GTM Strategy & Ops Manager

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12Go, being a part of Travelier group, is the leading multimodal online travel agency based in Bangkok, Thailand. Founded in 2012, we offer train, flight, bus, and ferry tickets, as well as transfers, insurance, and other travel products globally.

Joining 12Go (Travelier Group), you will own the end-to-end GTM plan for your assigned country, aligning Marketing, Supply, Product, and Customer Support to hit revenue and tickets targets. You’ll mediate cross-team trade-offs, close strategic partnerships, orchestrate market-facing activities, and publish a crisp weekly country digest so leaders can decide fast.

This role blends strategy + commercial execution + operational unblockers at the country level.

Responsibilities

Strategic Coordination & Governance

• Co-own country targets (revenue, tickets) and translate them into quarterly GTM plans and 6–8-week sprints.
• Maintain a single country GTM roadmap with owners, dependencies, risks, and decision checkpoints; run the weekly country GTM stand-up and monthly country review.
• Mediate priorities across Product/Marketing/Supply/CS with DACI/RACI; escalate early with data when trade-offs exceed country scope.

Commercial & Partnerships Execution

• Identify, negotiate, and close country partners (bus/ferry/train/cars) with clear volume, inventory allocation/commitments, visibility, and take-rate hypotheses.
• Ensure competitive visibility and conversion through curated assortments, co-marketing, and launch sequencing.

Operations & Continuity

• Proactively manage country-specific operational issues (SLA risks, refunds) with Supply/CS/Product; protect continuity and margin on peak routes.
• Drive cross-team improvement initiatives that close performance gaps on key routes and segments.

Intelligence & Reporting

• Consolidate market insights, customer feedback, and competitor moves into country GTM recommendations.
• Publish a weekly 1–2 page country digest (revenue, tickets, CVR, margin %, refunds, launches, risks, decisions).
• Partner with Biz Ops Data to keep dashboards accurate and decision-ready.

Outcomes/KPIs

• Hit/beat country revenue & tickets targets.
• Lift CVR/margin on priority routes; reduce refund/cancellation hotspots.
• ≥90% on-time delivery for country GTM roadmap items.

Requirements

• 4–6+ years in GTM/Commercial Ops/Strategy/Business Development within OTA/marketplace, with Asian markets experience; Thailand or Vietnam experience strongly preferred.

• Demonstrated cross-functional leadership (Marketing, Supply, Product, CS) and documented impact on revenue/tickets/CVR/margin.
• Strong commercial acumen and negotiation experience (inventory, visibility, take rates); comfort with lightweight analytics (Sheets/Looker; basic SQL a plus).
• Excellent written and verbal communication; crisp decision memos and stakeholder management.
• English required; Thai and/or Vietnamese is a plus.

Benefits

• Engaging work on a product that enables millions of travelers to book their trips daily;

• Full-time remote working - 5 days week, 8 hours per day;
• Development opportunities (budget for self-paced learning, global training workshops, online English language classes, e-learning platforms);
• Internal growth and internal mobility opportunities;
• Competitive annual leave, sick leave, and public holidays;
• Annual company offsite in Thailand;

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