Expansion Manager, Corporate Travel (all genders)

Distribusion; Massachusetts; Remoto; USD 90.000 - 150.000; Tempo pieno

Descrizione del lavoro

Distribusion is expanding its North American corporate travel footprint and seeks an Expansion Manager to lead partnerships with TMCs, agencies, and travel buyers. You will own the full sales cycle, build a partner-ready go-to-market, and collaborate with Product, Legal, and Operations to structure and onboard new channel partners.

You will navigate the corporate travel ecosystem, manage a robust pipeline, and represent Distribusion at industry events.

Competenze

• 4+ years in business development, partnerships, or enterprise sales, with focus on corporate travel or marketplace partnerships.

Mansioni

• Build go-to-market strategies to acquire corporate channel partners (TMCs, agencies, travel buyers) across North America.
• Identify, prospect, and engage decision-makers at target accounts (VP/Director level).
• Own the full sales cycle: prospecting, pitching, negotiating, and closing partnerships.
• Develop understanding of corporate travel ecosystem to tailor value propositions.
• Collaborate with Product, Legal, and Operations to structure deals and onboarding.
• Manage a pipeline and forecast revenue against targets.
• Represent the company at industry events to generate leads.
• Negotiate commercial terms, pricing, and integration requirements.
• Monitor market trends and regulatory shifts to inform strategy.
• Partner with Customer Success for handoff and retention.
• Report on pipeline health and deal progress to leadership.
• Help define hiring plan as channel matures.

Conoscenze

Business development

Partnerships

Enterprise sales

CRM proficiency

Negotiation

Stakeholder management

Communication

Data-driven pipeline management

Strumenti

Salesforce

HubSpot

Descrizione del lavoro

About us

Distribusion is the world’s leading ground transportation marketplace and gives travellers seamless access to ground transportation online, from search to ticket purchase. We have built a cutting-edge B2B technology platform that connects bus, rail, and ferry operators in 70+ countries with the biggest online retailers, including Google Maps and Booking.com.

We are shaping the future of travel and building the largest global network of transport providers and retailers. We are one of the fastest-growing startups in travel, backed by leading venture capital investors including TQ Ventures, Lightrock, Creandum, and Northzone, and are headquartered in Berlin, Germany. Following our recent $80m Series C funding, we are ready to push beyond.

The Opportunity

We're looking for an Expansion Manager to lead our expansion into the North American corporate travel market. This is a strategic, revenue-generating role focused on identifying, engaging, and closing partnerships with corporate travel management companies (TMCs), travel agencies, procurement teams, and enterprise travel buyers to bring their travel volume onto our marketplace.

What you will do:

• Build and execute a go-to-market strategy for acquiring corporate travel channel partners (TMCs, corporate travel agencies, travel procurement teams, GDS/OBT partners) across North America
• Identify, prospect, and build relationships with key decision-makers at target accounts, including VP/Director-level travel procurement and travel management leaders
• Own the full sales cycle: prospecting, pitching, negotiating commercial terms, and closing partnership agreements
• Develop a deep understanding of the corporate travel ecosystem (TMCs, GDS, OBTs, travel policy, RFP processes) to tailor value propositions to different buyer types
• Collaborate cross-functionally with Product, Legal, and Operations to structure partnership deals and ensure smooth onboarding of new channel partners
• Build and manage a pipeline of prospective partners, forecasting accurately against revenue and volume targets
• Represent the company at industry conferences, trade shows, and travel-industry events (e.g., GBTA) to build brand presence and generate leads
• Negotiate commercial agreements, including pricing, volume commitments, and integration requirements
• Monitor market trends, competitor activity, and regulatory shifts in corporate travel to inform strategy
• Partner with Customer Success/Account Management to ensure a smooth handoff and long-term retention of acquired channels
• Report regularly on pipeline health, deal progress, and market insights to senior leadership
• As the channel matures, help define the hiring plan and eventually recruit, onboard, and lead a small business development team focused on corporate travel.

Workplace: within the Americas region & Remote

Who you are:

• 4+ years in business development, partnerships, or enterprise sales, with a significant portion focused on corporate travel, TMCs, or the broader travel/mobility industry
• Proven track record of sourcing and closing complex, multi-stakeholder B2B partnerships or enterprise deals, as an individual contributor
• Existing network of relationships within the corporate travel ecosystem (TMCs, travel buyers, GDS providers, OBT vendors) strongly preferred
• Experience negotiating commercial agreements involving volume commitments, revenue share, or marketplace integration terms
• Deep understanding of how corporate travel is bought, managed, and booked (RFP cycles, managed travel programs, policy compliance)
• Strong consultative selling and negotiation skills; comfortable engaging with senior stakeholders (VP/C-level)
• Entrepreneurial mindset — comfortable building a channel and playbook from the ground up in a new market
• Excellent communication and relationship-building skills across internal and external stakeholdersData-driven approach to pipeline management and forecasting (CRM proficiency, e.g., Salesforce or HubSpot)
• Willingness to travel domestically (and occasionally internationally) for partner meetings and industry events

Nice to Have

• Existing relationships with major North American TMCs or corporate travel agencies
• Experience in travel marketplaces, GDS, or travel tech platforms
• Familiarity with API/technical integration concepts relevant to travel booking systems

What you can expect:

• Make a global impact. Help shape how millions of people discover and book ground transportation worldwide.
• Own your work. Take responsibility from day one and see the direct impact of your contributions.
• Build with the best tools. We move fast, continuously evolve our tech stack, and invest in modern, efficient solutions.
• Work with industry leaders. Our partners include Booking.com, Google Maps, Amtrak, Deutsche Bahn, Renfe, and SNCF.
• Grow with exceptional people. Join an international team that will challenge, support, and inspire you every day.
• Work your way. Enjoy flexible and remote-friendly working options, relocation opportunities, and plenty of room to grow.