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

Ready to accelerate your career?

What you'll do: We're looking for a Key Account Manager (Strategic CSM) to drive Clara’s growth within the Travel & Tourism industry—one of our most strategic verticals. You will be responsible for managing and expanding our relationship with high-value clients such as TMCs (Travel Management Companies), Tour Operators, and Agencies, positioning Clara as the backbone of their financial operations.

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.

You will:

• Strategic Portfolio Management: 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.

• Expansion & Wallet Share: 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.

• Financial Workflow Optimization: Deep dive into clients' backoffice processes to solve "Travel-specific" pain points, such as VCN (Virtual Card Number) issuance for hotel bookings and real-time reconciliation of travel expenses.

• Relationship & C-Suite Engagement: Conduct regular strategic reviews with CFOs and Finance Directors of TMCs and Operators to demonstrate ROI, ensure high Net Revenue Retention (NRR), and minimize churn.

• Cross-functional Collaboration: 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).

• Market Intelligence: Stay ahead of travel industry trends (IATA regulations, NDC, corporate travel recovery) to position Clara as a thought leader in the space.

Who you are: We’re looking for someone who speaks the language of the Travel Industry and has the financial acumen to navigate complex corporate structures.

Must haves:

• Industry Expertise: 5+ years of experience within the Travel/Tourism sector (working at or with TMCs, GDS providers, or Travel Tech companies) in roles such as Account Management, Sales, or Financial Operations.

• Financial Literacy: Solid understanding of travel financial cycles, including settlement processes, supplier payments, and corporate credit needs.

• Consultative Mindset: A proven track record of managing long-term corporate relationships and driving account expansion based on technical and operational value.

• Location: Availability to work in person at our office in Itaim Bibi (at least twice a week) and travel to visit key clients across Brazil.

• Communication: Ability to pitch complex financial solutions to C-suite executives, especially CFOs who are focused on cash flow and operational efficiency.

• Languages: Working proficiency in English and fluent/native Portuguese.

• AI Enthusiast: Experience or strong interest in using AI tools (ChatGPT, Claude, Perplexity) to automate client intelligence and internal workflows.

Nice to haves:

• Experience or familiarity with outbound and automation infrastructure tools like Amplemarket or N8N.

• Basic proficiency in Spanish or a strong desire to learn it.

• Independent analytical skills using spreadsheets, SQL, or Python to evaluate portfolio health and data.

• A good sense of humor.

Why join Clara

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.

Who we are

• We’re the leading B2B fintech for spend management in Latin America.

• Certified as one of the world's fastest-growing companies, a Great Place to Work, and a LinkedIn Top Startup.

• Passionate about making Latin America more prosperous and competitive.

• Constantly innovating to build financial infrastructure that enables each of our customers to thrive.

• Product-led, high-talent-density culture — designed for builders who raise the bar.

• Proud of our open, inclusive, and values-driven environment.

What we believe in

• #Clarity. We say things clearly, directly, and proactively.

• #Simplicity. We reduce noise to focus on what really matters.

• #Ownership. We take responsibility and never wait to be told.

• #Pride. We build products and experiences we’re proud of.

• #Always Be Changing (ABC). We grow through feedback, risk-taking, and action.

• #Inclusivity. Every voice counts. Everyone contributes to our mission.

What we offer

• Competitive salary and stock options (ESOP) from day one

• Multicultural team with daily exposure to Portuguese, Spanish, and English (our corporate language)

• Annual learning budget and internal accelerated development paths

• High-ownership environment: we move fast, learn fast, and raise the bar — together

• Smart, ambitious teammates — low ego, high impact

• Flexible vacation and hybrid work model focused on results

If you’re ready for growth, ownership, and impact — apply now and help us redefine B2B finance in Latin America.

Clara’s Hybrid Policy

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.

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.