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Despegar, part of the Prosus ecosystem and a leader in travel technology for over 25 years, is seeking a Global B2B Key Account Executive to develop and grow relationships with key accounts in the US and international markets. This role combines consultative selling, strategic negotiation, market intelligence, and cross-functional collaboration to transform client needs into tailored solutions and measurable business results.
Key Responsibilities:
- Manage and grow a global portfolio of key technology partner accounts connected via API, with annual revenue targets in the millions of dollars
- Develop and execute Joint Business Plans (QBR/JBPs) with assigned accounts, including quarterly business reviews
- Lead technical optimization initiatives: integration migrations, inventory expansion, and connectivity improvements in coordination with technical teams
- Monitor account health: integration performance, SLA compliance, conversion velocity, and revenue tracking against targets
- Use CRM and data analytics to prioritize account actions, measure impact, and make decisions with partial data
- Lead commercial negotiations: contract renewals, margin agreements, promotional campaigns, and credit line management
- Resolve operational blockers and disputes by coordinating with Operations, Sourcing, Finance, and Technology teams
- Identify and execute growth opportunities: expansion into new sales points, channel diversification, including markets outside LATAM, and product coverage expansion
- Adopt AI tools and automation to optimize reporting, quoting, and repetitive commercial processes
- Receive accounts from the Hunting team post-launch and transition them to long-term management
- Build executive relationships with key decision-makers in partner organizations
- Present account reviews to leadership with performance metrics, risk assessment, and growth roadmap
What You Bring:
- Bachelor's degree in Engineering, Business Administration, or related field
- 4–5 years of experience in B2B commercial roles, including prospecting and business development (travel wholesale sector is a plus)
- Fluent English (oral and written; capable of delivering business presentations)
- Experience working in multicultural environments with partners from multiple regions
- Strong strategic and executive-level negotiation skills
- Demonstrated ability in consultative B2B selling—not just transactional, but co-creating solutions and joint business plans
- High analytical capability for insights, reporting, and strategic recommendations
- Familiarity with AI tools applied to commercial processes (desirable)
- Passion for technology, innovation, and travel
- High-performance mindset, results orientation, and willingness to assume growing responsibility
- Willingness to reside or relocate to Madrid, Barcelona, Mexico City, Cancún, or Florida (or availability for remote/hybrid from other Despegar hubs)
