Regional API Head (LATAM)

TBO.COM; Buenos Aires; Presencial; ARS 89.787.000 - 134.680.000; Jornada completa

Descripción de la vacante

TBO is a global platform that connects travel buyers and suppliers with a technology-first approach. This Associate Director role owns the company's most strategic API partnerships in LATAM, acting as the senior contact for key clients and shaping the regional go-to-market strategy.

Bearing responsibility for onboarding, revenue targets, and cross-functional collaboration, you will mentor teams and drive strategic initiatives, representing TBO at industry forums and shaping product and

Formación

• 8+ years managing strategic/enterprise client relationships.
• Proven track record of owning revenue targets and YoY growth.
• Strong commercial and negotiation acumen with senior stakeholders.
• Tech-savvy and numbers/data-driven decision maker.
• Demonstrated ability to lead cross-functional initiatives without direct authority.
• Fluent in English, Spanish and Portuguese.

Responsabilidades

• Define regional strategy for acquiring and scaling strategic API customers in LATAM.
• Lead commercial negotiations from pitch to close with partners.
• Represent TBO at regional trade shows and industry forums.
• Drive brand visibility and market positioning for API business in LATAM.
• Mentor account managers supporting the portfolio.
• Oversee onboarding and implementation for key API customers.
• Monitor revenue targets and YoY growth for strategic accounts.
• Coordinate cross-functional teams to ensure service quality.
• Present quarterly business reviews to senior leadership.

Conocimientos

Enterprise relationships

Revenue ownership

Negotiation skills

Stakeholder management

Cross-functional leadership

Data-driven decisions

Multilingual

Descripción del empleo

TBO is a global platform that aims to simplify all buying and selling travel needs of travel partners across the world. The proprietary technology platform aims to simplify the demands of the complex world of global travel by seamlessly connecting the highly distributed travel buyers and travel suppliers at scale.

Today, TBO’s product range from air, hotels, rail, holiday packages, car rentals, transfers, sightseeing, cruise, and cargo. Apart from these products, our proprietary platform relies heavily on AI/ML to offer unique listings and products, meeting specific requirements put forth by customers, thus increasing conversions.

TBO’s approach has always been technology-first and we continue to invest on new innovations and new offerings to make travel easy and simple. TBO’s travel APIs are serving large travel ecosystems across the world while the modular architecture of the platform enables new travel products while expanding across new geographies.

This role owns the company's most strategic API partnerships and is accountable for the relationships that drive the highest share of API revenue. The Associate Director will act as the senior-most point of contact for key clients, set the long-term account strategy, and represent the business at a leadership level — both with clients and internally. Beyond managing existing relationships, this person will shape the regional go-to-market approach for API partnerships, identify and close new strategic business, and mentor account managers supporting the portfolio.

Responsibilities:

Strategy & Business Development

• Own and define the regional strategy (in partnership with the Regional/Country Manager) for acquiring, onboarding, and scaling strategic API customers in the LATAM Region.
• Identify new strategic partnership opportunities and lead commercial negotiations from pitch to close.
• Represent TBO at regional trade shows and industry forums as a brand ambassador.
• Drive brand visibility and market positioning for TBO's API business across the LATAM region, including via social and industry channels.
• Provide market intelligence and competitive insights to shape product and commercial strategy.

Strategic Account Leadership

• Lead onboarding and implementation for key API customers, working cross-functionally with Head Office teams to ensure smooth, timely delivery.
• Set and drive YoY growth strategy for each strategic account, owning revenue targets.
• Monitor account technical performance via BI Power dashboards; **escalate** and coordinate with API support to resolve issues proactively.
• Partner with Technical Account Managers to optimize connectivity and platform performance for key accounts.
• Conduct regular mapping/inventory checks to ensure product availability and competitiveness.
• Anticipate account risks, changes, and growth opportunities ahead of the client.
• Own senior-level communication between key clients and internal stakeholders, including escalations.
• Negotiate commercial terms and performance timelines with clients.
• Collaborate with cross-functional teams (Tech, Product, Support, Supply) to ensure service quality and inventory standards are consistently met.
• Own quarterly business reviews presenting account progress, goals, and strategic initiatives to senior leadership and stakeholders; outputs may feed into company-wide case studies or training.
• Ensure all client deliverables are met within agreed timelines.
• Analyze client and market data to proactively surface growth opportunities and risks.
• Guide and mentor account managers/executives supporting the strategic portfolio.

Do You Have What It Takes (Must-Haves):

• 8+ years of experience managing strategic/enterprise client relationships, ideally in API, travel-tech, or B2B platform environments.
• Proven track record of owning revenue targets and driving YoY account growth.
• Strong commercial and negotiation acumen with senior stakeholder management experience.
• Tech-savvy and highly numbers/data-driven decision maker.
• Demonstrated ability to lead cross-functional initiatives and influence without direct authority.
• Should be fluent in English , Spanish and Portuguese .