Director – Sales - Revenue Intelligence (Hospitality)

About RateGain

RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality that works with 3,200+ customers and 700+ partners in 100+ 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 26 of the Top 30 Hotel Chains, 25 of the Top 30 Online Travel Agents, 4 of the Top 5 Airlines, and all the top car rentals, including 16 Global Fortune 500 companies in unlocking new revenue every day.

Mission of the Role

Own and scale enterprise revenue for the Business Intelligence product suite by becoming a trusted commercial advisor to hotel revenue leaders, driving adoption of data-driven pricing, forecasting, and revenue optimization solutions across global hospitality accounts.

Why this role matters

Hotel revenue management is fundamentally about optimizing pricing, inventory, and distribution using data and demand signals to maximize profitability .

Modern RMS + BI platforms leverage AI, demand forecasting, dynamic pricing, and competitive intelligence to influence core hotel KPIs like RevPAR, ADR, and occupancy .

This role sits exactly at that intersection — where data meets revenue outcomes.

Job Responsibilities:

1. Enterprise Sales Ownership

• Own end-to-end sales for BI / revenue intelligence products across hotel chains, management companies, and large independent groups
• Drive new logo acquisition + expansion (upsell/cross-sell) into existing accounts
• Build multi-threaded relationships with:
• Chief Revenue Officers
• VPs Revenue / Distribution
• Commercial Strategy Heads

2. Domain-Led Selling

• Act as a revenue management expert first, seller second
• Translate hotel challenges into product value:
• Demand forecasting
• Dynamic pricing
• Competitive benchmarking
• Channel optimization
• Position BI as a decision intelligence layer on top of RMS & distribution stack

3. Solution & Consultative Selling

• Run value-based conversations (not feature selling)
• Diagnose gaps across:
• RevPAR performance
• Market share vs compset
• Pricing inefficiencies
• Lead ROI-led business cases tied to revenue uplift

4. Market & Category Leadership

• Build strong industry presence and credibility
• Represent the company at:
• Hospitality conferences (HITEC, ITB, etc.)
• Revenue strategy forums
• Shape narrative around AI-driven revenue intelligence

5. Deal Strategy & Commercial Structuring

• Own complex deal cycles (6–12 months)
• Structure:
• Multi-property / multi-region deals
• SaaS + data monetization constructs
• Drive pricing discipline, discount governance, and ACV expansion

Work Experience:

• 8–15+ years in hospitality technology, revenue management systems, or BI / analytics selling
• Deep understanding of RevPAR, ADR, occupancy, forecasting, and demand curves
• Strong knowledge of distribution ecosystem (OTAs, direct, GDS)
• Proven track record of closing enterprise SaaS deals ($100K+ ACV)
• Experience selling to global hotel chains / multi-property groups
• Strong network within hospitality revenue and commercial leadership ecosystem
• Ability to sell data platforms, analytics solutions, and decision intelligence tools
• Strong analytical mindset — ability to connect data → insight → revenue outcome
• Executive presence with ability to influence CXOs and senior stakeholders
• High ownership, structured thinking, and ability to operate in ambiguity

Equal Opportunity Statement

We are an equal opportunity employer and value diversity at our company. We do not discriminate on grounds of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying disability, or any other basis covered by law. All employment is decided based on qualifications, merit, and business needs.