Role Description - Prospectar ativamente grandes empresas (outbound), mapeando decisores dentro do nosso perfil ideal de cliente. - Construir e executar cadências multicanal — LinkedIn, e-mail e telefone — com mensagem afiada e personalizada. - Agendar reuniões qualificadas para os executivos de vendas, com contexto claro sobre a dor e o momento de cada conta. - Pesquisar contas, entender o cenário tributário de cada empresa e traduzir isso em uma abordagem relevante. - Manter o CRM sempre atualizado. - Bater metas de atividade e de reuniões qualificadas geradas. - Trabalhar lado a lado com Marketing e Vendas no refinamento da mensagem, do ICP e das cadências. Qualifications - Experiência com prospecção B2B enterprise. - Familiaridade com ferramentas de prospecção (CRM, LinkedIn, DRIVA, e-mail) e disposição para usar dados a seu favor. - Comunicação escrita e verbal clara, direta e persuasiva. - Resiliência e orientação a metas.

Role Description Cruise Critic is looking for a driven, entrepreneurial Manager of Partnerships & Business Development to lead the identification, pursuit, and activation of high-value commercial relationships outside of the core cruise endemic category. - This is a hunter role — built for someone who thrives on opening doors, building pipelines from scratch, and closing partnerships that create real, measurable value. - You will be the primary driver of new revenue from ancillary travel categories and emerging verticals. - You will sit within the Growth Partnerships Pod, working in close collaboration with the Pod's activation, product, and strategy leads. What You'll Do - New Business Development & Pipeline Building: - Proactively identify, target, and pursue partnership opportunities across ancillary travel verticals. - Build and manage a robust, structured pipeline of prospective partners. - Lead all stages of the business development cycle: outreach, qualification, pitching, negotiation, and deal closure. - Develop and own a prospecting framework and prioritization approach. - Represent Cruise Critic at industry events, trade shows, and networking opportunities. - Commercial Strategy & Opportunity Evaluation: - Assess commercial viability and strategic fit of new partnership opportunities. - Develop pricing models, revenue-share structures, and commercial terms. - Work with internal stakeholders to build compelling, data-informed business cases. - Maintain a clear view of the competitive landscape and emerging monetization models. - Provide accurate forecasting and pipeline reporting to senior leadership. - Partner Relationships & Stakeholder Management: - Serve as the senior external face for Cruise Critic in new partner conversations. - Collaborate with the Growth Partnerships Pod to ensure smooth handoff from deal close to partner activation. - Act as a key liaison between new partners and internal teams. - Support expansion opportunities where new partners evolve into deeper relationships. - Cross Functional Collaboration: - Work closely with Product, Editorial, Marketing, CRM, and AdOps. - Partner with the Pod's product and activation leads to define clear launch paths. - Provide commercial intelligence and market insight to inform broader business strategy. - Contribute to the development of scalable processes, pitch materials, and commercial frameworks. Qualifications - 5-10 years of experience in business development, partnerships, or commercial roles. - Demonstrable track record of hunting and closing net-new commercial partnerships. - Proven ability to operate effectively with a global-first mindset. - Experience building partnerships across ancillary travel categories or consumer marketplaces. - Familiarity with digital media commercial models including sponsorship and performance-based structures. - Experience with Salesforce or equivalent CRM for pipeline management and forecasting. Key Skills - Proven hunter mentality — proactive and motivated by opening new doors. - Strong commercial acumen and ability to develop pricing and revenue-share models. - Exceptional ability to build rapport quickly and influence senior decision-makers. - Strategic thinking balanced with a bias for action and execution. - Strong negotiation, presentation, and communication skills. - Analytical mindset with the ability to interpret data and build business cases. - Self-motivated, resilient, and comfortable operating in ambiguous environments. - Highly collaborative — able to work cross-functionally. Performance Indicators - New partner pipeline volume & value. - Number of new deals closed. - Revenue generated from new verticals. - Pipeline-to-close conversion rate. - Time from deal close to partner activation. - Market coverage. Benefits - Competitive compensation packages, including base salary and annual bonuses. - Flexibility to suit your lifestyle with a remote-friendly approach. - Flexible schedule promoting work-life balance. - Donation matching for qualifying charitable donations. - Tuition assistance for qualified programs. - Lifestyle benefit for personal spending. - Travel perks including discounts. - Employee assistance program for life challenges. - Health benefits with great coverage and competitive premiums. - Generous referral scheme for successful candidate referrals. Salary Range The salary range for this role is $130,000-140,000. This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting.

Role Description ADTRAV is seeking a motivated sales professional to expand our corporate travel client base. The Business Development Executive is responsible for: - Identifying qualified prospects - Understanding their business travel needs - Presenting ADTRAV solutions - Moving opportunities from initial conversation through signed agreement and implementation transition This position is well suited for someone who enjoys: - Opening doors - Navigating complex buying groups - Creating tailored sales strategies - Building relationships that lead to long-term client partnerships Essential Duties and Responsibilities include: - Develop New Opportunities: - Build and manage a territory plan that identifies target accounts, qualified prospects, referral sources, partner opportunities, and industry events. - Lead the Sales Process: - Guide prospects through full sales cycle including discovery, solution design, presentations, proposal development, pricing coordination, negotiation, and contract completion. - Position ADTRAV Solutions: - Communicate ADTRAV’s service model, technology, reporting, implementation process, and overall value in a way that aligns with client priorities. - Maintain Sales Discipline: - Keep CRM records, opportunity updates, forecasts, account notes, activity history, and next steps accurate and current. - Use Modern Sales Resources: - Leverage CRM, research platforms, sales intelligence, and approved AI-enabled tools to prepare outreach, evaluate accounts, and improve productivity. - Coordinate Internally: - Work with leadership and internal teams to support proposals, transitions, and client commitments. - Monitor the Market: - Stay informed on travel management trends, buyer expectations, competitor activity, pricing approaches, and market conditions. - Travel When Required: - Attend client meetings, sales presentations, conferences, trade shows, and networking events as business needs require. - Meet established quarterly and annual new business sales quota and revenue goals. - Cultivate leads through cold calls, referrals, events, etc. Complete daily prospecting and lead generation activities. - Develop a thorough understanding of all ADTRAV’s services, products, systems, and capabilities. - Become an expert in ADTRAV's industry and customer and competitor base. - Build trust, loyalty, and strong long-term relationships with key decision-makers at targeted companies. - Deliver the right solutions to the right clients by understanding the clients’ pain points and needs and understanding their buying motives. - Manage the RFP process including gathering needed information and helping to finalize deliverables. - Participate in implementation process ensuring a smooth onboarding and that client needs are met and communicated internally. - Represent ADTRAV by embracing the company values and maintaining effective working relationships with employees, prospects, partners, vendors, and clients. - Adhere to company policies and procedures. - Other duties as assigned. Qualifications - Bachelor’s degree in related field, or equivalent experience required. - 2-5 years of experience in B2B outside sales, business development, account acquisition, or consultative selling. - Corporate travel, travel management, or related industry experience is strongly preferred. - Demonstrated success prospecting, managing a pipeline, negotiating agreements, and closing new business. - Strong presentation, discovery, communication, analytical, and problem-solving skills. - Proficiency with Microsoft Office, CRM systems, virtual meeting platforms, sales intelligence resources, and proposal/RFP tools. - Ability to use CRM data, market research, and approved AI-enabled tools to prioritize accounts and improve sales effectiveness. - Self-directed, organized, resilient, accountable, and comfortable working in a remote/home-based environment. - Excellent English written and verbal communication skills. - Goal oriented, driven, team player that can work independently and as part of a team to meet personal and company revenue goals. - Excellent time-management and organizational skills. Able to handle multiple opportunities, travel, and other duties concurrently. - Ability to communicate ideas and concepts clearly and concisely, while also being open to receive feedback and direction as needed. - Able to travel as required for the position. - Valid driver’s license required. Proof of good driving record and insurance may be requested. - Able to present a professional and positive demeanor with internal and external customers/clients and work cooperatively. - Ability to work remotely and meet the company home-office requirements. - Able to maintain confidentiality of company and client information. - Able to successfully pass a credit, criminal, and/or employment reference background check. Benefits - Base pay salary range for this position is $90,000-100,000; in addition, this position is eligible for commission. - Base pay is based on experience in a similar role and experience in travel industry. - ADTRAV offers a competitive benefits package that includes: - Medical - Dental - Vision - Life - Disability - Flexible Spending Accounts - 401(k) - PTO

Role Description You will own top-of-funnel pipeline generation for Japan. This role combines inbound qualification, outbound prospecting, partner ecosystem development, event-driven networking, and account research. You will work closely with Sales, Solutions Architects, and Marketing to create a qualified pipeline across AI, enterprise software, ecommerce, retail, consulting, financial services, and digital-native companies. This is not a high-volume spam SDR role. Japan rewards precision, persistence, credibility, and relationship quality. You must know how to engage Japanese enterprises professionally, navigate multi-stakeholder environments, and build trust over time while still maintaining aggressive pipeline targets. Responsibilities - Account-based pipeline generation: - Identify and research strategic accounts in Japan. - Build personalized outbound sequences across email, LinkedIn, phone, events, and referrals. - Qualify inbound and event-driven interest. - Book qualified meetings for AEs and leadership. - Enterprise research and localization: - Map buying committees across business, data, engineering, AI, ecommerce, and innovation teams. - Identify triggers such as AI initiatives, data transformation, ecommerce growth, pricing intelligence, fraud/risk, or automation projects. - Provide market feedback to improve Japan-specific messaging. - Event-led engagement: - Support Bright Data presence at conferences, meetups, executive roundtables, and customer meetings. - Drive pre-event and post-event outreach. - Convert event conversations into qualified meetings and pipeline. - GTM discipline: - Maintain accurate CRM records. - Coordinate with Sales, Solutions Architects, Marketing, and APAC/global leadership. - Track pipeline contribution, meeting quality, conversion rates, and account engagement. Qualifications - 2+ years of BDR/SDR or outbound and inbound sales experience in a B2B SaaS company, selling to software developers or engineers – a must - Technical curiosity and genuine interest in AI, data infrastructure, or developer tooling – ability to understand and articulate technical concepts to both business and engineering audiences - CRM proficiency – hands-on experience with CRM tools (e.g., Salesforce, HubSpot) and sales engagement platforms (e.g., Outreach, Salesloft) - Based in Japan and willing to travel regularly within the country - Native-level Japanese and fluent English – required for local market engagement - Strong familiarity with the Japanese enterprise landscape, including cultural nuances around business relationships, hierarchy, and buying processes - Comfortable with both digital prospecting and in-person networking - Strong written and verbal communication skills - Self-starter mentality – able to operate independently and thrive in a remote, high-autonomy environment