Key Account Manager - Travel (Gerente de Contas Estratégicas - Travel) - São Paulo (Hybrid)

<div class="content-intro"><h2><strong data-start="314" data-end="386">Ready to accelerate your career?</strong></h2> <div> <p data-start="563" data-end="823">Clara is the fastest-growing company in Latin America. We've built the leading solution for companies to make and manage all their payments. We already help over 20,000 large and growing businesses operate with agility and financial clarity through locally issued corporate cards, bill pay, financing, and a powerful B2B platform built for scale.</p> <p data-start="563" data-end="823">Clara is backed by some of the most successful investors in the world, including top regional VCs like monashees, Kaszek, and Canary, and leading global funds like Notable Capital, Coatue, DST Global Partners, ICONIQ Growth, General Catalyst, Citi Ventures, SV Angel, Citius, Endeavor Catalyst, and Goldman Sachs - in addition to dozens of angel investors and local family offices.&nbsp;<br><br>We’re building the financial infrastructure that powers high-performing organizations across the region. We invite you to join us if you want to be part of a fast-paced environment that will accelerate your career and support you to do some of the best work of your life alongside a passionate and committed team distributed across the Americas.</p> </div></div><p data-path-to-node="5"><strong data-path-to-node="5" data-index-in-node="0">What you'll do:</strong>&nbsp;We're looking for a&nbsp;<strong data-path-to-node="5" data-index-in-node="36">Key Account Manager (Strategic CSM)</strong>&nbsp;to drive Clara’s growth within the&nbsp;<strong data-path-to-node="5" data-index-in-node="107">Travel &amp; Tourism industry</strong>—one of our most strategic verticals. You will be responsible for managing and expanding our relationship with high-value clients such as&nbsp;<strong data-path-to-node="5" data-index-in-node="270">TMCs (Travel Management Companies), Tour Operators, and Agencies</strong>, positioning Clara as the backbone of their financial operations.</p> <p data-path-to-node="6">In this role, you won't just manage a portfolio; you will act as a strategic partner, helping travel companies navigate complex payment flows, optimize liquidity, and automate the grueling process of travel expense reconciliation.</p> <p data-path-to-node="7"><strong data-path-to-node="7" data-index-in-node="0">You will:</strong></p> <ul data-path-to-node="8"> <li> <p data-path-to-node="8,0,0"><strong data-path-to-node="8,0,0" data-index-in-node="0">Strategic Portfolio Management:</strong>&nbsp;Act as the primary point of contact for large players in the Travel industry, ensuring Clara is deeply integrated into their daily financial and operational workflows.</p> </li> <li> <p data-path-to-node="8,1,0"><strong data-path-to-node="8,1,0" data-index-in-node="0">Expansion &amp; Wallet Share:</strong>&nbsp;Identify opportunities to migrate travel-specific spend (GDS settlements, hotel guarantees, and supplier payments) to Clara’s ecosystem, driving revenue through upselling and cross-selling.</p> </li> <li> <p data-path-to-node="8,2,0"><strong data-path-to-node="8,2,0" data-index-in-node="0">Financial Workflow Optimization:</strong>&nbsp;Deep dive into clients' backoffice processes to solve "Travel-specific" pain points, such as&nbsp;<strong data-path-to-node="8,2,0" data-index-in-node="126">VCN (Virtual Card Number)</strong>&nbsp;issuance for hotel bookings and real-time reconciliation of travel expenses.</p> </li> <li> <p data-path-to-node="8,3,0"><strong data-path-to-node="8,3,0" data-index-in-node="0">Relationship &amp; C-Suite Engagement:</strong>&nbsp;Conduct regular strategic reviews with CFOs and Finance Directors of TMCs and Operators to demonstrate ROI, ensure high&nbsp;<strong data-path-to-node="8,3,0" data-index-in-node="155">Net Revenue Retention (NRR)</strong>, and minimize churn.</p> </li> <li> <p data-path-to-node="8,4,0"><strong data-path-to-node="8,4,0" data-index-in-node="0">Cross-functional Collaboration:</strong>&nbsp;Partner with Product and Operations teams to build and refine features tailored for the travel sector (e.g., specific ERP integrations or reporting formats for travel agencies).</p> </li> <li> <p data-path-to-node="8,5,0"><strong data-path-to-node="8,5,0" data-index-in-node="0">Market Intelligence:</strong>&nbsp;Stay ahead of travel industry trends (IATA regulations, NDC, corporate travel recovery) to position Clara as a thought leader in the space.</p> </li> </ul> <p data-path-to-node="10"><strong data-path-to-node="10" data-index-in-node="0">Who you are:</strong>&nbsp;We’re looking for someone who speaks the language of the&nbsp;<strong data-path-to-node="10" data-index-in-node="70">Travel Industry</strong>&nbsp;and has the financial acumen to navigate complex corporate structures.</p> <p data-path-to-node="11"><strong data-path-to-node="11" data-index-in-node="0">Must haves:</strong></p> <ul data-path-to-node="12"> <li> <p data-path-to-node="12,0,0"><strong data-path-to-node="12,0,0" data-index-in-node="0">Industry Expertise:</strong>&nbsp;5+ years of experience within the&nbsp;<strong data-path-to-node="12,0,0" data-index-in-node="54">Travel/Tourism sector</strong>&nbsp;(working at or with TMCs, GDS providers, or Travel Tech companies) in roles such as Account Management, Sales, or Financial Operations.</p> </li> <li> <p data-path-to-node="12,1,0"><strong data-path-to-node="12,1,0" data-index-in-node="0">Financial Literacy:</strong>&nbsp;Solid understanding of travel financial cycles, including settlement processes, supplier payments, and corporate credit needs.</p> </li> <li> <p data-path-to-node="12,2,0"><strong data-path-to-node="12,2,0" data-index-in-node="0">Consultative Mindset:</strong>&nbsp;A proven track record of managing long-term corporate relationships and driving account expansion based on technical and operational value.</p> </li> <li> <p data-path-to-node="12,3,0"><strong data-path-to-node="12,3,0" data-index-in-node="0">Location:</strong>&nbsp;Availability to work in person at our office in&nbsp;<strong data-path-to-node="12,3,0" data-index-in-node="58">Itaim Bibi</strong>&nbsp;(at least twice a week) and travel to visit key clients across Brazil.</p> </li> <li> <p data-path-to-node="12,4,0"><strong data-path-to-node="12,4,0" data-index-in-node="0">Communication:</strong>&nbsp;Ability to pitch complex financial solutions to C-suite executives, especially CFOs who are focused on cash flow and operational efficiency.</p> </li> <li> <p data-path-to-node="12,5,0"><strong data-path-to-node="12,5,0" data-index-in-node="0">Languages:</strong>&nbsp;Working proficiency in&nbsp;<strong data-path-to-node="12,5,0" data-index-in-node="34">English</strong>&nbsp;and fluent/native&nbsp;<strong data-path-to-node="12,5,0" data-index-in-node="60">Portuguese</strong>.</p> </li> <li> <p data-path-to-node="12,6,0"><strong data-path-to-node="12,6,0" data-index-in-node="0">AI Enthusiast:</strong>&nbsp;Experience or strong interest in using AI tools (ChatGPT, Claude, Perplexity) to automate client intelligence and internal workflows.</p> </li> </ul> <p data-path-to-node="13"><strong data-path-to-node="13" data-index-in-node="0">Nice to haves:</strong></p> <ul data-path-to-node="11"> <li> <p data-path-to-node="11,0,0">Experience or familiarity with outbound and automation infrastructure tools like&nbsp;<strong data-path-to-node="11,0,0" data-index-in-node="81">Amplemarket</strong>&nbsp;or&nbsp;<strong data-path-to-node="11,0,0" data-index-in-node="96">N8N</strong>.</p> </li> <li> <p data-path-to-node="11,1,0">Basic proficiency in Spanish or a strong desire to learn it.</p> </li> <li> <p data-path-to-node="11,2,0">Independent analytical skills using spreadsheets, SQL, or Python to evaluate portfolio health and data.</p> </li> <li> <p data-path-to-node="11,3,0">A good sense of humor.</p> </li> </ul><div class="content-conclusion"><h2 data-start="172" data-end="190"><strong data-start="172" data-end="190">Why join Clara</strong></h2> <p data-start="192" data-end="352">At Clara, you’ll have the autonomy, speed, and support to make meaningful impact — not just on your team, but on how organizations are run across Latin America.</p> <h4 data-start="354" data-end="368"><strong data-start="354" data-end="368">Who we are</strong></h4> <ul data-start="370" data-end="902"> <li data-start="370" data-end="446"> <p data-start="372" data-end="446">We’re the leading <strong data-start="390" data-end="426">B2B fintech for spend management</strong> in Latin America.</p> </li> <li data-start="447" data-end="568"> <p data-start="449" data-end="568">Certified as one of the world's fastest-growing companies, a <strong data-start="510" data-end="533">Great Place to Work</strong>, and a <strong data-start="541" data-end="565">LinkedIn Top Startup</strong>.</p> </li> <li data-start="569" data-end="643"> <p data-start="571" data-end="643">Passionate about making Latin America more prosperous and competitive.</p> </li> <li data-start="644" data-end="749"> <p data-start="646" data-end="749">Constantly innovating to build financial infrastructure that enables each of our customers to thrive.</p> </li> <li data-start="750" data-end="837"> <p data-start="752" data-end="837">Product-led, high-talent-density culture — designed for builders who raise the bar.</p> </li> <li data-start="838" data-end="902"> <p data-start="840" data-end="902">Proud of our open, inclusive, and values-driven environment.</p> </li> </ul> <h4 data-start="904" data-end="926"><strong data-start="904" data-end="926">What we believe in</strong></h4> <ul data-start="928" data-end="1366"> <li data-start="928" data-end="995"> <p data-start="930" data-end="995"><strong data-start="930" data-end="943">#Clarity.</strong> We say things clearly, directly, and proactively.</p> </li> <li data-start="996" data-end="1065"> <p data-start="998" data-end="1065"><strong data-start="998" data-end="1014">#Simplicity.</strong> We reduce noise to focus on what really matters.</p> </li> <li data-start="1066" data-end="1135"> <p data-start="1068" data-end="1135"><strong data-start="1068" data-end="1083">#Ownership.</strong> We take responsibility and never wait to be told.</p> </li> <li data-start="1136" data-end="1201"> <p data-start="1138" data-end="1201"><strong data-start="1138" data-end="1149">#Pride.</strong> We build products and experiences we’re proud of.</p> </li> <li data-start="1202" data-end="1287"> <p data-start="1204" data-end="1287"><strong data-start="1204" data-end="1234">#Always Be Changing (ABC).</strong> We grow through feedback, risk-taking, and action.</p> </li> <li data-start="1288" data-end="1366"> <p data-start="1290" data-end="1366"><strong data-start="1290" data-end="1307">#Inclusivity.</strong> Every voice counts. Everyone contributes to our mission.</p> </li> </ul> <h4 data-start="1368" data-end="1385"><strong data-start="1368" data-end="1385">What we offer</strong></h4> <ul data-start="1387" data-end="1837"> <li data-start="1387" data-end="1451"> <p data-start="1389" data-end="1451">Competitive salary and stock options (<strong data-start="1427" data-end="1435">ESOP</strong>) from day one</p> </li> <li data-start="1452" data-end="1559"> <p data-start="1454" data-end="1559">Multicultural team with daily exposure to <strong data-start="1496" data-end="1532">Portuguese, Spanish, and English</strong> (our corporate language)</p> </li> <li data-start="1560" data-end="1629"> <p data-start="1562" data-end="1629">Annual learning budget and internal accelerated development paths</p> </li> <li data-start="1630" data-end="1716"> <p data-start="1632" data-end="1716">High-ownership environment: we move fast, learn fast, and raise the bar — together</p> </li> <li data-start="1717" data-end="1770"> <p data-start="1719" data-end="1770">Smart, ambitious teammates — low ego, high impact</p> </li> <li data-start="1771" data-end="1837"> <p data-start="1773" data-end="1837">Flexible vacation and <strong data-start="1795" data-end="1816">hybrid work model</strong> focused on results</p> </li> </ul> <p data-start="1839" data-end="1951">If you’re ready for growth, ownership, and impact — apply now and help us redefine B2B finance in Latin America.</p> <p data-start="1839" data-end="1951">&nbsp;</p> <hr> <h4 data-start="134" data-end="159">Clara’s Hybrid Policy</h4> <p data-start="161" data-end="511">Claridians in a hybrid mode split their time between working from the office, talking to or visiting customers, or working from home. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for each individual and team.</p> <p data-start="513" data-end="715">We don't enforce a minimum number of days for most roles, but you're expected to spend time at the office organically, and be at the office most days during your ramp-up or when required by your leader.</p></div>