Expansion Manager, Americas Agency Sales

This is a fully remote position, open to applicants in United States, +3 more locations.

📋 Description

• Develop and implement a go-to-market strategy aimed at acquiring corporate travel channel partners throughout North America.

• Identify, engage, and cultivate relationships with senior decision-makers at targeted accounts.

• Manage the entire sales cycle from prospecting and pitching to negotiation and closing.

• Create customized value propositions for TMCs, GDSs, OBTs, procurement teams, and various buyer categories.

• Collaborate with Product, Legal, and Operations teams to structure deals and onboard channel partners effectively.

• Build and oversee a pipeline of prospective partners while forecasting revenue and volume objectives.

• Represent the company at industry conferences, trade shows, and events within the travel industry.

• Negotiate pricing, volume commitments, revenue sharing, and integration requirements.

• Keep track of market trends, competitor activities, and regulatory changes.

• Collaborate with Customer Success/Account Management teams on handoff processes and retention strategies.

• Report on pipeline health, deal progression, and market insights to senior leadership.

• Assist in defining the hiring strategy and eventually recruit, onboard, and lead a small business development team.

⛳️ Requirements

• 4+ years of experience in business development, partnerships, or enterprise sales, with substantial expertise in corporate travel, TMCs, or the broader travel/mobility sector.

• Demonstrated success in sourcing and closing complex, multi-stakeholder B2B partnerships or enterprise agreements as an individual contributor.

• A well-established network within the corporate travel ecosystem is highly preferred.

• Experience in negotiating commercial agreements that involve volume commitments, revenue sharing, or marketplace integration terms.

• Comprehensive understanding of corporate travel purchasing, management, and booking processes, including RFP cycles, managed travel programs, and policy compliance.

• Strong consultative selling and negotiation abilities; comfortable engaging with VP and C-level stakeholders.

• Entrepreneurial mindset with the capacity to build a channel and develop a playbook from scratch.

• Exceptional communication and relationship-building skills.

• Data-driven approach to pipeline management and forecasting; proficient in CRM tools like Salesforce or HubSpot.

• Willingness to travel domestically and occasionally internationally.

• Existing relationships with major North American TMCs or corporate travel agencies are preferred.

• Experience in travel marketplaces, GDS, or travel tech platforms is advantageous.

• Familiarity with API and technical integration concepts relevant to travel booking systems is preferred.

• Must possess legal authorization to work in the country specified in the role description.

🏝️ Benefits

• Contribute to a global impact by influencing how millions of individuals discover and book ground transportation worldwide.

• Enjoy ownership and accountability from day one.

• Access modern, efficient tools and a continuously evolving tech stack.

• Collaborate with industry leaders such as Booking.com, Google Maps, Amtrak, Deutsche Bahn, Renfe, and SNCF.

• Experience an international team environment with ample support and growth opportunities.

• Benefit from flexible and remote-friendly working options.

• Explore relocation opportunities.

• Enjoy significant potential for career advancement.