[Hiring] API Business Development Manager @RateHawk

Role Description

As an API Business Development Manager, you will play a pivotal role in driving our sales efforts, forging strategic partnerships, and expanding our client base — with a particular focus on API clients and integrations. This is a remote vacancy open to candidates residing in Brazil.

• Develop and implement sales activities and hit the sales targets to achieve growth and expand presence in assigned territory;
• Approach and initiate API deals with potential and existing partners and support ongoing API client accounts;
• Follow-up with existing partners to provide system training and identify the ways to improve the cooperation;
• Build a strong, long-lasting relationship with new API partners;
• Prepare, execute, and manage the commercial deals with the partners, including the execution of required document flow and technical setup;
• Manage accounts until the first purchase is made;
• Account management of an assigned portfolio of partners, including the first level of support;
• Compliance control with commercial conditions by partners, including the payment flow;
• Spend approximately 30% of your working time on business trips, including meetings with clients, industry events, and other business-related events;
• Provide market & competitive environment analysis;
• Provide regular comprehensive reporting through CRM and internal systems;
• Take joint ownership of the API sales pipeline from qualification to signed agreement, ensuring a strong focus on closing API partnerships;
• Evaluate technical and commercial readiness of prospective partners and drive them through a structured API sales cycle;
• Deliver ROI-driven API value propositions tailored to partner business models, emphasizing efficiency, supply depth, and profitability;
• Collaborate closely with API onboarding and technical teams to accelerate integration timelines and remove blockers that delay activation;
• Track and manage KPIs specific to API deal progression, contract execution speed, and activation success rates.

Qualifications

• 2+ years of successful experience in sales management or business development of B2B companies within the travel industry;
• Proven track record in closing API, SaaS, or tech-integration commercial deals within the travel industry;
• In-depth understanding of the region's travel market, including B2B travel networks (tour operators, travel agencies, travel management companies, OTAs), especially API-driven distribution models;
• Strong understanding of API connectivity, including commercial models, performance KPIs, and integration requirements;
• Fluent in English and Portuguese; Spanish is ideal;
• Up to 30% of travel time may be required;
• Used to data-driven decision-making, metrics-driven and good with numbers;
• Proactive, ambitious, motivated, action-oriented, results-focused, appetite for innovative technology, comfortable with the fast-changing business environment, team player;
• Ability to explain technical concepts to non-technical stakeholders and translate business needs into API use cases;
• Ability to understand and work across a wide range of cultural contexts reflecting ETG’s global presence;
• Competence in API technology deals and managing API client relationships;
• Demonstrated ability to manage multiple API negotiations simultaneously with a focus on closing velocity and revenue impact;
• Must be a citizen or permanent resident of Brazil.

Benefits

• Flexible schedules and opportunity to work remotely;
• Ambitious and supportive team who love what they do, appreciate each other, and grow together;
• Internal programs for adaptation and training, development of soft skills, and leadership abilities;
• Partial compensation for participating in external training and conferences;
• Corporate English school: Group and individual lessons, speaking clubs with colleagues from all over the world;
• Corporate prices on hotels and travel services;
• MyTime Day Off - an extra non-working day without loss of compensation.