Partnerships Expert (TravelPay) - São Paulo (Hybrid)

What you'll do

We’re looking for a Partnerships Lead to own Clara TravelPay partnerships in Brazil. There is no local Partnerships owner for this motion today. This is a role for someone who already lives in the corporate-travel payments graph — TMCs, consolidators, bank travel-card programs, and the commercial teams that sit between the agency and the payer. You will be the architect and the closer: build the Brazil partner map, lock the right agencies and travel-management companies, and make TravelPay the default rail on the trips Clara should win.

In this role, you will:

Own TravelPay partnerships in Brazil: Build and run the partner motion with TMCs, travel agencies, consolidators, OTAs corporativas, and the bank or card programs that already sit on corporate travel spend. You own the channel end-to-end.

Convert distribution into volume: Success is TravelPay volume, live agencies, and cards or virtual accounts actually used on itineraries — not signed letters of intent.

Be strategically hands-on: Personally lead the conversations with priority TMCs and agencies, structure the commercial offer, and stay on the account until booking flow and settlement work.

Design GTM by partner type: A national TMC, a regional agency network, and a bank travel-card program need different offers, integrations, and success metrics. Build each motion on purpose.

Navigate internally: Work across Product, TravelPay ops, Sales, Credit, Legal, and country leadership so a partner can issue, reconcile, and support travel spend without a war room on every booking.

Operational excellence: Manage onboarding, technical and commercial SLAs, QBRs, portfolio health, and a clear bar for partners who produce versus partners who only meet.

Drive growth: Track agency coverage, travel volume, capture rate, and partner-sourced expansion in HubSpot and Metabase. Shift effort toward the partners that move spend.

Workflow efficiency: Use Google Drive, Slack, and N8N to keep the Brazil travel-partner operating system documented and automated.

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.

Must haves

Experience: Minimum 5 years in Partnerships, Business Development, or commercial leadership in corporate travel payments, TMCs, travel-card programs, or a closely adjacent B2B travel business in Brazil.

Graph fluency: You already know how agencies, consolidators, TMCs, and corporate payers buy and settle travel in Brazil. You do not need a 90-day tour to learn the names.

Execution: Player-coach. You will build the local partnerships seat and still close the first partners yourself.

Performance driven: Proven ability to move travel or payments volume through an indirect or agency channel.

Builder profile: Comfortable being the first dedicated TravelPay partnerships owner in Brazil.

In-person collaboration: Availability and commitment to work from our office in Itaim Bibi (São Paulo) at least 2 days per week, plus time with agencies and TMCs.

Communication: Native/fluent Portuguese and working proficiency in English.

Tech-savvy: Experience or strong interest in AI tools to automate partner workflows.

Nice to haves

Direct experience with lodge cards, virtual card numbers, CTA, GDS, or TMC payment programs.

Relationships across major Brazilian TMCs, agency networks, or corporate travel banks.

Analytical skills: Metabase, spreadsheets, SQL, or Python.

Languages: Spanish, or experience working with Mexico and Colombia travel teams.

A good sense of humor.