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Despegar, part of the Prosus ecosystem, is a leading travel technology platform that has revolutionized how people travel across Latin America for over 25 years. We connect millions of travelers with their dream experiences through innovative technology.
We are seeking an Account Strategist to drive hotel and accommodation partner acquisition and growth. This role combines business development, sales, and strategic partnership management with a focus on identifying and onboarding high-opportunity hotel properties and chains.
Key Responsibilities:
- Identify high-opportunity hotels and properties by analyzing demand signals, market coverage, competitive landscape, and regional priorities
- Build and execute active prospecting pipelines; identify decision-makers and generate opportunities independently
- Own the full sales cycle from initial contact through contract closure, combining remote outreach with in-person meetings where valuable
- Develop compelling economic cases for hotels using demand data, production potential, benchmarks, and analytical/AI tools
- Negotiate commercial terms including content, availability, rates, and promotional conditions for competitive market entry
- Coordinate partner onboarding, system configuration, and handoff to Partner Operations to ensure successful activation and early bookings
- Maintain disciplined pipeline management with accurate CRM records, deal probability, next steps, timelines, and forecasts
- Build local presence and relationships with hospitality associations, clusters, and industry stakeholders to accelerate partner acquisition
You will work in a fast-paced, autonomous environment where you drive real impact from day one. The role requires frequent regional travel and close collaboration with internal teams including Market Management and Partner Operations.
Requirements:
- 3–6 years of experience in business development, hunting, or B2B sales (hospitality, travel tech, SaaS, or digital media preferred)
- Proven track record of prospecting and closing new customers/partners
- Strong ability to negotiate in-person and build relationships from scratch
- Highly autonomous, organized, and goal-oriented mindset
- Comfort with KPIs, CRM systems, Excel/Sheets, and commercial analysis
- Ability to leverage technology and AI tools for research, prioritization, and sales effectiveness
- Availability for frequent regional travel
- English is a nice-to-have
