Global B2B Key Account Executive-Florida,US

Despegar; Florida; On-site; USD 120,000 - 180,000; Full time

Job summary

Despegar is seeking a Global B2B Key Account Executive to own a portfolio of partner accounts and drive multi-million dollar revenue growth across regions. You will craft Joint Business Plans, lead negotiations, and coordinate with cross-functional teams to optimize integrations and performance.

The role emphasizes strategic selling, data-driven decision making, and executive relationship management with partners.

Qualifications

• 4–5 years in B2B commercial roles, including prospecting & business development (travel wholesale a plus)
• Fluent written and spoken English (capable of delivering business presentations)
• Experience with multicultural partner ecosystems across regions
• Strong strategic negotiation skills at executive level
• Proven ability to develop Joint Business Plans (JBPs) and QBRs

Responsibilities

• Manage and grow a global portfolio of API-connected tech partner key accounts with multi-million revenue targets
• Develop and execute JBPs for each account, including QBRs
• Lead integration migrations, inventory expansion, and connectivity enhancements with technical teams
• Monitor account health: integration performance, SLA compliance, conversion velocity, revenue vs targets
• Utilize CRM and data analytics to prioritize actions and measure impact
• Lead commercial negotiations: renewals, margin agreements, promotions, credit lines
• Resolve bottlenecks by coordinating with Operations, Sourcing, Finance and Tech
• Identify growth opportunities: new sales channels and product coverage

Skills

B2B sales

Negotiation

Account management

Business analytics

English communication

Education

Bachelor’s degree in Engineering, Business Administration, or related fields

Tools

CRM software

Job description

Location

United States — Eastern or Central Time preferred

About the role

At Despegar, we challenge the status quo and build what comes next in travel technology. We combine innovation, entrepreneurial spirit, and teamwork to create solutions that generate real impact for our partners, clients, and travelers.

We are looking for a Global B2B Key Account Executive to take ownership of a portfolio of key partner accounts and transform them into high-value relationships, driving multi-million dollar revenue goals. This role combines commercial vision, strategic execution, and cross-functional coordination to drive sustainable B2B channel growth.

What you will do

• Manage and grow a global portfolio of API-connected tech partner key accounts, with annual targets driving multi-million dollar revenues
• Develop and execute Joint Business Plans (JBPs) for each assigned account, including quarterly business reviews (QBRs)
• Lead technical optimization initiatives: integration migrations, inventory expansion, and connectivity enhancements in coordination with technical teams
• Monitor account health: integration performance, SLA compliance, conversion velocity, and revenue tracking against targets
• Utilize CRM and data analytics to prioritize account actions, measure impact, and make decisions with partial data
• Lead commercial negotiations: contract renewals, margin agreements, promotional campaigns, and credit line management
• Resolve operational bottlenecks and disputes by coordinating with Operations, Sourcing, Finance, and Technology teams
• Identify and execute growth opportunities: expansion into new points of sale, channel diversification (including markets outside LATAM), and product coverage expansion
• Adopt AI tools and automation to optimize reporting, quoting, and repetitive commercial processes
• Receive accounts from the Hunting team post-launch and transition them into long-term management
• Build executive relationships with key decision-makers across partner organizations
• Present account reviews to leadership featuring performance metrics, risk assessments, and growth roadmaps

What we are looking for

• Bachelor’s degree in Engineering, Business Administration, or related fields
• 4 to 5 years of experience in B2B commercial roles, including prospecting and business development (travel wholesale industry experience is a plus)
• Fluent written and spoken English (capable of delivering business presentations)
• Experience working in multicultural environments with partners across multiple regions
• Strong negotiation skills at a strategic or executive level
• Proven expertise in B2B consultative selling—not just transactional, but co-creating solutions and joint business plans
• High analytical capacity to generate insights, reports, and strategic recommendations
• Familiarity with AI tools applied to commercial processes (desirable)
• Passion for technology, innovation, and travel
• High-performance mindset, orientation toward measurable results, and willingness to assume increasing responsibility
• Residing in or willing to reside in: Florida, US

How you will make an impact: You will transform complex client needs into solutions that generate measurable results. You will build trusted relationships, bring valuable market insights into the organization, and help our partners move forward with greater agility. At Despegar, we try, learn, and scale what works. We operate the present efficiently while exploring the future, always looking for better ways to solve problems, create value, and continue transforming the travel industry.

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.