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 acquiring corporate travel channel partners throughout North America

• Identify, engage, and cultivate relationships with VP/Director-level decision-makers in travel procurement and management

• Manage the complete sales cycle, from prospecting and pitching to negotiating commercial terms and finalizing partnership agreements

• Create customized value propositions for Travel Management Companies (TMCs), Global Distribution Systems (GDSs), Online Booking Tools (OBTs), travel-policy stakeholders, and other buyer segments

• Collaborate with Product, Legal, and Operations teams to structure partnership agreements and onboard new channel partners

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

• Represent Distribusion at industry conferences, trade shows, and travel-related events such as GBTA

• Negotiate pricing, volume commitments, and integration specifications

• Keep abreast of market trends, competitor actions, and regulatory changes in the corporate travel sector

• Partner with Customer Success and Account Management teams for smooth handoffs and long-term retention strategies

• Provide updates on pipeline status, deal progression, and market insights to senior leadership

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

⛳️ Requirements

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

• Demonstrated success in sourcing and finalizing 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 include 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 compliance with policies

• Strong consultative selling and negotiation skills; comfortable engaging with VP/C-level stakeholders

• Entrepreneurial mindset, capable of developing a channel and playbook from scratch in a new market

• Exceptional communication and relationship-building abilities

• Data-driven approach to pipeline management and forecasting

• Proficiency in CRM tools, such as Salesforce or HubSpot

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

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

• Experience in travel marketplaces, GDS, or travel technology platforms is preferred

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

🏝️ Benefits

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

• Ownership and direct influence from the very first day

• Access to modern, efficient tools and a cutting-edge technology stack

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

• Work in an international team setting

• Enjoy flexible and remote-friendly work arrangements

• Opportunities for relocation

• Potential for personal and professional growth

• Opportunity to assist in defining the hiring strategy and eventually recruit, onboard, and lead a small business development team