Key Account Executive - Gurugram (Contractual)
FlixTravel company
GurugramMid
General Atlantic
TCV
HV Capital
Blackrock
Baillie Gifford
Permira
Sales & Account ManagementNew
About the role
TL;DR
Drive revenue and manage partnerships for FlixBus's highway rest stop network in India.
- •At Flix, we offer a dynamic work environment with competitive pay, strong growth opportunities, and a tech-driven approach to making travel more accessible, sustainable, and affordable.
- •As FlixBus continues to expand across India
- •one of the fastest-growing bus markets in the world
- •we are looking for a commercially minded Revenue & Monetisation Operations Associate to grow and govern our highway rest stop network.
- •This is a field-heavy, high-ownership role.
- •You will source and sign new rest stops on active and upcoming corridors, negotiate fixed-fee and revenue-share deals, keep collections and compliance on track, and develop new ways to create value from FlixBus's daily passenger touchpoints.
- •You will report to the Regional Operations Manager and present performance, risks and opportunities to senior leadership.
- •About the Role Identify, evaluate and onboard new highway rest stops on active and upcoming FlixBus corridors, conducting site visits to assess hygiene, footfall, accessibility and brand fit.
- •Negotiate fixed-fee and revenue-share agreements with rest stop operators that are commercially sound and build long-term, sustainable partnerships.
- •Build and maintain a structured pipeline of prospective stops across North India, South India and new geographies as FlixBus scales.
- •Own the full onboarding lifecycle
- •from first contact to signed agreement, system entry and compliance activation.
- •Track monthly collections across all active stops, flag shortfalls early and drive recovery, escalating to bus partner POCs where needed.
- •Maintain a clear compliance framework with defined metrics, escalation protocols and partner-level accountability.
- •Build and update dashboards and reports that give leadership real-time visibility into revenue, compliance health and programme trends, while keeping data across all tracking tools accurate.
- •Drive geographic expansion corridor by corridor
- •mapping opportunities, prioritising by revenue potential and executing the rollout independently, including seasonal, expressway and off-peak transitions.
- •Develop new on-ground monetisation opportunities such as onboard branding, co-branded rest areas, FMCG or F&B partnerships and last-mile tie-ups; build business cases, pilot them on a defined corridor and recommend whether to scale or exit.
- •Keep a close eye on commercial approaches in the wider mobility and travel industry and bring relevant ideas back into FlixBus’s strategy.
- •About You 2–4 years of experience in business development, commercial partnerships, field operations or programme management
- •ideally in mobility, logistics, FMCG, hospitality or a start-up environment.
- •A Bachelor’s degree in any discipline.
- •Proven ability to own a commercial relationship end to end: sourcing, negotiating, signing and managing, including closing deals independently with small business owners.
- •A structured mindset, with the ability to build frameworks, pipelines and trackers from scratch.
- •Comfort working with data: Excel or Google Sheets, basic dashboards and presenting numbers clearly to leadership.
- •Excellent communication in Hindi and English for vendor dealings and internal reporting.
- •Willingness to travel extensively across Indian highway corridors.
- •Familiarity with the Indian intercity bus, highway hospitality or travel retail landscape.
- •Experience piloting new revenue streams or brand partnerships.
- •We recognize that everyone carries a unique set of valuable skills and experiences.
- •If you think you could have an impact even though you don't meet 100% of the requirements, we still encourage you to apply.
- •We want to hear from you! What We Offer The opportunity to work in a rapidly scaling start-up environment.
- •Real ownership of a programme that directly shapes the passenger experience and revenue across India’s highway corridors.
- •Exposure to senior leadership and the chance to pilot and scale new monetisation ideas.
- •A tech-driven approach to making mobility smarter, more sustainable, and more affordable.
- •Why Join Flix? At Flix, you’ll find teams that rally together to overcome challenges and spark creativity.
- •We believe in ownership culture
- •giving you the freedom to take initiative, make an impact, and shape your own career path.
- •As we continue to expand across the globe, you can make a real difference in how we work.
- •If you’re ready to grow and lead your journey, Flix is the place for you!
Required skills
Account ManagementBusiness DevelopmentSalesNegotiationPartnership ManagementExcel
Nice-to-have skills
SalesforceHubSpotMarket AnalysisCustomer Service
Domain expertise
logisticstravel
Tech stack
Excel