Executivo de Contas Especialista - Região Sul

About the Role

Join a team dedicated to transforming travel experiences across Latin America for over 25 years. We seek individuals who embrace bold thinking, act independently, and aim to create substantial impact. If you have enthusiasm for innovation, quick learning, and collaborating with others to design memorable journeys, this position is for you.

The role of Executivo de Contas Especialista functions as the core commercial driver for hotel segments within Brazil’s portfolio of hotel chains. You will manage key accounts where your decisions influence the company's commercial weight and priorities daily.

You will serve as a trusted advisor to your assigned hotel networks — engaging directly with senior stakeholders such as regional commercial directors, corporate revenue managers, and brand key account representatives. Your strategic recommendations on pricing, media investments, inventory strategy, and seasonal positioning will influence their critical business choices. This trust is earned through consistent market insights, effective goal-oriented recommendations, and execution that translates into tangible results.

Your portfolio consists of impactful hotel chains of varying sizes and brands in the region, each demanding tailored communication styles. While the decision-making cadence varies between global and regional chains, all partners expect an interlocutor who understands their business dynamics as deeply as the Decolar platform itself.

Additionally, you act as a vital link between market developments and internal teams, relaying partner feedback to product, pricing, and operations while bringing actionable initiatives back to the sales field.

This is not a traditional account maintenance role. It requires independent commercial operation with a proven record of results and freedom to navigate complex corporate structures without escalation for routine matters.

Responsibilities

• Establish and nurture executive-level relationships across your hotel chain portfolio, gaining presence as a trusted advisor before key commercial decisions.
• Fully own the commercial outcomes of your portfolio, focusing on revenue, market share, conversion rates, and retention by brand and network.
• Lead strategic negotiation involving pricing, inventory, paid media, promotions, and contract conditions, respecting each brand’s unique traits and approval cycles.
• Provide consultative market insights backed by benchmarks and actionable positioning that drive decisive partner actions beyond status updates.
• Maintain regular business reviews and optimization meetings with corporate teams, emphasizing measurable action plans and executive follow-up at both brand and property levels.
• Develop and analyze commercial data using Excel, Metabase, and Power BI to create data-driven weekly decisions.
• Deliver commercial education to partners by translating product, pricing, and distribution updates into tangible benefits tailored for corporate and property teams.
• Act as a market voice internally by conveying qualified signals influencing product roadmaps, revenue models, and operational strategies aligned with network-specific dynamics.
• Represent Decolar actively at industry trade shows, events, and field visits as a key spokesperson within your regional hotel network ecosystem.
• Initiate and implement local engagement projects and activation formats inspired by direct partner interactions to set team-wide best practices.

Requirements

• 6 to 10 years of experience managing B2B accounts consultatively in travel technology, online hospitality, SaaS, digital media, or related sectors, with significant exposure to national or international hotel chains.
• Proven track record of building trusted relationships with senior stakeholders in complex corporate organizations involving multiple decision-makers.
• Consistent achievement of quarterly and annual targets with measurable impact on revenue, market share, or retention for hotel chain portfolios.
• Proficiency in CRM tools and disciplined ownership of a book of business involving multiple brands and stakeholders.
• Strong data skills, including advanced Excel, Power BI, and Metabase; familiarity with SQL is a plus.
• Deep knowledge of online hotel distribution including Channel Managers, APIs, pricing techniques, revenue management, inventory control, and parity strategies to offer high-quality consultative guidance.
• Ability to operate effectively at both strategic and tactical levels, from negotiating with regional directors to optimizing campaigns with property revenue managers.
• Autonomous and proactive with capacity for ownership in a dynamic environment, progressing independently within chain approval structures.
• Excellent verbal and written communication, capable of engaging with top executives of global chains and regional managers alike within the same timeframe.
• Willingness and availability for frequent travel within the assigned region.
• Native Portuguese speaker, fluent in English; proficiency in Spanish considered advantageous.
• Passion for travel technology and the online hospitality industry.

Additional Information

We foster an environment of autonomy, meaningful impact, and continuous learning. Our team values diversity and places people at the center of all activities. Transforming travel transforms you — working here will too.

Note: Artificial intelligence tools may be utilized in parts of hiring processes to assist in reviewing applications and assessing information. Final hiring decisions remain the responsibility of human recruiters.