About the Position

Expansion Manager, Americas Agency Sales (all genders)

Remote
Any, Massachusetts, United States - Mexico City, Ciudad de México, Mexico - Any, British Columbia, Canada +2 more
Commercial

About Us

Distribusion is the world’s leading ground transportation marketplace and gives travelers 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.

Responsibilities

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.

Requirements

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 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

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

We Offer

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.

Our Hiring Process

For any queries, please reach out to your Talent Partner, Limor Ziv, at [email protected]

Diversity, Equity & Inclusion

Read more about our commitment to diversity, equity, and inclusion.

Our Impact

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How We Hire

Discover our hiring process for our teams.

Tech & Product Teams

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Expansion Manager, Americas Agency Sales (all genders)

Job description