Partnerships Expert (TravelPay) - São Paulo (Hybrid)

Clara is the leading spend management platform in Latin America. More than 40,000 businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the fastest-growing company in Latin America. We're ~400 people, backed by Kaszek, monashees, Coatue, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others. What you'll do We’re looking for a Partnerships Lead to own Clara TravelPay partnerships in Brazil. There is no local Partnerships owner for this motion today. This is a role for someone who already lives in the corporate-travel payments graph — TMCs, consolidators, bank travel-card programs, and the commercial teams that sit between the agency and the payer. You will be the architect and the closer: build the Brazil partner map, lock the right agencies and travel-management companies, and make TravelPay the default rail on the trips Clara should win. In this role, you will: - Own TravelPay partnerships in Brazil: Build and run the partner motion with TMCs, travel agencies, consolidators, OTAs corporativas, and the bank or card programs that already sit on corporate travel spend. You own the channel end-to-end. - Convert distribution into volume: Success is TravelPay volume, live agencies, and cards or virtual accounts actually used on itineraries — not signed letters of intent. - Be strategically hands-on: Personally lead the conversations with priority TMCs and agencies, structure the commercial offer, and stay on the account until booking flow and settlement work. - Design GTM by partner type: A national TMC, a regional agency network, and a bank travel-card program need different offers, integrations, and success metrics. Build each motion on purpose. - Navigate internally: Work across Product, TravelPay ops, Sales, Credit, Legal, and country leadership so a partner can issue, reconcile, and support travel spend without a war room on every booking. - Operational excellence: Manage onboarding, technical and commercial SLAs, QBRs, portfolio health, and a clear bar for partners who produce versus partners who only meet. - Drive growth: Track agency coverage, travel volume, capture rate, and partner-sourced expansion in HubSpot and Metabase. Shift effort toward the partners that move spend. - Workflow efficiency: Use Google Drive, Slack, and N8N to keep the Brazil travel-partner operating system documented and automated. Who you are Must haves - Experience: Minimum 5 years in Partnerships, Business Development, or commercial leadership in corporate travel payments, TMCs, travel-card programs, or a closely adjacent B2B travel business in Brazil. - Graph fluency: You already know how agencies, consolidators, TMCs, and corporate payers buy and settle travel in Brazil. You do not need a 90-day tour to learn the names. - Execution: Player-coach. You will build the local partnerships seat and still close the first partners yourself. - Performance driven: Proven ability to move travel or payments volume through an indirect or agency channel. - Builder profile: Comfortable being the first dedicated TravelPay partnerships owner in Brazil. - In-person collaboration: Availability and commitment to work from our office in Itaim Bibi (São Paulo) at least 2 days per week, plus time with agencies and TMCs. - Communication: Native/fluent Portuguese and working proficiency in English. - Tech-savvy: Experience or strong interest in AI tools to automate partner workflows. Nice to haves - Direct experience with lodge cards, virtual card numbers, CTA, GDS, or TMC payment programs. - Relationships across major Brazilian TMCs, agency networks, or corporate travel banks. - Analytical skills: Metabase, spreadsheets, SQL, or Python. - Languages: Spanish, or experience working with Mexico and Colombia travel teams. - A good sense of humor. Why Clara - A high talent-density team driven to make an impact in Latin America — low ego, high ownership. - Competitive salary and stock options (ESOP) from day one. - An annual learning budget and accelerated development paths. - English is our working language, with Spanish and Portuguese every day. How we work - Clarity — Open and direct communication: we say what we mean and give context where it matters. - Simplicity — If it can be simpler, it should be. - Ownership — We own everything we do, end to end. When something needs to happen, we don't wait. - Pride — We hold ourselves to a high standard, and it shows in what we deliver. - ABC (Always Be Changing) — We adapt fast, embrace change, and keep learning. - Inclusivity — Diverse ideas, stories and perspectives build a better Clara. Hybrid at Clara Claridians split their time between the office, customers and home. We don't set a minimum number of office days for most roles, but we expect you to spend time there naturally, and most days during your ramp-up or when your leader asks. If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.