Senior Director - Regional Accounts

About Us:

Sojern is the leading AI-powered marketing platform built for hospitality, designed to boost growth and profitability for the travel industry. The Sojern marketing platform is a set of easy-to-use software and services that delivers unrivaled traveler insight, intelligent audiences, multichannel activation and optimization, and a connected guest experience—all in one place. More than 10,000 travel marketers rely on our platform annually to find, attract, convert and engage travelers. Sojern was founded in 2007 and acquired by RateGain in 2025, with teams in the Americas, Europe, Middle East and Africa, and Asia Pacific.

The Role:

The Strategic Partnerships Team at Sojern is looking for a Senior Director, Regional Accounts to accelerate customer growth for RateGain’s Sojern MarTech Business with a focus on Sojern Ad Solutions and Guest Experience Platform but also representing the broader RateGain portfolio covering the US region.

Reporting to the Senior Director, Strategic Partnerships, you will serve as a dynamic senior sales leader responsible for overseeing strategic direction and driving revenue and partnership growth for midscale hotel chains. You will also be required to work closely with commercial sales leaders focused on Sojern’s Ad Solutions and Guest Experience Platform, as well as RateGain stakeholders supporting SoHo, UNO, Viva and legacy solutions. This position demands a deep understanding of the hospitality tech ecosystem, requires extensive relationships across the hospitality industry and a proven track record of success driving strategy and revenue for global hotel chains.

Responsibilities:

• Own client relationships and financial performance including Annual Operating Plan Growth and Revenue Targets
• Develop consultative C-Level relationships through consistent in-market presence and executive level industry events
• Drive multi-product adoption in line with the RateGain and Sojern expansion strategy
• Ensure execution of large-scale, multi-property programs
• Embed a structured operational model that is consistent across midscale hotel chain customers
• Align Sales, CSM and Product according to unified account plans
• Identify risk and address with churn mitigation plans
• Coordinate pricing and contracting support
  
  

Success Criteria:

• Expert negotiation skills: Demonstrated ability to negotiate and finalize complex chain, group and management company deals.
• Proven deal closing track record: Consistent achievement of sales targets.
• Deep understanding of the hospitality IT ecosystem: Possesses extensive knowledge of the structure, operations, and key players within hotel chains and the competitive landscape.
• Strong hospitality relationships: Demonstrates a proven track record of building and maintaining relationships with key senior level decision-makers within hotel chains.
• Technical expertise: Possesses a strong understanding of technical solutions that are essential to hotel operations.
• Strategic planning and execution: Develops and implements effective strategic plans to achieve sales objectives and knowledge of SaaS pricing models to fulfill RFP requests.
• Cross-functional collaboration: Effectively collaborates with internal teams to ensure successful integration and utilization of multi-product programs.
• Sales acumen: Proven ability to identify, develop, and close high-value strategic partnerships that drive significant revenue growth.
• Communication and presentation skills: Communicates effectively and delivers persuasive presentations to senior hospitality executives, highlighting the unique benefits and value proposition of Sojern's Guest Experience Platform
  
  

Qualifications:

• Minimum 15 years of experience in hospitality, selling technology solutions.
• Deep experience in the Travel / MarTech industry.
• Managed $5-10M global enterprise accounts and overall multi-million P&L.
• Demonstrated success in selling and delivering complex, multi-year deals.
• Experience in matrixed, multi-stakeholder buying environments.
• Knowledge of digital media and distribution strategies across display, social, metasearch, SEM and e-mail.
• An analytical mind, comfortable with multiple BI platforms, including Salesforce and Tableau.
• Willingness to travel to industry events and customers on a regular basis.
  
  

Equal Opportunity Employer

We are proud to be an equal opportunity employer and are committed to providing a diverse and inclusive workplace. We welcome and encourage applications from all qualified individuals, regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.