Senior Director, Sales

About RateGain

RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality. It works with over 16,000 customers and 700 partners in more than 100 countries, helping them accelerate revenue generation through acquisition, retention, and wallet share expansion.

Today, RateGain is one of the world’s largest processors of electronic transactions, price points, and travel intent data. It helps revenue management, distribution and marketing teams across hotels, airlines, meta-search companies, package providers, car rentals, travel management companies, cruises and ferries drive better business outcomes.

Founded in 2004 and headquartered in India, RateGain today works with 26 of the Top 33 Hotel Chains, 25 of the Top 30 Online Travel Agents, 4 of the Top 5 Airlines, and all the top car rentals, including 25 Global Fortune 500 companies, to unlock new revenue every day.

Role Summary

The Senior Director, Sales – Pricing Intelligence is responsible for driving revenue growth for RateGain’s SaaS-based pricing intelligence solutions within the large and mid-market hospitality segment. This role focuses on acquiring new customers, expanding existing accounts, and building strong relationships with hotel groups, management companies, and hospitality brands. The position requires a consultative sales approach, deep understanding of hotel revenue management and distribution, and the ability to position RateGain’s technology as a strategic solution for pricing optimization and competitive intelligence.

Key Responsibilities

• Drive new business acquisition and revenue growth for RateGain’s pricing intelligence platform across large and mid-market hospitality clients.
• Identify, qualify, and close sales opportunities with hotel chains, regional groups, and management companies.
• Develop and execute strategic account prospect plans for target customers and key prospects.
• Conduct consultative sales engagements with revenue managers, commercial leaders, distribution heads, and C-level executives.
• Demonstrate how RateGain’s pricing intelligence solutions improve rate competitiveness, revenue optimization, and market visibility.
• Manage the full sales cycle including prospecting, product demonstrations, solution positioning, negotiations, and contract closure.
• Collaborate with product, marketing, and customer success teams to ensure successful onboarding and long-term customer value.
• Maintain accurate sales forecasting and pipeline management through CRM systems.
• Represent RateGain at industry events, trade shows, and hospitality conferences to build brand presence and generate leads.
• Monitor market trends, competitive offerings, and evolving needs of hospitality revenue management teams.
  
  

Required Qualifications

• 6–10 years of B2B SaaS sales experience, preferably in hospitality technology, revenue management, or travel technology.
• Proven track record of exceeding revenue targets and closing complex enterprise or mid-market deals.
• Strong understanding of hotel revenue management, pricing strategies, distribution channels, and hospitality technology ecosystems.
• Experience selling to hotel groups, management companies, or hospitality brands.
• Ability to build relationships with senior stakeholders including Revenue Managers, Commercial Directors, and C-suite executives.
• Strong consultative selling, negotiation, and presentation skills.
• Experience managing long and complex sales cycles with multiple decision makers.
  
  

Preferred Qualifications

• Experience selling revenue management, pricing intelligence, or rate shopping solutions.
• Existing network within the hospitality industry.
• Familiarity with CRM platforms such as Salesforce.
• Bachelor’s degree in Business, Hospitality, or a related field.
• Success Metrics
• Annual revenue and quota attainment
• New customer acquisition within target hospitality segments
• Pipeline growth and conversion rates
• Expansion of strategic accounts
• Customer retention and long-term value creation
  
  

Equal Opportunity Employer

We are proud to be an equal opportunity employer 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.