Expansion Manager, Corporate Travel

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 securing corporate travel channel partners throughout North America.

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

• Manage the entire sales process from prospecting and pitching to negotiating and finalizing partnership agreements.

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

• Collaborate with Product, Legal, and Operations teams to structure partnership deals and facilitate the onboarding of channel partners.

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

• Represent Distribusion at industry conferences, trade shows, and events related to the travel sector.

• Negotiate terms related to pricing, volume commitments, revenue sharing, and integration specifications.

• Keep track of market trends, competitor actions, and regulatory changes in the corporate travel sphere.

• Collaborate with Customer Success and Account Management teams for seamless handoff and long-term retention of channels.

• Provide updates on pipeline health, deal advancements, and market insights to senior management.

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

⛳️ Requirements

• Over 4 years of experience in business development, partnerships, or enterprise sales, with a substantial focus on corporate travel, TMCs, or the wider travel/mobility sector.

• Demonstrated success in sourcing and closing complex, multi-stakeholder B2B partnerships or enterprise deals 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 terms for marketplace integration.

• Comprehensive understanding of the processes involved in purchasing, managing, and booking corporate travel, including RFP cycles, managed travel programs, and compliance with policies.

• Strong consultative selling and negotiation capabilities; adept at engaging with VP/C-level stakeholders.

• An entrepreneurial mindset, with the ability and comfort to build a channel and playbook from scratch in a new market.

• Excellent communication and relationship management skills with both internal and external stakeholders.

• A data-driven approach to managing the pipeline and forecasting.

• Proficiency in CRM systems, such as Salesforce or HubSpot.

• Willingness to travel domestically and occasionally internationally for partner meetings and industry events.

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

• Previous experience in travel marketplaces, GDS, or travel tech platforms is preferred.

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

🏝️ Benefits

• Flexible working arrangements that are friendly to remote work.

• Opportunities for relocation.

• Ample opportunities for professional growth.

• Development through collaboration with an international team.

• Access to modern and efficient tools and technology stack.

• Chance to make a global impact.

• Opportunity to take ownership of work and witness direct results.

• Exposure to the industry through conferences, trade shows, and travel-related events.