Director of Account Management - India & Subcontinent (Travel & Hospitality)

About RateGain:\nRateGain is a global technology and MarTech solutions provider serving the travel and hospitality industry. With Sojern now part of RateGain , we have evolved beyond a SaaS company into a comprehensive growth platform combining AI-powered technology with integrated marketing services.\nWe empower hotels, airlines, OTAs, car rentals, cruise lines, and travel management companies to drive revenue through intelligent revenue optimization, smart distribution, real-time data analytics, and full-funnel digital marketing solutions.\nRateGain supports 250,000+ hotel properties worldwide , processes 240+ billion rate and availability updates annually , and powers over 30 million bookings . We are trusted by 25 of the top 30 OTAs and 23 of the top 30 hotel chains globally .\nFounded in 2004, RateGain continues to build an end-to-end technology and MarTech ecosystem that helps travel brands accelerate growth, improve profitability, and create exceptional customer experiences.\n\nWho We’re Looking For:\nWe are seeking a high-impact Director Customer Success – India & Subcontinent (Travel & Hospitality) to lead strategic account growth across India and the broader South Asia region.\nThis is a leadership role focused on driving revenue expansion, strengthening executive relationships, and positioning RateGain as a strategic revenue growth partner to hotels and travel enterprises.\n\nThe ideal candidate brings:\nProven experience in enterprise SaaS, travel technology, or hospitality solutions\nStrong commercial acumen with a track record of cross-sell and upsell growth\nExperience in revenue consulting, account farming, and strategic negotiations\nDeep understanding of hotel revenue management and distribution ecosystem\nAbility to operate at C-level with decision-makers\n\nWhat You’ll Do:\nStrategic Account Growth & Revenue Ownership\nOwn and grow a portfolio of enterprise accounts across India and Southeast Asia.\nDrive revenue expansion through cross-sell and upsell across Distribution, Marketing, and Business Intelligence solutions.\nLead revenue consulting conversations with hotel partners to deliver measurable business impact.\nEnsure high renewal rates while expanding multi-product adoption.\n\nCommercial Leadership\nIdentify new revenue opportunities within existing accounts.\nBuild and present commercial proposals aligned with client business objectives.\nLead contract negotiations and close high-value deals to achieve quarterly and annual revenue targets.\nRepresent RateGain in regional industry forums, client events, and executive meetings.\n\nClient Success & Value Realization\nDevelop executive-level relationships with key stakeholders.\nAlign internal product, delivery, and customer success teams to ensure seamless execution.\nAct as the voice of the customer, providing market insights to product and innovation teams.\nMonitor competitive landscape and regional travel trends to refine strategy.\n\nTeam & Regional Leadership\nProvide leadership and direction to regional account teams (if applicable).\nDrive performance culture aligned with revenue and growth KPIs.\nSupport strategic expansion initiatives across the SEA hospitality market.\n\nWhat You Need to Succeed:\nExperience & Background\n8–12 years of experience in enterprise sales, partnerships, or account management within SaaS, MarTech, or travel tech.\nProven experience in team leadership with strong industry relationships across hotel Distribution, Revenue, and Marketing functions.\nDemonstrated success in driving cross-sell/upsell and revenue growth within enterprise hotel accounts.\nBachelor’s degree in Business, Marketing, or related field (MBA preferred).\n\nCore Skills & Expertise\nStrong understanding of B2B SaaS and MarTech business models.\nHands-on experience in helping hotels drive revenue growth through Digital Marketing, SEO, Paid Media, Search, Website Optimization, CAC, ROAS, and Retention strategies .\nAbility to analyze performance data and identify expansion opportunities.\nProficiency with CRM tools (e.g., Salesforce).\nDeep familiarity with the travel and hospitality ecosystem.\n\nLeadership & Mindset\nStrong ownership, accountability, and entrepreneurial drive.\nStrategic thinker with a hands-on execution approach.\nExcellent communication, negotiation, and stakeholder management skills.\nCustomer-first, results-oriented mindset with measurable impact focus.\n\nEqual Opportunity Employer\nWe are proud to be an equal opportunity employer and are committed to creating a diverse and inclusive workplace.