Senior Farmer Account Executive – Travel Tech

Despegar

Senior Account Executive in travel tech leading hotel partnerships and driving growth through strategic relationships. Focused on developing consultative relationships and optimizing performance for key accounts.

Posted 5/8/2026full-timeSão Paulo • 🇧🇷 BrazilSeniorWebsite

About the role

Key responsibilities & impact

Develop trusted relationships with the hotels and receptive operators (DMCs) in your portfolio, gaining a deep understanding of their businesses, challenges and objectives.
Monitor and optimize availability, rate competitiveness, conversion and the overall health of relationships with partners.
Lead ongoing negotiations on rates, inventory, promotions and paid media across brands such as Decolar, HotelDo and others.
Use tools like Metabase, Power BI and Excel to identify patterns, prioritize opportunities and create data-driven action plans.
Conduct business reviews and regular in-person visits with partners, translating findings into concrete action plans with clear deadlines.
Turn data and market insights into actionable recommendations for hotels.
Manage your portfolio with CRM discipline (HubSpot), keeping opportunities mapped, statuses updated and follow-ups on schedule.
Participate in visits, regional trade shows and industry events, representing Decolar and identifying new business opportunities.

Requirements

What you’ll need

3 to 5 years in travel (hotels, tour operators, receptive operators/DMCs, OTAs) or in consultative B2B sales/account management in dynamic environments.
Bachelor’s degree in Business Administration, Tourism, Economics, Marketing or related fields.
Active listening, strategic mindset and the ability to build trust through the substance of your recommendations.
Advanced Excel skills, fluent dashboard literacy (Metabase, Power BI) and curiosity to analyze numbers in depth.
Clear communication, active listening and the ability to lead commercial conversations from scratch.
Proactivity, initiative and the capacity to close work cycles without constant instruction.
Experience with CRM (HubSpot), Google Workspace and data analysis tools.
Availability for frequent travel in the Rio de Janeiro (RJ) and Costa Verde region. A valid driver’s license (CNH) is required.
Native Portuguese; intermediate English; Spanish is a plus.

Benefits

Comp & perks

Be part of a leading travel technology company in Latin America that is constantly evolving.
Join a team that places people and collaboration at the center of everything.
Actively participate in building innovative solutions that transform the travel experience.
Work with autonomy, alignment and a focus on real impact.
Develop your career in a dynamic, challenging environment full of growth opportunities.
Inclusive environment where diversity is valued and equal opportunities are a priority.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

data analysisnegotiationaccount managementbusiness reviewsrate competitivenessavailability optimizationpromotions managementmarket insightsCRM managementB2B sales

Soft Skills

active listeningstrategic mindsettrust buildingclear communicationproactivityinitiativeleadershipcommercial conversation skillsrelationship managementproblem-solving

Certifications

Bachelor’s degree in Business AdministrationBachelor’s degree in TourismBachelor’s degree in EconomicsBachelor’s degree in Marketing