Specialist Account Executive - South Region

Description

At \#EquipeD, we have been revolutionizing the future of travel in Latin America for over 25 years ✈️. We seek talents who think big, act with autonomy, and generate real impact. If you have a passion for innovation, learning quickly, and working as a team to create memorable experiences, join us. The position of **Specialist Account Executive** is the central role in Decolar's hotel commercial engine in Brazil for the network segment. It is the role that operates 1:1 on the accounts that truly move the needle. You decide, on a day-to-day basis, where the company places commercial weight in your network portfolio. The benchmark for the role is clear: being a trusted advisor to the hotel networks in your portfolio. The network's interlocutor — whether the regional commercial director, the corporate revenue manager, or the brand's key account — 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 reading, recommendations that hit targets, and execution that shows up in the network's results. The portfolio is composed of the most impactful networks in the region, of different sizes and brands. Each requires a different type of conversation — a global chain has a very different approval rhythm, contract cycle, and decision structure than a regional network — but all expect the same type of interlocutor: someone who understands the network's business as well as Decolar's platform. In addition to the portfolio, you act as a hub between what happens in the market and what Decolar builds internally. You bring the partner's voice to product, pricing, and ops, and bring back actionable initiatives 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. \#LI\-DC \#LI\-HF1 ### **What will be your responsibilities?** * **Trusted advisor of the portfolio.** Build executive trust relationships with key interlocutors of the networks in the portfolio: regional commercial directors, corporate revenue managers, distribution managers, and brand key accounts. 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 network and by brand. The benchmark is output, not activity. * **Strategic negotiation.** Conduct complex negotiations on rates, inventory, paid media, promotions, and commercial terms across all brands in the group — respecting the particularities of each brand and corporate approval cycles. Close annual agreements, tactical campaigns, and positioning on high-conversion pages. * **Consultative recommendation.** Bring market reading, benchmarks by brand, and positioning recommendations to the partner. A conversation that generates decisions, not a status call. * **Business reviews and optimization calls.** Maintain a consistent cadence of results and optimization meetings with the corporate teams of the networks, with a focus on measurable action plans and executive follow-up at the brand and property level. * **Data-driven diagnosis.** Build your own analyses in Excel, Metabase, and Power BI. Transform data reading into weekly commercial decisions — by network, by brand, and by property when necessary. * **Commercial education of the partner.** Translate product, pricing, and distribution updates into concrete gains for the network, with the ability to adapt the message for both the corporate interlocutor and the property team. * **Voice of the market inward.** Bring qualified signals to product, revenue, and ops, influencing the roadmap based on what you see in the field — including specific dynamics of global networks, loyalty programs, and direct distribution vs. OTA strategies. * **Representation in the trade.** Active presence in fairs, events, and field visits. Decolar's spokesperson in the hotel network ecosystem of your region. * **Own engagement projects.** Local initiatives, activation formats, and ideas that arise 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 B2B portfolio consultative management in travel tech, online hospitality, SaaS, digital media, or adjacent sectors — with relevant exposure to national or international hotel networks. * History of building trust relationships with senior stakeholders in complex corporate structures, with multiple levels of decision-making. * Proven track record of hitting quarterly and annual targets, with measurable results in revenue, share, or retention in network portfolios. * Fluency in CRM and disciplined management of a book of business with multiple brands and simultaneous interlocutors. * Data mastery. 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 network parity dynamics. A strong differentiator for delivering quality recommendations to the corporate interlocutor. * Ability to operate simultaneously at strategic and tactical levels — from negotiation with the regional director to campaign optimization with the property's revenue manager. * Autonomy and ownership in a dynamic context. Self-sufficient, decisive, capable of moving forward without waiting for instructions even within the networks' approval structures. * High-level verbal and written communication. Capable of sustaining a meeting with the VP of distribution of a global chain and the general manager of a regional network in the same week. * Availability for frequent travel in your assigned region. * Native Portuguese; English required; Spanish is a plus. * Passion for travel and the online hospitality business. 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 offer autonomy, real impact, and an environment where you can create, learn, and scale. Join a team that values diversity and puts people at the center. **Traveling transforms you, working at Decolar does too** ✈️ We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.