Associate Director

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.

Key products include:

• UNO: AI-powered revenue maximization platform.
• Distribution: Seamless inventory and pricing management across channels.
• Demand Booster: MarTech solution for driving traffic to hotel websites.
• DAAS: Real-time data and insights for informed decision-making

Who We Are Looking For
We are currently seeking an Associate Director to join our high-performing Account Management team for the Hospitality business. This role is based in Africa and is critical to expanding our footprint through strategic account growth, with a focus on cross-sell and upsell within existing relationships. The ideal candidate will have a proven track record of strategic sales, customer engagement, and relationship management in the SaaS or travel technology domain.

What You'll Do

• Strategic Account Management & Growth:
• Own and manage a portfolio of enterprise accounts in the region.
• Ensure client satisfaction with current products, drive product adoption and ensure renewals.
• Drive revenue expansion through cross-sell and upsell opportunities across RateGain product suite across Distribution, Marketing and Business Intelligence.
• Develop deep relationships with decision-makers and influencers within client organizations.

Sales & Commercial Excellence:

• Identify customer needs and align RateGain solutions to solve business challenges.
• Build commercial proposals, lead negotiations, and close deals to achieve quarterly and annual revenue targets.
• Collaborate with internal product and delivery teams to ensure solution success.

Regional Focus

• Represent RateGain in client meetings, events, and industry forums across the India region.
• Maintain up-to-date knowledge of regional travel trends and competitive landscape.

Stakeholder Management & Collaboration:

• Coordinate with cross-functional teams including marketing, delivery, and customer success to deliver value to clients.
• Provide feedback to product and innovation teams based on market needs and customer insights.

What you need to succeed:
Education & Work Experience:

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• 7-10 years of experience in enterprise sales, partnerships, or account management, preferably in SaaS or travel tech.
• Proven success in driving cross-sell/upsell strategies within enterprise accounts

Knowledge & Technical Skills:

• Strong commercial acumen and understanding of B2B SaaS business models.
• Proficiency with CRM tools such as Salesforce.
• Ability to analyze account performance data and identify expansion opportunities.
• Familiarity with the travel and hospitality ecosystem is highly desirable.

Soft Skills:

• Excellent communication, presentation, and negotiation skills.
• Strong relationship-building capabilities with decision makers in Distribution, Revenue and Marketing functions in hotel chains.
• Strategic thinker with a hands-on approach to execution.
• Self-driven and results-oriented with a customer-first mindset.

Attitude & Culture Fit:

• High ownership and accountability.
• Entrepreneurial spirit with the ability to thrive in a dynamic, fast-paced environment.
• Passion for delivering value to customers and driving measurable business impact.

Equal Opportunity Employer:
We are proud to be an equal opportunity employer. We are committed to creating a diverse and inclusive environment for all employees and welcome applicants from all backgrounds and identities.