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. Proficient in consultative selling and navigating complex B2B agreements within 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 ManagementPipeline ForecastingCommercial AgreementsRFP CyclesPolicy ComplianceData-Driven Decision MakingConsultative SellingMarket AnalysisAPI Integration Concepts

Soft Skills

Communication SkillsRelationship BuildingEntrepreneurial MindsetTeam LeadershipStakeholder Engagement

Tools & Technologies

SalesforceHubSpot

Industry Keywords

Travel Management CompaniesGlobal Distribution SystemsOnline Booking ToolsTravel ProcurementTravel MarketplacesCorporate Travel EcosystemTravel Tech Platforms

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 key decision-makers at target accounts
Own the full sales cycle from prospecting and pitching through negotiation and closing partnership agreements
Develop tailored value propositions for TMCs, GDSs, OBTs, travel procurement teams, and other buyer types
Collaborate with Product, Legal, and Operations to structure partnership deals and onboard channel partners
Build and manage a prospective-partner pipeline and forecast against revenue and volume targets
Represent Distribusion at industry conferences, trade shows, and travel-industry events
Negotiate pricing, volume commitments, revenue share, 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 channel 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 how corporate travel is bought, managed, and booked, 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 comfort building a channel and playbook from the ground up in a new market
Excellent communication and relationship-building skills across internal and external stakeholders
Data-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
Existing relationships with major North American TMCs or corporate travel agencies strongly 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

Flexible and remote-friendly working options
Relocation opportunities
Plenty of room to grow
Professional growth through work with an international team
Modern, efficient tools and tech stack
Opportunity to make a global impact
Opportunity to own work and see direct impact
Industry exposure through conferences, trade shows, and travel-industry events