RateGain Travel Technologies - Director - Sales Revenue Intelligence

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:
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.
- 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.
- 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.
- 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.
- 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.