Expansion Manager, Corporate Travel

Distribusion Technologies

. Build and execute a go-to-market strategy for acquiring corporate travel channel partners across North America .

Posted 10/27/2026full-timeRemote • Massachusetts • United States, Mexico, CanadaMid-LevelSenior💰 $120,000 - $160,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and executing go-to-market strategies for corporate travel partnerships, with a strong focus on relationship management, negotiation, and pipeline forecasting. Proven ability to engage with senior stakeholders and lead business development initiatives in the travel industry.

Highest-signal resume keywords

Business DevelopmentCorporate Travel ExpertiseNegotiation SkillsCRM ProficiencyRelationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

B2B PartnershipsSales Cycle ManagementData-Driven Pipeline ManagementCommercial Agreement NegotiationTravel Policy Compliance

Soft Skills

Consultative SellingCommunication SkillsRelationship-BuildingEntrepreneurial Mindset

Tools & Technologies

SalesforceHubSpot

Industry Keywords

Travel Management CompaniesGlobal Distribution SystemsOnline Booking ToolsTravel MarketplacesRFP Cycles

About the role

Key responsibilities & impact

Build and execute a go-to-market strategy for acquiring corporate travel channel partners across North America
Identify, prospect, and build relationships with VP/Director-level travel procurement and travel management decision-makers
Own the full sales cycle from prospecting and pitching through negotiating commercial terms and closing partnership agreements
Develop tailored value propositions for TMCs, GDSs, OBTs, travel-policy stakeholders, and other buyer types
Collaborate with Product, Legal, and Operations to structure partnership deals and onboard new channel partners
Build and manage a prospective-partner pipeline and forecast against revenue and volume targets
Represent Distribusion at conferences, trade shows, and travel-industry events such as GBTA
Negotiate pricing, volume commitments, and integration requirements
Monitor market trends, competitor activity, and regulatory shifts in corporate travel
Partner with Customer Success and Account Management on handoff and long-term retention
Report pipeline health, deal progress, and market insights to senior leadership
Help define the hiring plan and eventually recruit, onboard, and lead a small business development team

Requirements

What you’ll need

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 strongly preferred
Experience negotiating commercial agreements involving volume commitments, revenue share, or marketplace integration terms
Deep understanding of corporate travel purchasing, management, and booking, including RFP cycles, managed travel programs, and policy compliance
Strong consultative selling and negotiation skills; comfortable engaging with VP/C-level stakeholders
Entrepreneurial mindset and ability to build a channel and playbook from the ground up in a new market
Excellent communication and relationship-building skills
Data-driven pipeline management and forecasting approach
CRM proficiency, e.g., Salesforce or HubSpot
Willingness to travel domestically and occasionally internationally for partner meetings and industry events
Existing relationships with major North American TMCs or corporate travel agencies preferred
Experience in travel marketplaces, GDS, or travel tech platforms preferred
Familiarity with API/technical integration concepts relevant to travel booking systems preferred

Benefits

Comp & perks

Make a global impact by shaping how millions of people discover and book ground transportation worldwide
Ownership and direct impact from day one
Modern, efficient tools and technology stack
Work with industry-leading partners including Booking.com, Google Maps, Amtrak, Deutsche Bahn, Renfe, and SNCF
International team environment
Flexible and remote-friendly working options
Relocation opportunities
Room to grow
Opportunity to help define the hiring plan and eventually recruit, onboard, and lead a small business development team