Associate Director - Sales

About the Company: RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality, working with 13,000+ customers and 700+ partners across 160+ countries. RateGain helps travel and hospitality businesses 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, enabling revenue management, distribution, and marketing teams across hotels, airlines, metasearch companies, package providers, car rentals, travel management companies, cruises, and ferries to drive better business outcomes.

Founded in 2004 and headquartered in India, RateGain works with 33 of the Top 40 Hotel Chains, 4 of the Top 5 Airlines, 7 of the Top 10 Car Rental companies, and all leading Destination Marketing Organizations, Online Travel Agents, and metasearch platforms, including 25 Global Fortune 500 companies, unlocking new revenue every day. Recognized globally for its innovation and impact, RateGain has been named Best Digital Marketing Agency by HotelTechReport Awards and Best Channel Manager by the World Travel Tech Awards.

The company has also been certified as a Great Place to Work® in the USA, Spain, and India, with recognition in India for seven consecutive years. In 2025, RateGain was honored as Emerging Company of the Year at The Economic Times Awards for Corporate Excellence, named among Deloitte India Technology Fast 50 for the sixth time, and won Excellence in Best AI Solution Showcase for UNO VIVA at the CII National AI Awards 2025.

The Mission : The Director – Sales will lead enterprise , driving adoption of AI-powered customer experience solutions across the travel and hospitality ecosystem. This role focuses on building strategic sales partnerships and closing complex deals across key industry segments including Hotels, Online Travel Agencies (OTAs), Travel Management Companies (TMCs), and Destination Marketing Organizations (DMOs). This is a senior individual contributor “hunter” role with strong growth potential.

Key Responsibilities: 1. Business Development & Revenue Growth Develop and execute the sales strategy for RateGain’s Hospitality Technology portfolio across Japan. Identify, qualify and convert new business opportunities across hotel groups, local chains and independent luxury hotels. Own the end-to-end sales cycle, from prospecting and relationship development through negotiation, closure and commercial execution. Develop and manage a healthy pipeline aligned with revenue and growth objectives.

Drive strategic account acquisition and expansion across targeted customer segments. 2. Enterprise & C-Suite Relationship Management Build and nurture strong relationships with C-suite executives, senior decision-makers and key influencers within the Japanese hospitality ecosystem. Leverage existing industry relationships and continuously expand the network across hotels, hotel chains, hospitality partners and industry associations.

Act as a trusted advisor to customers by understanding their business challenges and aligning RateGain’s solutions to their strategic objectives. 3. Go-to-Market Strategy Develop and execute targeted GTM strategies for priority markets, customer segments and key accounts within Japan. Identify high-potential accounts and develop account-specific engagement and acquisition strategies. Work closely with Marketing, Product, Customer Success and other Sales teams to create integrated market and account strategies. 4.

Market Intelligence & Competitive Strategy Maintain a strong understanding of the Japanese hospitality technology market, customer needs, emerging trends and competitive landscape. Conduct competitor mapping and provide insights on competitor positioning, pricing, offerings and market penetration. Identify emerging opportunities, market gaps and potential partnerships to strengthen RateGain’s market position. 5. Cross-functional Collaboration Partner with Product, Marketing, Customer Success, Solutions and Leadership teams to deliver a seamless customer experience.

Provide structured customer and market feedback to influence product roadmap, positioning and solution development. Collaborate with the Executive Team and Functional Heads to drive sustainable and profitable revenue growth. 6. Strategic Partnerships & Ecosystem Development Develop relationships with relevant hotel associations, hospitality partners, technology ecosystem players and industry influencers in Japan. Identify and build strategic partnerships that can accelerate customer acquisition and market penetration.

Represent RateGain at relevant hospitality, technology and industry events across Japan. 7. Sales Leadership & Governance Establish a high-performance sales culture focused on consultative selling, customer value and revenue outcomes. Drive disciplined sales forecasting, pipeline reviews and account planning. Ensure accurate reporting of sales performance, pipeline health and revenue forecasts to senior leadership Functional KPI'S: New ARR / Revenue generated from the Japan market.

New logos acquired, particularly hotel groups, local chains and luxury independent hotels. Sales pipeline value and coverage against annual/quarterly targets. Pipeline conversion rate across different stages of the sales funnel. Win rate / closure ratio of qualified opportunities. Average deal size / ACV. Sales cycle time from qualified opportunity to closure. Revenue contribution from strategic/key accounts. Account penetration and expansion revenue from existing customers.

Forecast accuracy and sales pipeline hygiene. Number and quality of C-suite relationships established and actively engaged. Number of strategic partnerships / ecosystem relationships developed. Strateguc KPI'S Establish RateGain as a preferred Hospitality Technology partner among target hotel groups and independent luxury hotels in Japan. Deliver sustainable year-on-year revenue growth across the Japan business. Build and continuously strengthen RateGain’s Japan hospitality ecosystem and executive network .

Increase market penetration across identified priority hotel segments and geographies. Develop and execute successful GTM strategies for priority segments and accounts. Identify new market opportunities, use cases and customer segments for RateGain’s Hospitality portfolio. Strengthen RateGain’s competitive positioning through market intelligence and differentiated value propositions. Build a scalable and predictable enterprise sales engine for Japan.

Develop strategic partnerships with hotel associations, technology partners and hospitality ecosystem players. Provide actionable market and customer insights to influence product strategy, roadmap and commercial positioning . Contribute to building a high-performance, customer-centric and sustainable sales organisation Key Competencies: Commercial & Sales Enterprise / Consultative Selling B2B SaaS Sales Strategic Account Management New Business Development Solution Selling Complex Deal Negotiation Pipeline & Forecast Management GTM Strategy & Execution Key Account Planning Industry Expertise Hospitality Technology Online Travel / Travel Technology Hotel Technology Ecosystem Hotel Distribution & Revenue Management Understanding of Japanese Hospitality Market Competitive & Market Intelligence Relationship Management C-suite Stakeholder Management Executive-Level Relationship Building Strategic Partnerships Customer Advisory Influencing & Negotiation Leadership & Strategic Thinking Business Strategy Revenue Ownership Market Expansion Cross-functional Leadership Data-driven Decision Making Commercial Acumen Problem Solving Change & Transformation Management Personal Attributes Strong executive presence Excellent communication and presentation skills High ownership and accountability Customer-centric mindset Strong networking ability Strategic and analytical mindset Ability to operate independently in a high-growth environment Willingness to travel extensively across Japan Education & Experience: Bachelor’s degree in Business Administration, Hospitality, Sales, Marketing, Technology or a related discipline.

MBA / Postgraduate qualification in Business, Sales, Marketing or a related field would be preferred. 10+ years of overall sales / business development experience , with significant experience in B2B enterprise sales. Proven experience selling SaaS, Hospitality Technology, Travel Technology, Online Travel or related technology solutions . Significant experience selling solutions to hotels, hotel groups, local hotel chains and/or luxury independent properties in Japan .

Demonstrated track record of achieving and exceeding revenue and new-business targets . Strong existing network among C-suite executives, hotel owners, general managers, commercial leaders, revenue leaders and other key decision-makers within the Japanese hospitality ecosystem. Experience managing complex, consultative and multi-stakeholder sales cycles. Experience in developing and executing GTM and market expansion strategies .

Demonstrated experience in strategic account management and enterprise relationship building. Experience working with cross-functional teams including Product, Marketing, Customer Success and senior leadership. Experience representing an organization at industry events, conferences and customer forums would be an advantage. Strong understanding of the Japanese business environment and hospitality market. Fluency in Japanese and English would be highly preferred.

Willingness to travel 60–70% across Japan . Thank you for choosing RateGain as your next career destination. Explore Your Passion. Make an Impact.