Commercial Partnerships Lead

Who we’re looking for: A commercially driven partnerships specialist to lead and optimise Tillo’s indirect retail content supply across international markets outside North America.

The challenge:
To build relationships with gift card aggregators to improve our country coverage at the right commercial terms.

Where you’ll work:
This role will be based in our London office 2 days a week

The Tillo Difference

We're in the business of rewards and incentives, so we know a thing or two about the importance of giving back. We can't grow as a business without growing as individuals, so we are committed to providing a workplace where passionate, driven individuals can thrive. We value collaboration, trust, positivity, and a willingness to learn - only by working as a team will we reach our goals.

We’re the market leader in the UK and are active in a number of other markets including USA, Europe, Australia and India.

Job Summary:

We’re looking for a commercially driven partnerships specialist to lead and optimise Tillo’s indirect retail content supply across international markets outside North America.

In this role, you’ll manage and develop relationships with gift card aggregators, distributors and indirect content partners, helping Tillo access the right retail brand content in the right markets and at the right commercial terms. You’ll play a key role in expanding our country coverage, improving indirect margins, supporting buyer demand and unlocking new commercial opportunities across our brand and buyer ecosystem.

This is not a direct brand acquisition role. Instead, you’ll focus on identifying and managing the best indirect routes to retail content, ensuring our aggregator relationships are commercially strong, strategically prioritised and aligned to Tillo’s growth plans.

• Lead Tillo’s indirect retail content sourcing activity across international markets outside North America.

• Manage and optimise relationships with gift card aggregators, distributors and indirect content partners.

• Identify new routes to retail brand content where direct relationships are not currently available or commercially viable.

• Support country expansion by mapping content gaps, market opportunities and indirect supply options.

• Improve indirect margins through negotiation, route optimisation and better commercial terms.

• Build a clear view of aggregator capabilities, market coverage, brand access, commercials and performance.

• Work closely with Account Management, Sales and Brand Partnerships to understand buyer demand and translate this into content sourcing priorities.

• Lead commercial negotiations with indirect partners, including pricing, terms, renewals and performance expectations.

• Maintain a clear pipeline of content sourcing, aggregator and expansion opportunities in the CRM.

• Monitor partner performance using key metrics including margin, coverage, availability, buyer demand and commercial impact.

• Work cross-functionally with Product, Operations, Finance, Legal and Technology to support implementation and scalability.

• Represent Tillo externally with aggregators, distributors and industry partners at relevant meetings, events and trade shows.

Essential:

• Proven experience in the gift card industry is essential for this role.

• Strong understanding of gift card aggregators, distributors and indirect supply routes.

• Experience negotiating commercial terms, pricing and margin improvements.

• Strong commercial judgement and a clear understanding of margin drivers.

• Experience managing external commercial partnerships.

• Ability to identify content gaps, market opportunities and buyer demand.

• Confident using data to prioritise opportunities and track performance.

• Excellent relationship-building and stakeholder management skills.

• Highly organised and able to manage multiple partners, markets and priorities.

• Self-starter who can take ownership and drive outcomes independently.

• Strong written and verbal communication skills.

Desirable:

• International gift card experience, particularly outside North America.

• Existing network across gift card aggregators, distributors, processors or retail content providers.

• Experience…