Brazil
Pavago
Despegar
Senior Account Executive - Southern Region
Brazil
Timóteo, Minas Gerais, Brazil · Balneário Camboriú, Santa Catarina, Brazil
SQL
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About the opportunity
We are Decolar, part of the Prosus ecosystem, and for over 25 years we have been revolutionizing the way people travel in Latin America ✈️. We build technology that transforms experiences and connects millions of people to their travel dreams.
We are looking for talent that thinks in 10x, acts with autonomy, and generates real impact. If you are passionate about innovating, learning fast, and building as a team, this is the place for you.
The Specialist Account Executive position is the central role of Decolar's hotel commercial engine in Brazil for the chain segment. It is the role that operates the 1:1 on the accounts that truly move the needle. You decide, on a daily basis, where the company places commercial weight within your chain portfolio.
The standard for the role is clear: be a trusted advisor to the hotel chains in your portfolio. The chain's point of contact—whether it is the regional commercial director, the corporate revenue manager, or the brand's key account manager—seeks you out before deciding on pricing, media investment, inventory strategy, or positioning for the season. This trust does not come by chance. It comes from consistent market analysis, recommendations that meet targets, and execution that shows in the chain's results.
The portfolio is composed of the most impactful chains in the region, of different sizes and brands. Each one requires a different type of conversation—a global chain has a very different pace of approval, contract cycle, and decision structure compared to a regional chain—but they all expect the same type of partner: someone who understands the chain's business as well as they understand the Decolar platform.
Beyond the portfolio, you act as a hub between what happens in the market and what Decolar builds internally. You take the partner's voice to product, pricing, and ops teams, and bring actionable initiatives back to the field.
This is not a farmer role. It is a consultative commercial operator role, with a track record of results and the autonomy to navigate complex corporate structures without needing to escalate every conversation.
\n If you are passionate about travel tech, have a consultative profile, and are looking for a strategic challenge in a dynamic environment, this is your opportunity!
We value ownership, innovation, and putting people at the center.
Traveling transforms you, and working at Decolar does too ✈️
#LI-DC #LI-HF1 \n
#LI-DC #LI-HF1
#Decolar #EquipeD #TalentoDecolar
What will your responsibilities be?
- Trusted advisor to the portfolio. Build executive trust relationships with key stakeholders of the chains in your portfolio: regional commercial directors, corporate revenue managers, distribution managers, and brand key account managers. The partner consults you before making a relevant commercial decision.
- End-to-end ownership of the portfolio. Responsible for the commercial results of the portfolio: revenue, share, conversion, and retention by chain and by brand. The standard is output, not activity.
- Strategic negotiation. Conduct complex negotiations regarding rates, inventory, paid media, promotions, and commercial terms across all group brands—respecting the particularities of each brand and corporate approval cycles. Close annual agreements, tactical campaigns, and positioning on high-conversion pages.
- Consultative recommendation. Provide the partner with market insights, benchmarks by brand, and positioning recommendations. Conversations that generate decisions, not status calls.
- Business reviews and optimization calls. Maintain a consistent cadence of results and optimization meetings with the chains' corporate teams, focusing on measurable action plans and executive monitoring at the brand and property level.
- Data-driven diagnostics. Build your own analyses in Excel, Metabase, and Power BI. Transform data insights into weekly commercial decisions—by chain, by brand, and by property when necessary.
- Commercial education for the partner. Translate product, pricing, and distribution updates into concrete gains for the chain, with the ability to adapt the message for both the corporate stakeholder and the property team.
- Voice of the market internally. Bring qualified signals to product, revenue, and ops teams, influencing the roadmap based on what you see in the field—including specific dynamics of global chains, loyalty programs, and direct vs. OTA distribution strategies.
- Representation in the trade. Active presence at trade shows, events, and field visits. Act as the spokesperson for Decolar within the hotel chain ecosystem in your region.
- Independent engagement projects. Local initiatives, activation formats, and ideas that emerge from direct contact with the base and become a reference for the team.
What are we looking for?
- 6 to 10 years of experience in consultative B2B portfolio management in travel tech, online hospitality, SaaS, digital media, or adjacent sectors—with relevant exposure to national or international hotel chains.
- A history of building trust relationships with senior stakeholders in complex corporate structures with multiple decision-making levels.
- Proven track record of meeting quarterly and annual targets, with measurable results in revenue, share, or retention in chain portfolios.
- Fluency in CRM and disciplined management of a book of business with multiple brands and simultaneous stakeholders.
- Data proficiency. Advanced Excel, Power BI, Metabase. Knowledge of SQL is a plus.
- Knowledge of online hotel distribution: Channel Manager, APIs, pricing techniques, revenue management, inventory management, and chain parity dynamics. A strong advantage for delivering quality recommendations to corporate stakeholders.
- Ability to operate simultaneously at a strategic and tactical level—from negotiating with a regional director to optimizing a campaign with a property revenue manager.
- Autonomy and ownership in a dynamic context. Self-sufficient, results-oriented, and capable of moving forward without waiting for instructions, even within chain approval structures.
- High-level verbal and written communication. Capable of holding a meeting with the VP of distribution of a global chain and the general manager of a regional chain in the same week.
- Availability for frequent travel within your assigned region.
- Native Portuguese; English is mandatory; Spanish is a plus.
- Passion for travel and the online hospitality business.
What do we offer?
- Real autonomy to make decisions and make an impact from day 1
- Continuous learning culture: we fail fast, learn, and scale
- A diverse, collaborative team without silos
- Growth opportunities in a global ecosystem (Prosus)
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