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Despegar, part of the Prosus ecosystem and a leader in travel technology across Latin America for over 25 years, is seeking a Global B2B Key Account Executive to own and grow a portfolio of strategic technology partner accounts. This role combines commercial vision, strategic execution, and cross-functional coordination to drive sustainable B2B channel growth.
You will manage a global portfolio of key technology partners connected via API, with annual revenue targets in the multi-million dollar range. Key responsibilities include:
• Develop and execute Joint Business Plans (QBRs/JBPs) with quarterly business reviews for each assigned account
• Lead technical optimization initiatives: API 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 data-driven decisions
• Lead commercial negotiations: contract renewals, margin agreements, promotional campaigns, and credit line management
• Resolve operational blockers and disputes by coordinating across Operations, Sourcing, Finance, and Technology teams
• Identify and execute growth opportunities: expansion into new sales channels, product diversification, geographic expansion beyond LATAM, and coverage expansion
• Adopt AI and automation tools to optimize reporting, quoting, and repetitive commercial processes
• Transition accounts from the Hunting team post-launch into long-term account management
• Build executive relationships with key decision-makers at partner organizations
• Present account reviews to leadership with performance metrics, risk assessment, and growth roadmaps
Despegar values autonomy, continuous learning, collaborative teams without silos, and growth opportunities within the global Prosus ecosystem. The culture emphasizes ownership, innovation, and putting people first.
REQUIREMENTS:
• 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 across multiple regions
• Strong strategic and executive-level negotiation skills
• Demonstrated ability in consultative B2B selling—co-creating solutions and joint business plans, not just transactional sales
• 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 in or relocate to Mexico City, Cancún, Madrid, or Florida (or availability for remote/hybrid from other Despegar hubs)
