Chief Revenue Officer, Corp Sales & Travel

The Head of Revenue owns Corporate Sales and Travel. The role carries full accountability for revenue across the corporate account base, the travel agency and TMC channel, Account Management, Reservations, and Marketing. It also owns the operating model that holds the team to that target. Meetings and Events and Ground Control sit outside this scope under their own leaders.

This is hands-on commercial leadership, not oversight of a team doing the work. The role reports to the Executive Chairman. It is one of two senior commercial seats: because Meetings and Events and Ground Control report separately, the Head of Revenue owns the corporate and travel side of the number rather than the whole of it.

The Head of Revenue is a primary external face of the business to clients and TMC partners, and partners closely with Operations, Finance, Meetings and Events, and the EAME leadership team.

Key Responsibilities

Own the Corporate and Travel Number The first priority is a segmented revenue plan with named targets, owners, and quotas across Corporate Sales and Travel, delivered inside the first 90 days. Two levers pull at once: restore the travel agency and TMC channel, and rebuild the corporate account base. The Head of Revenue sequences them, resources them, and answers for the result.

The role is measured on a monthly scoreboard: TMC preferred-supplier wins, churned-account reactivation, share-of-wallet growth, and net-new logo bookings. Trips are scored alongside dollars. Revenue growth on falling trip volume does not count. The fastest revenue is the cheapest to win back. Because coverage was cut, the binding constraint is not demand.

It is churned and dormant accounts that no one is calling. The first move is to prove a reactivation motion on a defined set of lapsed accounts, then scale coverage against what that pilot returns. Win the base back before building net-new. The TMC Channel Travel Management Companies are the highest-leverage relationship Carey has, because one preferred-supplier win cascades to an entire corporate book.

The 2025 commission change disrupted this channel, and repairing it is the fastest path back to scale. The Head of Revenue personally rebuilds senior relationships at Amex GBT, BCD, CWT, FCM, and Navan and converts them into RFP and preferred-supplier wins. Relationships first, then contracts, owned directly rather than delegated.

Corporate Accounts: Farmers, Hunters, New Logos Direct corporate demand is the recurring base of the business, and it moves on three motions. Farmers protect renewals and expand share of wallet in the active base. Hunters win back churned and dormant accounts, the fastest revenue available now that coverage has been cut.

New Logos add net-new through targeted outbound and referrals from TMC wins. The Head of Revenue builds the coverage model, the segmentation, and the incentives that drive all three. Marketing and Demand Generation Marketing reports to the Head of Revenue, and its leadership seat is open. Filling it is an early priority.

The role sets brand positioning against Carey’s ideal customer profile, builds demand generation that feeds the corporate pipeline, and runs the reactivation campaigns behind the Hunter motion. Marketing exists to create qualified demand and reclaim lapsed accounts, and it is measured on both. Travel and Reservations The reservations centers convert demand into booked, repeatable revenue.

They are a commercial lever, not back office. Retention and share of wallet live or die on delivery, so the Head of Revenue owns conversion and the reservations operating model as part of the revenue engine, working closely with Operations on execution. Build the Commercial Operating Model Coverage was reduced and the commercial system needs rebuilding.

The Head of Revenue installs it: segmentation, territory and quota design, sales and account-management compensation, scorecards, and forecasting discipline.

Compensation

should reward the behavior the recovery needs, hunting new logos, winning back churned accounts, and growing the active base, with every incentive pointed at the number. Lead the Revenue Organization A capable, experienced team is already in place across Sales, Account Management, Travel, and Reservations. The Head of Revenue inherits this team.

The mandate is to lead through them with clear priorities and decisions made at pace, raise the bar on commercial rigor, and fill the open Marketing seat. This is not a rebuild. Credibility with a team that has navigated significant change is earned through follow-through.

Qualifications

Required Personally carried a B2B revenue and quota number of meaningful scale for at least three consecutive years as a Chief Revenue Officer, Head of Sales, or commercial General Manager in a services business where delivery depends on people and operations. Not a marketing-only or operations-only leader. Deep commercial experience in B2B corporate travel or an adjacent premium category: chauffeured or premium ground transportation, private aviation with a concentrated corporate account base, a travel management company or corporate travel platform, or B2B hospitality sales into Fortune 500 travel programs.

Consumer and B2C transportation backgrounds are not a fit. Has personally rebuilt a declining B2B account base, bringing churned accounts back and growing the active base, not only managed a book that was already growing. Senior, personal working relationships with Amex GBT, BCD Travel, CWT, FCM, Navan, or equivalent TMC and corporate travel platform leadership.

Not familiarity. Relationships. Has navigated a commission or incentive disruption with a major channel partner and rebuilt the relationship on the other side. Has built a modern commercial operating model from the ground up: segmentation, quota, territory, compensation, and forecasting, ideally inside a turnaround. Comfortable inside a private equity-owned company with an engaged ownership group and active board, reporting to an Executive Chairman, and operating alongside peer leaders who own Meetings and Events and Ground Control revenue.