Senior Account Executive (Farmer)

Despegar

Senior Account Executive responsible for hotel portfolio in Rio de Janeiro and Costa Verde travel market. Seeking strategic advisor for dynamic growth in Latin America's travel tech sector.

Posted 5/4/2026full-timeRio de Janeiro • 🇧🇷 BrazilSeniorWebsite

About the role

Key responsibilities & impact

Relationship Building: Develop trusted relationships with the hotels and receptive operators in your portfolio, gaining a deep understanding of their businesses, challenges, and objectives.
Strategic Portfolio Management: Monitor and optimize availability, rate competitiveness, conversion, and the overall health of relationships with partners, regardless of hotel size.
Commercial Negotiation: Lead ongoing negotiations on rates, inventory, promotions, and paid media across brands such as Decolar and HotelDo, among others.
Data Analysis and Diagnostics: Use tools like Metabase, Power BI, and Excel to identify patterns, prioritize opportunities, and create data-driven action plans.
Performance Reviews: Conduct business reviews and regular in-person visits with partners, producing concrete action plans and clear deadlines.
Consultative Recommendations: Translate data and market insights into actionable recommendations for hotels, ensuring partners know what to do, when, and why.
Pipeline Management: Manage the portfolio with CRM discipline (HubSpot), keeping opportunities mapped, statuses updated, and follow-ups on schedule.
Local Trade Representation: Attend visits, regional trade shows, and industry events, representing Decolar and identifying new business opportunities.
Partner Liaison: Convert product, pricing, and distribution updates into tangible gains for hotel partners.

Requirements

What you’ll need

Experience: 3–5 years in travel (hotels, tour operators, receptive operators, OTAs) or in consultative B2B sales/account management within dynamic environments.
Education: Bachelor’s degree in Business Administration, Tourism, Economics, Marketing, or related fields.
Consultative Profile: Active listening, strategic mindset, and the ability to earn trust through well-founded recommendations.
Data Skills: Advanced Excel, fluent interpretation of dashboards (Metabase, Power BI), and a curiosity to analyze numbers in depth.
Communication: Clear communicator with strong listening skills and the ability to lead commercial conversations from the outset.
Ownership Mindset: Proactivity, initiative, and the ability to close work cycles without constant supervision.
Tools: Experience with CRM (HubSpot), Google Workspace, and data analysis tools.
Mobility: Availability for frequent travel within the Rio de Janeiro and Costa Verde region. Must hold an active driver’s license (CNH).
Languages: Native Portuguese; intermediate English; Spanish is a plus.
Passion for Travel: Genuine interest in the online hospitality and tourism sector.

Benefits

Comp & perks

Work Location: Based in Rio de Janeiro, with frequent visits to partners in the region.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

data analysiscommercial negotiationportfolio managementconsultative recommendationsperformance reviewsadvanced Exceldata interpretationCRM managementpipeline managementstrategic mindset

Soft Skills

relationship buildingactive listeningclear communicationproactivityinitiativetrust buildingcuriosityownership mindsetleadershipconsultative profile

Certifications

Bachelor’s degree in Business AdministrationBachelor’s degree in TourismBachelor’s degree in EconomicsBachelor’s degree in Marketingactive driver’s license (CNH)