, recharge and remember life is much bigger than work.

We offer an opportunity to be part of something big and be seen for your contribution. We are offering a competitive base salary with a generous bonus package. If all this lights a little fire in you, get in touch.

Eoin Landers

eoin.landers@tripstax.com