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Clara is a fast-growing B2B fintech for spend management in Latin America, helping over 20,000 businesses manage payments through corporate cards, bill pay, financing, and a B2B platform. The company is backed by top regional and global investors including Kaszek, Monashees, Coatue, DST Global, and Goldman Sachs.
You will own TravelPay partnerships in Brazil end-to-end, building and running the partner motion with travel management companies (TMCs), travel agencies, consolidators, corporate OTAs, and bank travel-card programs. This is a newly created role with no existing local partnerships owner—you will be the architect and closer.
Key responsibilities:
- Build the Brazil partner map and lock in priority agencies and TMCs to make TravelPay the default payment rail
- Convert distribution into actual volume: success is measured by live agencies, cards/virtual accounts used on itineraries, and TravelPay transaction volume—not signed LOIs
- Lead conversations with priority TMCs and agencies personally, structure commercial offers, and stay engaged until booking flow and settlement work smoothly
- Design go-to-market strategies tailored by partner type (national TMCs, regional agency networks, bank travel-card programs each need different offers, integrations, and success metrics)
- Navigate cross-functional collaboration with Product, TravelPay ops, Sales, Credit, Legal, and country leadership to enable partners to issue, reconcile, and support travel spend without friction
- Manage onboarding, technical and commercial SLAs, quarterly business reviews, portfolio health, and performance standards
- Track agency coverage, travel volume, capture rate, and partner-sourced expansion in HubSpot and Metabase; shift effort toward high-performing partners
- Use Google Drive, Slack, and N8N to document and automate the Brazil travel-partner operating system
You will work from the Itaim Bibi office in São Paulo at least 2 days per week, plus time with agencies and TMCs in the field.
**Requirements:**
- Minimum 5 years in Partnerships, Business Development, or commercial leadership in corporate travel payments, TMCs, travel-card programs, or closely adjacent B2B travel business in Brazil
- Deep knowledge of how agencies, consolidators, TMCs, and corporate payers buy and settle travel in Brazil; you should not need a 90-day learning curve
- Player-coach execution profile: you will build the local partnerships function and close the first partners yourself
- Proven track record moving travel or payments volume through indirect or agency channels
- Comfortable being the first dedicated TravelPay partnerships owner in Brazil
- Native or fluent Portuguese and working proficiency in English
- Tech-savvy with experience or strong interest in AI tools to automate partner workflows
**Preferred qualifications:**
- Direct experience with virtual card numbers, CTA, GDS, or TMC payment programs
- Existing relationships across major Brazilian TMCs, agency networks, or corporate travel banks
- Analytical skills: Metabase, spreadsheets, SQL, or Python
- Spanish language or experience working with Mexico and Colombia travel teams
