What are the responsibilities and job description for the Strategic Account Director position at RateGain?
About RateGain
RateGain Travel Technologies is a global provider of AI-powered SaaS solutions for travel and hospitality that works with 13,000 customers and 700 partners in 160 countries helping them accelerate revenue generation through acquisition, retention, and wallet share expansion.
RateGain today is one of the world’s largest processors of electronic transactions, price points, and travel intent data helping revenue management, distribution and marketing teams across hotels, airlines, meta-search companies, package providers, car rentals, travel management companies, cruises and ferries drive better outcomes for their business.
Founded in 2004 and headquartered in India, today RateGain works with 33 of the Top 40 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 in unlocking new revenue every day.
What we are looking to hire:
We are looking to hire a Strategic Accounts Lead to own and grow a portfolio of strategic enterprise accounts by delivering profitable revenue expansion, increasing multi-product penetration, and building trusted executive relationships that position RateGain as a long-term transformation partner.
Primary Responsibilities:
Financial Performance
•Deliver AOP revenue and Net Revenue Retention (NRR) targets across the strategic portfolio annually.
•Achieve target Gross Margin and Contribution Margin expansion within assigned accounts.
•Drive defined % year-over-year account growth across strategic accounts.
•Increase expansion / upsell rate and cross-sell penetration within portfolio.
Account Growth & Expansion
•Develop and execute a 3-year enterprise growth ambition plan for each strategic account.
•Increase multi-product adoption across BUs within 12–24 months of engagement.
•Close multi-year, multi-product enterprise deals within defined sales cycle timelines.
Retention & Risk Management
•Maintain GRR and renewal rates at or above target.
•Identify renewal and churn risks at least two quarters in advance and implement mitigation plans.
•Maintain complete account health coverage (QBR cadence, value roadmap alignment).
Executive Relationship & Advocacy
•Establish and maintain executive relationship roadmaps for all strategic accounts.
•Conduct a minimum target number of CXO engagements per quarter.
•Develop at least X advocacy assets annually (case studies, references, executive testimonials).
Internal Leadership & Governance
•Align Sales, CSM, and Product behind unified account plans.
•Provide structured product roadmap inputs based on market sensing.
•Maintain disciplined pricing governance within enterprise guardrails.
Competencies
Commercial & Financial Acumen
•Own full account P&L (Revenue, Margin, Forecasting, SoW expansion).
•Demonstrate disciplined margin management while expanding revenue.
•Structure and negotiate large, multi-year enterprise contracts.
Strategic Thinking
•Develop 3-year growth strategies beyond quarterly selling cycles.
•Identify whitespace opportunities and competitive moves early.
•Drive cross-BU multi-product expansion strategies.
Executive Presence & Influence
•Build trusted-advisor relationships at CXO and board levels.
•Operate effectively in formal and informal executive settings.
•Influence across matrix teams (Sales, CSM, Product, Finance).
Cross-Border Leadership
•Lead complex, multi-country program execution.
•Navigate global enterprise environments and multi-stakeholder buying centers.
Skills & Work Experience
•15 years in enterprise SaaS/platform sales (travel/MarTech preferred).
•Managed $5–10M global enterprise accounts and multi-million-dollar P&L.
•Sold and delivered complex, multi-year transformation programs.
•Experience in complex, multi-stakeholder buying environments.
•Experience packaging and selling multi-solution offerings.
•Consistent ARR and NRR YoY growth.
•Demonstrated success in cross-sell and multi-product penetration.
•Evidence of margin discipline while expanding revenue.
•Proven executive relationship depth across buying centers.
•Built measurable advocacy assets (references, case studies).
Attitude & Culture Fit
Owner’s mindset: Owns account revenue, margin, and growth; makes sound commercial decisions and treats each strategic account as a long-term business—not just a quota.
Strategic yet hands-on: Thinks in multi-year growth terms while staying close to deal execution, renewals, and cross-BU coordination during complex or high-risk situations.
High bar for commercial rigor: Enforces strong standards for account planning, forecast accuracy, governance cadence, and margin discipline.
Influential collaborator: Builds trust with CXOs and senior leaders across Sales, CSM, Product, and Finance; aligns teams without relying on authority.
Outcome-oriented: Measures success through AOP delivery, NRR growth, renewals, margin expansion, and multi-product penetration—driving tangible enterprise value.
Equal Opportunity Employer
We are proud to be an equal opportunity employer and are committed to creating a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.